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Pitching for business is like dating

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You’re on your first date: you must make the initial impression the best one in order to lock in a second date: you employ all the skills you have at your fingertips and… voila!

Dating Success:

  • Short-term goal for a second date: secured
  • Long-term goal for a relationship that lasts: in progress

Like dating, pitching your business or business idea to potential investors or possible partners also relies on a number of basic fundamental truths: being confident without being cocky; being approachable without seeming desperate; being passionate without being immoderate; and having the facts and numbers at your fingertips and… voila!

Pitching Success:

  • Short-term goal for a second meeting: secured
  • Long-term goal for a mutually beneficial relationship: in progress

When dating, certain fundamentals should be avoided, such as answering your phone, belching or arriving dirty, likewise when pitching your business to a prospective investor.

Below are the basics of what NOT to do:

  • Avoid buzz words and jargon: These can sound the death knell of any new interaction. Use easy-to-understand language, crisp, concise and simple. Include actual anecdotes and humour; be witty without being corny or sarcastic; and never ever talk down to anyone because you think they won’t understand your ideas. Be genuine, be real, be sincere.
  • Go easy with the PowerPoint presentation: Yes, we all know that it looks good, sounds good, is professional and pleasing to the eye. But it’s you they want more of, rather than the accoutrements, just as when on a first date it’s the impression you make as a person rather than the clothes you wear, the car you drive, the art you own, that captivates the heart. Rather ensure that the initial attention is focused on you and your ability to share your exciting venture; and only then bring on the PowerPoint, as the dessert rather than the main course.
  • Don’t ignore advice from those around you: You sound out your best friend about what you should wear, which restaurant you should visit – and even if you don’t take all the advice, it’s comforting to know that two heads are better than one and could work in your favour during the date. So too when preparing your pitching message, play it first to a captive but honest audience – family, friends, colleagues – that will criticise positively and help you see the errors that you missed because you’re too close. In this way you will gain perspective, confidence and practice.

From first base to home run:

  • First base: you approach the date with a mixture of trepidation and anticipation, hoping there will be a connection. The initial pitch too, is nerve-wrecking, as you want to come across polished and succinct, listen and connect.
  • Getting to second base: will she/he be responsive enough for you to push ahead? Will the company show increased interest and commitment to invest, or at least want to know more, more detail, more faces?
  • Third base: will the connection deepen or is rejection imminent? Patience is the key ingredient during this stage. Hopefully there have been indications of joint moving forward – great excitement but muted till there is more confirmation.
  • Fourth base: You scored! Birds of a feather, shared interests, common path – it’s working! You receive positive input and constructive feedback; introductions to other partners / stakeholders; supplying necessary and additional information; ready to forge ahead.
  • Home run: Marriage? Strong business relationship; contracts signed for commitment from both sides; agreement on necessary financing needed; both parties fired up with enthusiasm and ready to move forward.

You deserve to win. It all begins with the first pitch!

You’ve read all the above – you’re eager to start – so now the best way is to register for the 2015 ENGEN Pitch & Polish workshop and competition in Port Elizabeth, Saturday 15 August, which is looking to discover the nation’s most promising local entrepreneurs by teaching them to polish their pitch.

Great things are in store for all participants who take this opportunity to explore their pitch, and are prepared for new opportunities; along with Engen Petroleum Ltd, business incubator, Raizcorp, media partner SAfm, as well as local stakeholders Nelson Mandela Bay Business Chamber, NYDA and The Hope Factory and local media partner, Bay FM.

See: PE first up in search for SA’s most promising local entrepreneurs

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Alan Straton

Chief Cook, Bottle Washer and Broom Mechanic at MyPE
Passionate about Port Elizabeth and definitely NOT packing for Perth. Alan's ethos is epitomised in the words of Nelson Mandela; "I have fought against white domination and I have fought against black domination. I have cherished the idea of a democratic and free society. If need be, it is an ideal for which I am prepared to die." See more articles by Alan.