{"id":79235,"date":"2022-09-11T14:22:00","date_gmt":"2022-09-11T18:22:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=79235"},"modified":"2026-04-23T15:28:57","modified_gmt":"2026-04-23T19:28:57","slug":"how-to-make-a-pitch","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/how-to-make-a-pitch\/","title":{"rendered":"How to Make a Pitch Worth Remembering"},"content":{"rendered":"\n<p>Do your pitches need some work? Do you know how to make a pitch that people will remember?<\/p>\n\n\n\n<p>Whether you work in sales or you&#8217;re giving a presentation at work or in school, it&#8217;s important to know how to give a convincing pitch. Joel Schwartzberg&#8217;s book <em><a href=\"https:\/\/www.shortform.com\/blog\/what-is-the-main-point\/\">Get to the Point<\/a>!<\/em> can help you write up and present great pitches.<\/p>\n\n\n\n<p>Here are a few tips on how to make a pitch that won&#8217;t waste anyone&#8217;s time.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-present-and-drive-home-your-point\"><strong>Present and Drive Home Your Point<\/strong><\/h2>\n\n\n\n<p>If you\u2019ve identified and honed your point, you\u2019re ready to market it. Schwartzberg says the single most important goal when presenting your point is learning how to make a pitch that resonates with your audience.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-step-1-understand-your-audience\">Step 1: Understand Your Audience<\/h3>\n\n\n\n<p>To make a strong pitch or presentation, you first have to <a href=\"https:\/\/www.shortform.com\/blog\/hub\/professional\/work\/communication\/understanding-your-audience\/\">know who your audience is<\/a> and what they want from you, so you can tailor your message, language, and tone for them.\u00a0\u00a0<\/p>\n\n\n\n<p>For example, if you\u2019re giving a speech to students at an all-boys high school, your delivery and the stories you use to illustrate your point should be relevant to them, and should be different from how you\u2019d convey your message to a roomful of female entrepreneurs. With the first group, you might take the tone of \u201ccoach\u201d or \u201cmentor,\u201d while the second group would appreciate your talking to them like a peer.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-step-2-pitch-your-point-powerfully\">Step 2: Pitch Your Point Powerfully<\/h3>\n\n\n\n<p>The next step is to make a powerful pitch. Schwartzberg argues that you must <em>actively market<\/em> your point to your audience; a casual conversation with them about it isn\u2019t enough. He recommends seven strategies to keep yourself and your audience focused on the point you\u2019re there to make:<\/p>\n\n\n\n<p><strong>1. <a href=\"https:\/\/www.shortform.com\/blog\/silencing-your-inner-critic\/\">Silence your inner critic<\/a>.&nbsp;<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Before your presentation, recite what you\u2019re going to say out loud until it\u2019s ingrained in your mind. Know your material inside and out to boost your confidence.<\/li>\n\n\n\n<li><strong>Take the pressure off by reminding yourself that your speech is not about <\/strong><strong><em>you<\/em><\/strong><strong>\u2014it\u2019s about <\/strong><strong><em>the point<\/em><\/strong><strong> you\u2019re making.<\/strong><\/li>\n<\/ul>\n\n\n\n<p><strong>2. Choose the first word you\u2019re going to say and lead with it.&nbsp;<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>To avoid leading your presentation with weak, meaningless words like \u201cso,\u201d \u201cum,\u201d and \u201cwell,\u201d which convey discomfort, try \u201chello,\u201d or simply introduce yourself.<\/li>\n\n\n\n<li>Only tell stories to warm up the audience if they illustrate the point you came to make.<\/li>\n<\/ul>\n\n\n\n<p><strong>3. State your point, and the consequences of not supporting it,<\/strong> using clear, direct language.&nbsp;&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Your goal is to create a sense of urgency to compel people to action. Don\u2019t present your point as a meandering laundry list of why it\u2019s a nice thing that you\u2019d like your audience to consider at their leisure.\u00a0<\/li>\n\n\n\n<li>Make just one point per sentence to avoid splitting your audience\u2019s attention between two or more concepts at a time.\u00a0<\/li>\n\n\n\n<li>Eliminate unnecessary adjectives that muddle and dilute your message.<\/li>\n<\/ul>\n\n\n\n<p><strong>4. Project confidence.<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Phrase your point as a statement, not a question<\/strong>. Sounding uncertain will make the audience question you and your point.<\/li>\n\n\n\n<li>Don\u2019t apologize or display insecurity, which can undermine your audience\u2019s trust in you.<\/li>\n<\/ul>\n\n\n\n<p><strong>5. Eliminate physical distractions that disrupt your connection with the audience.<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Fiddling with PowerPoint clickers, pens, and water bottles turns your audience\u2019s attention away from your point, and podiums and lecterns are physical barriers between you and your audience. Consider which tools are essential for you to present your point, then interact with them mindfully.\u00a0<\/li>\n<\/ul>\n\n\n\n<p><strong>6. Speak up.&nbsp;<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Raising your voice projects confidence in your point and yourself<\/strong>, and it gives others confidence in you and what you\u2019re saying. It also helps you slow down.<\/li>\n<\/ul>\n\n\n\n<p><strong>7. Pause.<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Stopping briefly when you\u2019re speaking can give you a moment to collect your thoughts so that you can deliver them succinctly.<\/strong>\u00a0<\/li>\n\n\n\n<li>You can also use pauses as a substitute for meaningless, distracting words like \u201cum,\u201d \u201cah,\u201d \u201cuh,\u201d and \u201cso.\u201d<\/li>\n\n\n\n<li>Pauses allow you to build your audience\u2019s anticipation about what\u2019s coming next.<\/li>\n<\/ul>\n\n\n\n<p>(Shortform note: Pausing isn\u2019t just good for presentations; it\u2019s also good for your health. The US Department of Veterans Affairs asserts that <a href=\"https:\/\/www.va.gov\/WHOLEHEALTH\/veteran-handouts\/docs\/PausingTakingBreaks-508Final-10-25-2018.pdf\" target=\"_blank\" rel=\"noreferrer noopener\">pausing can improve your health<\/a> by reducing stress, boosting your focus and awareness, helping you maintain your interest and energy level, and decreasing injuries stemming from repetition.)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-stay-laser-focused-on-your-point-nbsp\"><strong>Stay Laser-Focused on Your Point&nbsp;<\/strong><\/h2>\n\n\n\n<p>Once you\u2019ve driven home your point, allow nothing to distract you from it. Schwartzberg argues that <strong>your point is your grounding and guiding principle\u2014the thing you should always come back to if you get lost or distracted<\/strong>.&nbsp;&nbsp;&nbsp;<\/p>\n\n\n\n<p>For example, if someone challenges your point or asks you to respond to something unrelated, and you get confused or rattled, Schwartzberg recommends turning the conversation back to your point with a directive statement, such as: \u201cHere\u2019s the point\u2026\u201d or \u201cThe most important thing to focus on is\u2026\u201d followed by your point.&nbsp;<\/p>\n\n\n\n<p>(Shortform note: Though it might seem less obvious, <a href=\"https:\/\/www.presentationteam.com\/dealing-with-distractions\/\" target=\"_blank\" rel=\"noreferrer noopener\">your physical comfort also plays a role in your level of distraction<\/a>. Before your presentation, try to find out whether the room you\u2019ll be in will have heat or air conditioning, and select your outfit accordingly; make sure you have a glass of water available in case you get thirsty; and if you absolutely must use the restroom during your presentation, be prepared to show a short video that\u2019s relevant to your point, ask a colleague to step in momentarily to talk about a related subject, or announce that it\u2019s time for a \u201ccomfort break.\u201d)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-conclude-by-restating-your-point\"><strong>Conclude by Restating Your Point<\/strong><\/h2>\n\n\n\n<p>By now you know and have honed, marketed, and resolved to remain focused on your point. Schwartzberg says your final step is to close your presentation with a reminder of your point.&nbsp;<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Restate your point to give your audience a takeaway message and signal the end of your presentation<\/strong>.\u00a0<\/li>\n\n\n\n<li>Give your audience a moment to absorb and react. Don\u2019t muddle or weaken your final message by immediately jumping to \u201cwhat\u2019s coming up next\u201d or directions to the reception area.\u00a0\u00a0<\/li>\n<\/ol>\n\n\n\n<p>(Shortform note: Earlier, we noted that Schwartzberg recommends making just a single point in a sentence to focus your audience\u2019s attention on one <a href=\"https:\/\/www.shortform.com\/blog\/core-message\/\">core message<\/a>. However, some communications strategists assert that <a href=\"https:\/\/harappa.education\/harappa-diaries\/the-rule-of-three\/\" target=\"_blank\" rel=\"noreferrer noopener\">the \u201crule of three\u201d makes ideas and concepts more memorable and interesting<\/a>, in part because three is the smallest number of factors that, when combined, create a pattern.)<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Do your pitches need some work? Do you know how to make a pitch that people will remember? Whether you work in sales or you&#8217;re giving a presentation at work or in school, it&#8217;s important to know how to give a convincing pitch. Joel Schwartzberg&#8217;s book Get to the Point! can help you write up and present great pitches. Here are a few tips on how to make a pitch that won&#8217;t waste anyone&#8217;s time.<\/p>\n","protected":false},"author":14,"featured_media":64779,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,104,43],"tags":[747],"class_list":["post-79235","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-marketing","category-self-improvement","tag-get-to-the-point","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Make a Pitch Worth Remembering - Shortform Books<\/title>\n<meta name=\"description\" content=\"If pitching an idea makes you nervous, there are easy tips that can calm your nerves. 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