Put Your Personal Pitch on Steroids: Show and Don’t Tell

Most people understand that you need to demonstrate value in order to persuade someone.

Whether you are pitching yourself to an employer, or pitching your service to a potential buyer, the other party is thinking “what’s in it for me?”

That sense of perceived value is critical to the success of your pitch.

So what do most people do? Simple, they tell them the value:

  • “I provide marketing services for tech firms.”
  • “We create bespoke financial solutions for rapidly growing enterprises.”
  • “I am a motivated team player who works great under pressure.”

Not only are these kinds of statements cliché and forgettable, they don’t really convey the full value of the person.

Now keep in mind, this descriptive approach to communicating value is better than nothing. But it’s still not ideal.

To make it stronger, stop “telling” them what your value is and start “showing” them:

  • “I’ve created a dozen marketing campaigns for tech firms, that have produced between $2 million and $10 million in sales.”
  • “We will consolidate or restructure your company’s debt, and simplify your accounting process.”
  • “I want to join your team and help you expand into the west coast market by using my connections and network of over 300 retailers there.”

Certainly anything you can incorporate visually (graphs, charts, data, statistics, photos or videos of you actually creating that value) will strengthen the presentation even more.

But even in just your wording and verbal presentation, you will be much more persuasive by citing specific achievements and accomplishments, and by painting a picture of what your prospect stands to get from you.

So the next time someone asks “what do you do?” certainly give your title and a brief one-line overview of your work. But as soon as possible, communicate the substantive, specific value that you are offering.

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