how to do a good pitch presentation

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What Makes a Great Pitch

• Michael Quinn

It’s all about reading the room.

A good pitch is a balancing act that can be adjusted to the currents in the room. A recent survey of HBR readers found — at least in this community — how important it is to understand not just what you are pitching, but who you are pitching to. The reason? The more senior your audience, the less you should rely on your deck and the more you should expect your pitch to be a conversation, showing your team’s authentic passion for the challenge or problem and their resilience for solving it creatively, together.

Pitching for new business is a make-or-break moment for many teams. You want to win the pitch, and so you develop a detailed slide deck, tout your credentials, capabilities and successes (case studies), and select your strongest presenter – possibly the leader of your team or company — to do all the talking. Right? Wrong.

• MQ Michael Quinn is the founder of Minor Nobles, the NYC-based consultancy offering workshops, webinars, rehearsals and 1:1 training to help teams and leaders update their behavior to win more pitches for new business and investment. He is also a faculty instructor for the Association of National Advertisers and host of the podcast, “Own The Room,” where top executives discuss their own experiences pitching and what they wish people would do more often, or avoid altogether, in pitches to them.

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How to create a successful pitch presentation

Get your team on prezi – watch this on demand video.

Anete Ezera December 18, 2023

When it comes to startups and entrepreneurs, getting that first big deal can be tricky. It can be hard to put your business idea forward in a way that’s going to convince potential investors or partners. This is where pitch deck presentations come in handy as they are often short and precise. The goal is to explain your idea in a way that gets straight to the point and is easy to understand. These quick, punchy presentations are critical for those looking to make a strong first impression and secure funding for their business venture. Let’s talk about what a pitch presentation is and how you can create one with the help of Prezi. 

What is a pitch presentation? 

To get a better understanding of what a pitch presentation really is, let’s look at some of the important elements that make one: 

Conciseness: It’s typically short, usually 10-20 slides. This fast pace enables the presenter to captivate the audience and maintain attention. 

Clarity: The aim is to keep the content clear and straightforward, avoiding complicated jargon so that the message is understood. 

Powerful storytelling: It will often tell an interesting story about the problem being solved, the solution offered, and the potential market opportunity. 

Key information: Because of its fast-paced nature, it will often be packed with vital information like the business model, financial projections, and the unique value proposition of the product or service being pitched. 

Appealing visuals: Like other styles of presentation, having visuals that can draw in the audience is a must. Pitch deck presentations will often use graphics and minimal text to convey information better. 

To get a visual understanding of what a pitch presentation is, explore the following pitch presentation:

The evolution of pitch presentations: a look back and ahead

Ever wondered how pitch presentations became such a big deal? They started as simple PowerPoint slides but have evolved into something much more dynamic. This journey reflects changes in business, technology, and what investors look for. In the early days, pitch decks were pretty straightforward – just a few slides outlining a business idea. But as technology advanced, so did the expectations. Now, we see pitch presentations with interactive elements, attractive visuals, and even storytelling elements. This evolution shows how we’ve learned to communicate complex ideas more effectively. Understanding this history helps us understand how pitch decks have evolved into what they are today. 

Is a pitch deck the right presentation style for me? 

A pitch deck is perfect if you’re looking to present a business idea, especially if you’re aiming to attract investors or partners. It’s designed to be concise yet impactful, focusing on the key aspects of your business or project. Think of it as showcasing your business- you’ve got a limited amount of time to make a strong impression. So, if you’re in the early stages of a startup, seeking funding, or trying to win over some stakeholders with a clear, compelling story about your business or idea, a pitch presentation could be just what you need.

People who might also benefit from pitch presentations 

Pitch presentations are a versatile tool that can greatly benefit a wide range of individuals and organizations. We’ve discussed the role of pitch decks for startups and entrepreneurs, so let’s look at some other instances where these presentations might be particularly useful: 

• Business executives: Established business owners can use pitch decks to propose new projects or strategies to stakeholders, boards, and investors. 
• Sales and marketing professionals: To pitch products or services to potential clients or partners, highlighting their unique selling points.
• Non-profit organizations: For presenting their mission, impact, and funding needs to donors, sponsors, or grant agencies.
• Researchers and academics: To secure funding or collaboration for research projects, especially when presenting to funding bodies or at academic conferences.
• Inventors and innovators: To attract investors, partners, or attention to their new inventions or innovations. 
• Freelancers and consultants: To pitch their services and unique value proposition to potential clients or agencies.

What makes a good pitch deck presentation?

When we talk about pitch presentations, it’s important to compare the differences between a great pitch deck and the ones that just don’t hit the mark. 

What a pitch deck should look like 

A successful pitch deck should have a clean, uncluttered design . This way your audience can take in the information without being distracted by over complicated slides. Any images used should be of high quality, and be relevant to the text. A pitch presentation should flow logically , so the information provided tells a story about what you’re aiming to achieve. 

The colors used should match that of your brand, often logos and fonts will correspond with the theme of the brand, organization, or company. This is a great way to reinforce who you are and what you stand for. A good pitch presentation will captivate the audience by using each slide to convey a single key point, this way, the message is concise and easily absorbed. 

Pitfalls to avoid 

Now, let’s talk about what a pitch presentation shouldn’t look like. If you want to entice your audience, don’t cram too much information onto your slides . This is going to overwhelm your audience and make their attention span drop. Don’t stray away from key points by including irrelevant information. You want your pitch deck to persuade people to take action and have faith in you and your product, so don’t go off on a tandem.

Use a language tone that’s relatable to everyone – don’t use overly technical terms or industry-specific jargon. This can be off-putting for potential investors who don’t work in your field. One of the biggest mistakes you could make is to be inconsistent with your theme, color, and fonts. Remember, the idea is to appear professional, and inconsistency screams amateur. 

Things to consider when preparing to create your pitch presentation

Although it might be appealing to dive straight into making your presentation, there are certain points you should consider to get the best out of your pitch. Here are some things to think about when planning: 

Know your audience

Consider who you’re presenting to and include criteria that are going to be appealing to them. For instance, what resonates with venture capitalists may be different from what appeals to potential partners or customers. 

Engaging storyline

You want to hold your audience’s attention throughout the whole presentation, so tell your story in a way that builds anticipation and makes them want more. 

Keep each slide simple. Your audience will respond better to clear, concise content that’s not too busy and complicated. Keep text easily readable and appropriate for all levels of knowledge. 

Key messages

Plan out the purpose of each slide beforehand, that way you can be sure the key messages come across well. 

You can include things like graphs or charts to simplify complex data, but do this in a way that doesn’t overcrowd the slides. Remember to stay consistent with colors and fonts to reinforce clarity. 

Data and validation

Do your research when preparing to make your pitch presentation. It’s crucial to back up your claims, such as market research, growth projections, or case studies. Using real-world examples is a good way to back up your credibility. 

Business model

Think about how you’re going to explain your business model in a way that comes across clearly. Always be honest about your revenue streams, pricing strategies, and your position in the market. 

Investors often invest in people as much as they do ideas, so think about how you can highlight the strengths of yourself and your team. 

You need to clearly state what you’re asking for. Whether it’s funding, support, or a partnership, make sure your audience knows what you need from them. 

Practice your pitch so that it flows well and fits with the time constraints. Rehearsals are great for realizing flaws, which means you can rectify where needed to ensure the best possible pitch on the day. Be prepared to answer questions and address potential concerns- you can do this by listing some possible queries and preparing an adequate answer. 

Beginning and ending

How can you draw the audience in from the minute you start speaking? A successful pitch presentation often starts with a bang, such as a powerful punch line, a vibrant image, or a brain teaser. When it comes to ending your pitch, summarize the main points and offer a chance for discussion. 

Discover other crucial and noteworthy tips on creating and delivering pitch presentations by watching the following video:

Presenting your pitch deck presentation

Your presenting skills must be just as effective as the pitch presentation you’ve created. Imagine spending all that time and effort on making each slide perfect, to go and blow your opportunity by poorly presenting it. Here are some tips to help you own the stage for your pitch: 

Body language

• Posture: Stand tall and proud. A good posture reflects confidence and keeps you physically engaged. 
• Gestures: Gestures should be natural and purposeful. For example, you might use hand gestures to emphasize important points. Avoid being overly dramatic with gestures as this can be distracting. 
•  Movement: Moving can add energy to your presentation, but be careful not to pace around the stage, as this can make you appear nervous. A simple step forward when you’re reaching the punchline of your story can elevate impact. Similarly, turning your body to face different sections of the audience can make everyone feel included. 

Facial expressions

• Eye contact: Make eye contact with your audience, and maintain it. Don’t just focus on one area, move your gaze around the room to add a personal element to your presentation. This is going to help you build a connection and keep them engaged. 
• Smiling: Smile where appropriate. This is going to make you seem approachable and passionate about your subject. However, you don’t want to unnerve your audience by wearing a forced smile throughout the whole presentation. 
• Expressiveness: Your facial expressions should match the tone of what you’re saying. They can be a powerful way of transporting emotions from the screen onto the audience. 

Voice control

• Volume: You want everyone in the room to hear you, so speak loudly, but avoid shouting. 
• Pace: Remember that your audience needs to clearly hear every word for maximum impact, you can do this by keeping a moderate pace throughout. Speaking too fast can be hard to keep up with, and talking too slowly can become boring. 
• Tone: Use a varied tone to maintain interest, as monotone speech can be disengaging. For instance, you could change the pitch and intensity of your tone when discussing something positive or exciting. 
• Duration: Stick to the allotted time for your pitch presentation. Running too long can lose your audience’s interest, while cutting it too short may not deliver enough information. 
• Pauses: Pauses are handy for creating suspense, or allowing key points to sink in. They can also be helpful for a smooth transformation from one topic to another. 

Dealing with nerves

• Practice: The more familiar you are with your content, the less nervous you’re going to be. Practice your body language cues, speaking clearly, and using the right facial expressions. 
• Visualization: Envision a successful pitch presentation. It’s when we worry about the things that could go wrong that causes anxiety to kick in. 
• Relaxation techniques: Before taking the stage, simple techniques can help with nerves, such as mindfulness practices and progressive muscle relaxation. 
• Deep breathing: Practice deep breathing to control nerves and keep a steady voice. This helps in delivering a calm and confident pitch. 

If you’re struggling with nerves, watch the following video on how to not be nervous for a presentation:

Audience interaction

• Question prompts: To make your pitch presentation more interactive, encourage audience participation and questions. 
• Read the room: Always be aware of the audience’s reactions and adjust accordingly. If they seem disinterested, you might need to change your approach or pace.

As a pitch deck presenter, your role is to deliver your content in a way that makes an impact. Mastery of body language, voice, and timing all play a crucial role in yielding the results you want. 

Prezi: Your tool for creating pitch presentation

If you’re aiming to create a pitch presentation that sets you apart from competitors, Prezi is the tool for you. Here’s why: 

Unique presentation style

Unlike traditional slide-by-slide presentations, Prezi allows you to create a more fluid and dynamic pitch deck. You can move freely around the canvas, zooming in on details and out to the bigger picture. This helps in structuring your pitch presentation in a way that best suits your story, making it more engaging for your audience.

Zooming user interface

This is one of Prezi’s signature features. You can zoom in to focus on specific details and zoom out to show the overall context of your idea. Since pitch presentations are all about emphasizing key points, this feature is essential. 

Visual storytelling

The best way to tell a story through your pitch presentation is to turn complicated information into digestible parts. With Prezi, you can use appealing visuals to simplify ideas and make data easier to interpret. Prezi supports images, visuals, graphics, and animations, so you can create a pitch that captivates your audience. 

Experience visual storytelling in action in a Prezi presentation:

Templates and customization 

Prezi offers a variety of templates , which can be a great starting point for your pitch presentation. These templates are fully customizable, meaning you can align the design with your brand’s look and feel. 

As an example, take a look at this product launch template by Prezi. This would be a solid choice for a pitch deck presentation, particularly if you’re about to launch a new product or service. It provides a structured layout that guides you through the essential elements of a pitch. If you’re hoping to make a good impression, the design of this template looks clean and professional while focusing on key points. It allows you to highlight what sets your product apart in a compelling way. 

Like most Prezi templates, it offers customization options. You can tweak colors, add your images, and moderate the content to align with your brand and product. These are all essential elements for creating a personalized and relevant pitch. 

Collaboration tools

Prezi’s collaboration features come in handy when you’re working with a team. Multiple people can work on the pitch presentation at the same time, offering valuable inputs and different ideas. This way, your pitch deck presentation can reach its full potential. If you like to delegate tasks and give each team member a role in the creation, this feature is great for coordinating efforts. 

Prezi Video

For remote pitching, Prezi Video is the perfect solution as it allows you to add a video of yourself presenting alongside your content. This enables you to make your pitch just as personal as it would be in person. 

To explore how Prezi Video works, watch the following video:

Path tool for story flow

To help create a natural flow for your story, Prezi lets you set paths to move between topics. This easily guides your audience through your presentation in a logical way, which is crucial when it comes to pitch decks. 

Prezi is keeping up with the AI revolution by bringing you a set of AI presentation tools: AI text editing and layout features. These features give you text and layout suggestions, so you don’t need to stress about finding the right words or structure. It can adjust to your writing style, keeping your pitch personal to you but with added clarity and relevance. Discover more about Prezi AI features here .

Successful business pitch presentation examples

Many well-known companies famously used pitch decks in their early stages to secure funding and partnerships. Here’s some you may know: 

Back in 2008, Airbnb was just starting out and needed funding, so they created a pitch deck. This wasn’t just any pitch deck—it was really clear and straightforward, showing off their business model and what they hoped to achieve. They ended up raising $600k from an angel investment round. Their pitch presentation was so successful that people still talk about it today. It’s a classic example of how a good pitch can really set a company on the path to success.

Did you know about Uber’s beginnings? On their ninth anniversary, Garrett Camp, one of the co-founders, shared their first pitch deck. It was a 25-slide presentation that they used way back when they were just starting out. This pitch presentation was a major part of their strategy and really helped in the company’s early growth and evolution. It’s pretty impressive to think how those early slides contributed to making Uber the giant it is today. 

We all know how significant Facebook is when it comes to social media platforms, but it’s all down to their original pitch presentation back in 2004 that propelled them into such success. The pitch deck contained mix-and-match slides for summarizing Facebook’s value proposition, key metrics, and audience demographics. Shortly after the launch of facebook.com, Eduardo Saverin, who was 21 at the time, took their presentation to New York. He was there to pitch Facebook’s Ad platform to potential clients. Now, fast forward to today, Facebook for Business has grown massively. It’s the second biggest digital advertising platform, just behind Google, and holds more than 25% of the market share.

These examples are not only inspirational but show just how important pitch presentations are. A strong pitch is critical for making a good first impression, forming business relations, and opening up opportunities for scaling your business. 

Final thoughts on pitch deck presentations

To wrap up, pitch decks are more than just presentations; they’re your chance to make an impact. They’re vital for anyone looking to get their idea off the ground, especially in the startup world. So when you’re putting one together, keep it straightforward, focus on your key points, and make sure it reflects what you and your business are all about. A well-crafted pitch presentation can open doors, attract investment, and set the stage for your future success. Remember, simplicity and clarity are your best tools. Good luck, and here’s to making your ideas shine!

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How to Make a Successful Business Pitch: 9 Tips From Experts

You’ve just had your lunch, and you’re about to get back to work. 

While making your post-lunch tea (or coffee), you can’t stop thinking about being your own boss. 

You wonder if it’s about time for you to turn your side hustle into a full-time business and become an entrepreneur. 

Or perhaps you want to propose the idea of a four-day workweek to your CEO. 

If you want to introduce investors and prospects to your business idea and convince them to take the plunge with you,  you need a strong and persuasive business pitch. 

How to create a persuasive business pitch according to experts 

The good news — it’s possible to craft a convincing and successful business pitch. 

Even better news: This Piktochart business pitch guide shows you how. 

Grab your drink of choice and take notes as we explore the different ways to pitch business ideas (from a sales-style elevator pitch to an innovative workplace pitch), as well as understand what makes a great business pitch. You’ll also get a glimpse into our business pitch templates, and learn expert advice from those who have pitched their way to success (and failure too). 

You can also watch the video below if you don’t have time to go over this guide. It’s also easier to follow along if you sign up for a free Piktochart account and edit the templates yourself (learning by doing).

What is a business pitch? 

A business pitch is a presentation of a business idea to a group of people who can help turn your idea into a reality.

You can pitch to: 

• Investors who can help fund your idea
• Potential customers who will pay for your product or service
• Advocates who will support your idea

In some cases, a business pitch doesn’t have to be all about presenting a new idea. You could be asking for more funding or continued support for an already established business venture. 

Whether through an investment, purchase, or advocacy, a business pitch becomes successful if you can convince people to believe in your idea or pique their interest and get them to learn more. 

Now that you understand what a business pitch is, let’s take a closer look at the different types of business pitches. 

Types of pitches in business

Your business pitch can be narrowed down to the following five types of presentations: 

1. Investor pitch

In this type of business pitch, you present a  persuasive presentation or pitch deck to a group of potential business partners and/or investors. 

Sign up for a free Piktochart account to get started on creating professional-looking pitch deck templates that you can edit in minutes.

An investor business pitch should typically last for 45 minutes . The best practice for this type of pitch is 20-30 minutes of presentation followed by discussion or a Q&A afterward.

Alternatively, business pitch competitions follow a different best practice. These presentations should last around five to 10 minutes and focus on pitching to investors.

Lastly, the most stringent type of business pitch is most commonly referred to as an ‘elevator pitch’, and should only last around 30-60 seconds.

Let’s dive in so you can learn how to make the perfect business pitch!

2. Sales pitch 

The goal of a sales pitch is to answer the question “What’s in it for me?” from the lens of the potential customer. 

The best and most effective salespeople can make a sales pitch in as short as one minute. Also known as the ‘ elevator pitch ‘, this type of business pitch should be able to be delivered in a single elevator ride (30-60 seconds on average). In this format, a short sales pitch should include four key components:

• Your unique product name and category
• The specific problem you are trying to solve
• The innovative solution you offer
• the unique selling point of benefit to your solution

3. Product pitch 

A product pitch is similar to a sales pitch, however, the spotlight should be on the product and/or solution itself. 

For example, a sales pitch for an email automation software will highlight one or two of its benefits. Meanwhile, a product pitch of the same automation software will focus more on its features, how it works, and how you can integrate the software into your existing setup. 

In a product pitch, you should aim to:

• Explain your product or offering clearly and concisely
• Identify and address the target audience and/or industry your product supports
• Specify the problem the aforementioned faces and how your solution can solve it
• Provide a realistic example of your solution in action
• Make sure to use accurate facts backed up by relevant and recent data

4. Job pitch 

If you’re applying for a job or internship and you’re wondering how you can stand out from the crowd (consisting of your peers and other qualified applicants), consider pitching yourself to a prospective employer. 

Applying the same logic used for a sales or product pitch deck; sell yourself!

A job pitch or personal summary pitch should be concise, personalized, and consistent. In a job pitch you should include:

• A brief introduction to you
• An explanation as to why you’re a great fit for the company and role
• Relevant experience and achievements
• Your goals and career aspirations

“It’s not about bragging or showing off — it’s about giving the other person evidence that you can actually do what you say you can do,” assures Starla Sampaco , TV news anchor at KCTS 9 and founder of Career Survival Guide .

5. Workplace pitching 

Do you have an idea or initiative that will help your colleagues and help boost the company’s profitability?  Pitch it internally within your workplace, to your team or boss! 

For example, you can pitch a  remote-first culture  or the four-day workweek to your HR, and/or the rest of the leadership team.

Another workplace pitch example? Maybe you might want to propose the creation of a new role in your team which can help advance your career and address a challenge in the organization at the same time. 

To do this, simply create a pitch deck including your main points, the benefits, and proposed next steps to turn your idea into a reality. Piktochart’s workplace pitch decks can help you get your point across through our workplace templates.

The structure of a successful business pitch 

If creating a business pitch sounds intimidating, the team at Piktochart has your back. 

You can address this worry by making sure that you have a business pitch structure that is sure to succeed, using our tips & templates. 

When you have a formulated pitch deck structure, template, and agenda, you’ll know exactly what you’re going to say next, taking the bulk of the stress out of presenting. Additionally, these best practice presentation structures make your business pitch more memorable to your audience and leave a lasting impression. Statistically, it turns out that people retain structured information up to  40 percent more accurately  than information presented in freeform. 

The WHAC Method

Whether you’re pitching to a group of potential investors or you’re selling real estate, use the WHAC method when structuring your perfect business pitch. 

The WHAC method is introduced in  The 3 Minute Rule   by Brandt Pividic, an award-winning film director and television producer. He wrote the book to detail his experience and tips as he made hundreds of pitches in Hollywood. 

This well-known WHAC method stands for: 

What is it and what do you offer? 

You start your business pitch by answering the questions: what is it, and what do you offer? 

At this point, you share your business plan and quickly outline the problem and solution you offer. For example, let’s say that you want to pitch the idea of having a UX researcher on your product team. 

You list down existing problems and challenges that your team and/or organization are currently experiencing without a dedicated UX researcher. Afterward, you propose your solution — hiring someone who can step in and do user research. 

How does it work? 

Next, explain your proposal. Provide a quick summary of the benefits of your solution. In our example, share how the UX researcher will help the product team accomplish its objectives.

It can be tricky explaining how your business idea works. Figuring out how to deliver this information in an entertaining and simple manner can turn potential investors into partners, as we’ve seen from some of the best startup pitch decks .

Since you don’t have much time and attention spans are short, the key is to boil down how your idea works into a few key points. Explain how it works from a high-level overview and weave this in as part of your compelling story.

Are you sure? 

Once you have provided the solution, the people listening to your elevator pitch are likely saying to themselves, “will it really work?”

This is the point where you have to provide solid proof in your pitch. You can use testimonials, a short case study, or statistics.

You should also mention financial projections in order to leave a positive impression. If your manager or potential investors will provide funding for your idea, they’ll want to know what the ROI is.

Can you do it? 

The final part of your pitch should answer this question.

Now that your audience has heard you talk about the problem, solution, and proof that it works, you need to show them how you’re going to implement the solution. Think of this point as the “actionable” part of your pitch. You can even provide steps to break down how this can be achieved in a certain timeframe.

“Show how you have thought about how to turn your idea into a commercial outcome or true partnership. This is really an opportunity to start or continue building trust and showing that you care about creating real value for the people in the room is the best way to put you on the right foot,” shares Michael Rosenbaum , CEO of Spacer ,  one of the biggest parking marketplaces in the U.S. 

Like any good sales pitch, you need to show how achievable the results are. At this particular stage, you need to tie in any additional information to show what resources or specific and unique skills are required to make it happen.

Being transparent about what’s required can build trust with potential investors.

How to persuade your audience with your business pitch 

Now that you know the best practice structure of a successful business pitch, take note of the following tips to help make your business pitch more interesting, relatable, and most of all, convince your audience to say “yes”. 

1. Understand what your audience wants from you 

It’s standard advice across all facets of industry to “know your audience”.  

However, if you’d like to become better at your business pitches, go the extra mile by understanding what your audience wants from you. 

There’s a  difference between understanding and knowing  your audience. Instead of just  knowing  where your client comes from, try to  understand  their pain points, goals, and motivation. 

How do you do this? 

Talk to them in advance, read about the things they publish online (tweets, blog posts), and understand what excites them. By doing so, you’ll be able to tailor your business pitch to their needs, wants, and preferences. 

For example, if you’re pitching to potential clients and investors who are eco-conscious at the same time, it makes sense to highlight how your idea can positively impact the environment. 

Stephen Keighery , CEO of Home Buyer Louisiana and Founder of Bald Eagle Investments USA, shares this tip when it comes to customizing your pitch to your audience: 

“Learn ahead and research about the company or the client you’ll be pitching to, just be sure that every information you obtain is for public knowledge. You can also observe their behavior and their words during the transaction; and perhaps while pitching, use the jargon they use to establish connection and a favorable impression to them.”

2. Have your elevator pitch ready 

Imagine this. You just bumped into Mark Cuban of Shark Tank at the airport lounge, and you can’t believe that you’re sitting next to him! He looks at you and asks you about yourself and what you do. 

This is when you need your elevator pitch handy! 

The Asana team recommends the following  elements of a good elevator pitch : 

• Introduction
• Value proposition
• CTA (call to action)

You don’t have to follow the exact formula. You can mix it up based on the situation, your personality, and the audience you’re pitching to. 

It’s also worth noting that you might not immediately notice the benefit of your elevator pitch.  Think of it as an opportunity for you to make a great first impression. 

3. Use visual aids

If you have the chance to present beyond the elevator pitch, you should never pitch with a presentation that’s filled with texts, numbers, or endless rows of data. 

As humans, our  brains are hardwired to love visuals   — from photographs to infographics to icons. 

When pitching an idea, product, or service, get your audience’s attention (and support!) by telling a story visually and adding a bit of creativity to your PowerPoint slides. 

Images trigger empathy  which in turn can make your audience understand your pitch better. 

The more they understand your idea, the greater the likelihood of angel investors, venture capitalists, and potential customers supporting or advocating for you. 

Another added benefit is that  visuals can elicit emotions  and emotions play an important role in decision-making. 

Watch these 10 legendary pitch decks for visual inspiration.

4. Explain your business model clearly

When pitching to investors, imagine them asking, “what’s in it for me?”. 

After learning about how your idea can help solve a problem, they’re interested in how you’re going to advertise to your target market and generate revenue consistently. 

Johannes Larsson , CEO of  Financer.com  explains that being able to articulate their business model was what made them successful in getting business partners on board. 

“We were relatively unknown in the industry, so it took us quite a few tries before we signed our first deal. After that, however, things became much easier — not just because we were building up a name for ourselves but also because we improved our approach. We learned that being able to clearly explain our business model was the key to earning potential partners’ trust. Once we mastered that, we focused on providing proof of fruitful partnerships. It was obvious that this information was what our affiliates cared about, so we made sure to gather evidence of our success and present it in every pitch.”

5. Weave your passion or story with your pitch

Your business pitch doesn’t have to sound like you’re reading it straight from a script that someone else wrote for you. 

When appropriate, add a bit of your personal touch.  In short, humanize your pitch and slide deck. 

It will not only improve your relatability factor but also make you feel less nervous. After all, you’re talking about something that you’re passionate about. 

Take it from Debbie Chew, an SEO Specialist at  Dialpad .

“As part of my hiring process, I had to pitch a marketing campaign idea. I started brainstorming a list of potential ideas and their projected impact to decide which one to go with. While doing this, one idea kept coming back to me, and I realized I was most passionate about pitching a campaign related to video meetings. People now spend so much of their time in video meetings, but how much time? And how can we have better meetings? So I built my pitch around this concept and really enjoyed pitching my idea (which also helped me feel less nervous),” shares Chew.  If you can share a personal story or something you’re passionate about in your pitch — while also tying it back to your audience — they won’t forget it. And yes, I got the job!” 

6. Put the spotlight on benefits

Once you have your audience’s attention, circle back to how your product or service will address customer needs and benefit business partners. 

For  Carsten Schaefer  of  Trust.io , it boils down to being able to share the benefits of your product or service from the get-go. 

“When I first had to get funding for my product, I had to deliver a sales pitch in front of a board of investors. It didn’t succeed, and I learned a lot from it. “Investors want cold, hard facts and the benefits to the end-user. In the end, they want to see if it makes money for them or not. I’m glad I failed because I learned that for an effective sales pitch, you really need to put yourself in the shoes of someone thinking about profit and pure common sense from a business perspective.

7. Highlight why you’re different from the competition

Your business pitch is also an opportunity for you to explain what sets you apart from other businesses or organizations, and essentially explain your unique selling point. What makes your idea different? Why is your business model unique? 

It also helps to address relevant competition head-on in your pitch. For  Brogan Renshaw  of Firewire Digital, this tactic shows clients and investors that you’re an expert on what you are talking about, giving them confidence in your offering.

“I notice that this is a part of my business pitches that completely wins the client over because it answers their questions and concerns on the market position of competitors,” says Renshaw. 

8. Share the story behind your team

Investors and business partners are also curious about the people, employees, as well as the team behind your idea. When creating this presentation slide in your pitch deck, don’t forget to include information highlighting your team and each team member’s relevant skills. 

“Investors want to know whether the founders have worked together before, if your startup’s early hires have complementary skill sets, and whether you’ll be flexible, open-minded, and willing to embrace different perspectives, “  writes  Lauren Landry ,  associate director of marketing and communications for Harvard Business School Online.

9. Have an impressive one-pager

As its name implies, a one-pager is a one-page document outlining your business plan and mission. Think of it as a business brochure . With Piktochart’s online brochure maker , you can easily create one within minutes.

Imagine that an investor or client is too busy to listen to your pitch, you can simply email or hand out your one-pager; your entire business pitch in an easy-to-digest format.  

According to Greg Cullen , Sr. Account Executive at Dialpad, your one-pager should have these three components: 

• What is the business pain?
• How the solution you’re positioning can solve said business pain
• The value of the solution accompanied by the resulting positive impact by moving forward with the platform

“This one-pager condenses everything that is important succinctly into an easy-to-digest easy to digest format for everyone to read – and it ensures that all parties are on the same page. And most importantly, this can be used by the champion you’re working with to sell this internally, whether it’s to the CEO, procurement, etc. The better you make this one-pager, the better the result you’ll have,” recommends Cullen. 

Get funding, win clients, and gain support with Piktochart’s pitch deck creator 

While it may be nerve-wracking, particularly if it’s the first time that you’re creating a business pitch, use the expert tips above as your guideposts for a successful pitch. 

You’ll eventually find your very own unique style and approach to business pitching as you do it more frequently.

If you need help creating any type of business or personal pitch deck, create your pitch deck quickly with Piktochart’s pitch deck creator. The first step is to get your free Piktochart account .

Want additional insight on how to better prepare and deliver a business pitch that you’ll be presenting online? Go to our guide to stress-free, engaging Zoom presentations .

We’re rooting for you and your business!

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9 Things That Take a Pitch From Good to Great

Caroline Cummings

6 min. read

Updated March 18, 2024

I’ve seen hundreds of startups pitch to angel investors and venture capitalists, and most of them—at best— are just okay . There have been plenty of pretty good ones that hit all the key components of a pitch , but only a handful of those took it a step further and were truly great.

When I think about what set those excellent pitches apart from the rest, it turns out that they all shared some of the same qualities. If you employ these nine tips for taking a good pitch and making it great, you’re going to give the kind of pitch that stands out to investors, too.

• 1. Tell a real customer story

When possible, open your pitch by  telling a real customer story that addresses the problem your product or service solves in the marketplace.

Avoid using buzzwords and tech talk when you tell your story. Instead, use real names and real customer challenges. Keep it simple and realistic. In the end, what people will remember after they walk away from you are the stories you tell, so it’s important to have a few compelling customer stories ready to share.

• 2. Pare it down to the essentials

I’ve heard many entrepreneurs deliver their pitch as if they’re auctioning off their grandmother’s antiques. It must be because they think they need to address every aspect of their business plan in one fell swoop, but doing so makes them seem anxious, tense, and nervous.

I always wish they’d relax and realize that when you’re giving a pitch, less is more . Prioritize the most important things you want to share and stick to those pieces—and take a nice big breath before you speak . Believe me, it will help you deliver a more compelling and thoughtful pitch.

• 3. Outline your business model

Your business model tells an investor how your idea will (or does) convert into being economically viable. The best way to show you how to communicate your business model is to show you an example of a good one.

Let’s take ZipCar, for instance; their business model can best be described as:

• A membership-based car sharing company (they brand their members as “zipsters”)
• Reservations are easily and quickly made online
• Customers pay by the hour or by the day
• Serves U.S., U.K., and Canadian markets
• Also targeting college campuses

In just a few short bullets, you can see how they make money and from whom. Your business model should answer the questions: What do you sell? To whom? How much do they pay? And, how do they pay you?

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• 4. Make sure your presentation is crystal clear to anyone and everyone

If you can get someone who doesn’t understand your business model to grasp what you’re communicating, then you’re prepared to give a pretty good pitch. Some of the worst pitches I’ve seen have been filled with acronyms, tech speak, and gobbledygook.

Keep your pitch short, sweet, and to the point. Practice your pitch on someone outside of your company, and ask them to repeat what they think your business model is back to you and ask you questions . I’ve done this many times, and it’s always an eye-opening exercise to hear what people repeat back.

• 5. Talk about yourself

It’s important to know that investors invest in people first, and ideas second. As a matter of fact, I’ve had several investors tell me to keep them posted on my next startup because they’d like to invest in me and my next venture.

So, don’t be afraid to toot the horn on your and your team’s accomplishments —especially if those accomplishments relate to what it takes to start and scale a venture. Tell (and whenever possible, show) the investors why you are the right people to lead this venture.

• 6. Tell us: What have you done lately?

By this I mean that you should share the successes and traction your team has had since the inception of your company. It always surprises me how frequently this is left out of pitches.

Investors want to hear about your first customers, other investments put into the company (including your own sweat equity), key media placement, signed letters of intent (LOI) to purchase/partner, product and customer milestones , key hires, and so on. As the CEO of your own company, you will be expected to be the lead sales person, so show the investors that you know how to sell them on your own company.

• 7. Address competition head-on

First of all, never say “ I don’t have any competition .” This is a rookie mistake, but many entrepreneurs say this.

Everyone has competition, even if it’s indirect competition. Think about when Henry Ford built the Model T. Were there other cars on the market at that time? No, but he had to find a way to steal people away from other modes of transportation (horses, trains, and walking, for example).

One of the best ways to illustrate that you understand your competitive landscape and your differentiators is to present your competition in a matrix format like this one:

• 8. Give the numbers that are behind your numbers

Don’t say you’re going to be a $50 million business in three years, because most investors won’t even believe it —unless you’ve done this before in another company.

What’s more compelling than big talk is to show exactly how you will reach those millions—what information about your company do you have that’s made you forecast those kinds of sales ? Share what your assumptions are about your business model.

For example, here’s an appropriately detailed financial forecast for a SaaS (software as a service) business:

• We leverage the site traffic and customer base of partners A, B, and C
• 100,000 unique visits/month to our network of online sites
• 1,000 new leads captured per month
• 0.22 percent average conversion rate
• 5 percent monthly churn rate
• 16 months is the average lifetime value (LTV) of a customer
• $160 is average revenue per user (ARPU)
• $12.50 is our customer acquisition cost (CAC)

You want to see investors take out their phones and begin calculating numbers. This is a good sign—it means they want to see how you think, and see if it matches a.) what you’ve indicated as your total revenue numbers, and b.) what they know about your industry.

• 9. Show your darn product!

I’ve seen so many pitches where the entrepreneur doesn’t even show their actual product. For some businesses, showing their product is not easy to do, but for most people pitching for funding to investors, it is.

Even if your product is not yet built, show mock-ups. It’s amazing what a visual representation of your product and your business can do for the overall effectiveness of your pitch.

As a next step, I recommend that you read our post that goes through the 11 key slides you’ll need to create for a winning pitch deck and download our free pitch deck presentation template .

An entrepreneur. A disruptor. An advocate. Caroline has been the CEO and co-founder of two tech startups—one failed and one she sold. She is passionate about helping other entrepreneurs realize their full potential and learn how to step outside of their comfort zones to catalyze their growth. Caroline is currently executive director of Oregon RAIN . She provides strategic leadership for the organization’s personnel, development, stakeholder relations, and community partnerships. In her dual role as the venture catalyst manager, Cummings oversees the execution of RAIN’s Rural Venture Catalyst programs. She provides outreach and support to small and rural communities; she coaches and mentors regional entrepreneurs, builds strategic local partnerships, and leads educational workshops.

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How to Deliver the Perfect Business Pitch: 8 Tips Inspired by 'Shark Tank'

Updated: March 17, 2022

Published: June 23, 2016

While it's not necessarily an indicator of future success, it's a critical moment for any business. A great pitch can bring valuable partnerships to the table -- partnerships that come with even more valuable financial incentives.

Business pitches take place in a wide variety of settings, from elevators, to offices, to cocktail parties. Some lucky entrepreneurs get the chance to pitch their businesses on ABC's hit TV series Shark Tank, where promising entrepreneurs pitch to a panel of five "Sharks" -- self-made multimillionaire and billionaire investors who've achieved enormous success in their respective industries.

These entrepreneurs have a short amount of time to tell their stories, sell their products, answer questions, and overall make an impact that they hope will lead to a major money-making opportunity .

There's a lot about delivering great product pitches that we can learn from the show. Read on to learn about tips from successful Shark Tank product pitches.

(Do you have a startup you want to pitch? Enter HubSpot’s pitch-off competition for a chance to pitch your business on-stage at #INBOUND16 in front of thousands of marketing and sales professionals, early-adopters, techies, and our panel of all-star judges. Click here to learn more about how to enter the pitch-off .)

8 Tips From Successful Shark Tank Product Pitches

1) prepare, prepare, prepare..

Selling your idea is as much how well you present it as it is the idea itself. Back in 2012, Shark Tank investor Barbara Corcoran told Business Insider that the best pitch she's every seen on the show was from Sabin Lomac and Jim Teslikis, co-founders of a seafood truck company called Cousins Maine Lobsters .

"I remember thinking to myself, 'My God, these guys are amazing!'" said Corcoran. "They were clear, they were good-looking (you couldn't take your eyes off them), they were high energy, and they answered every question and objection like geniuses. Genuine, rock solid, and perfect answers."

Image Credit: Business Insider

Once she started working with them, Corcoran understood the secret to their polished appearance on the show: preparation. The two co-founders had spent a tremendous amount of time and energy preparing for their appearance on the show. For instance, they watched all four existing seasons of Shark Tank and wrote down every objection any shark had ever asked an entrepreneur. Then, they prepared and practiced their answers and quizzed each other to make sure they had it all down before appearing in front of the Sharks.

"I haven't seen it before, and I haven't seen it since," Corcoran said of their avid preparation.

The Takeaway

Before you make your pitch, you'd better do your homework. Study the bios, social media accounts, and investment backgrounds of every single investor who will be in the room. Make sure you understand what drives each of them so that you can adapt your pitch accordingly. Remember: Your presentation shouldn't be the same if you're pitching to a potential partner versus a potential engineer hire, for instance.

Know the key points of your presentation cold and nail at least the first few minutes of your presentation where it's just you doing the talking. It's harder to straighten out a bad pitch than it is to keep the momentum of a good one going.

As Shark Tank investor Mark Cuban says , "Do the work. Out-work. Out-think. Out-sell your expectations. There are no shortcuts."

2) Practice your pitch in front of real people first.

We're all heard the mantra "practice makes perfect" time and time again, but I want to really hammer home that how well and often you practice your business pitch can make a potentially life-changing impact on you and your business.

Let's take the case of Aaron Krause , the man who created the product Scrub Daddy , a smiley-faced cleaning utensil that received a bid from Shark Tank investor Lori Greiner -- and has been called the most successful product in Shark Tank history.

In addition to having a phenomenal product, Krause's differentiator was practicing his pitch in front of other people before going on the show. According to Krause , he practiced for months in local grocery stores where he was selling his product. In the process, he refined his pitch so well over a period of months that, when he finally appeared on the show, his delivery and demonstration was flawless. Shark Tank investor John Daymond said it was "like watching a live infomercial."

Later, Daymond would say it was his favorite pitch of the first six seasons of the show. Daymond was beat out by Greiner, who invested $200,000 in exchange for 20% equity in Scrub Daddy.

The more familiar and comfortable you are with your pitch, the more effective your presentation will be. Like Cuban said, there are no shortcuts here: You have to practice (a lot ) to reach the level of familiarity and comfort that'll result in a flawless presentation. And that flawless presentation could make you a lot of money.

At the end of every practice pitch, ask yourself what you would change about it. In fact, in certain settings, you might ask the people you pitched to what they would change about it. Use it as a learning exercise by reflecting on what went well and what you can do differently next time.

Pro Tip: Silicon Valley venture capitalist Guy Kawasaki suggests that you throw away your pitch and start with a clean slate every five pitches or so. "Let this 'version 2.0' reflect the gestalt of what you’ve learned instead of being a patchwork quilt," he wrote.

3) Tell a great story, and make an emotional connection.

While some presentations are more formal and have rigid structures, pitches tend to have more flexibility -- and presenting your pitch as a story can be much more compelling than a list of facts.

One of the best showcases of how a compelling story can win over investors (and can even, in some cases, make up for lack of business acumen) comes from Tree T-PEE founder Johnny Georges. That pitch was the most emotional moment ever on the show , said Shark Tank investor Kevin O'Leary . "It actually is the reason the show won an Emmy," he said. Shark Tank had won an Emmy for Outstanding Structured Reality Program in 2014.

Georges' pitch began with the story of how he developed a business from his late father's invention, a device farmers can use to reduce the amount of water wasted by irrigating orange groves.

The investors liked the technology and the patient, but they told Georges they were disappointed by his lack of drive to make these devices more profitable.

Georges' response? He launched into a powerful story of why he believes so strongly in helping his fellow farmers and carrying on his father's legacy. "It was a particularly powerful moment in Shark Tank," said O'Leary, "and no one's going to forget it. Every Shark had a tear in their eye, including me. He is a great soul, that man."

A guest investor on the show that day, Paul DeJoria, ended up investing $150,000 for 20% equity.

This story isn't about how to make up for not being business-savvy. But it is a powerful example of how making an emotional connection with the investors and connecting with them on a human level can make a big difference in the outcome of your pitch.

Remember: People tend to react emotionally first, and then rationalize logically. Research shows that even decisions we believe are logical ones are arguably always based on emotion.

"People cannot run emotion and logic at the same time," wrote Martin Soorjoo , author of Here’s the Pitch: How to Pitch Your Business to Anyone, Get Funded and Win New Clients. "This means that when you construct and deliver your pitch, focus on ensuring you achieve favorable power dynamics and inspire and engage your audience so that you keep them in the emotion zone."

4) Promote yourself as a savvy business person.

The entrepreneurs on Shark Tank who've given the best pitches not only tell a compelling story, but also promote themselves as smart, savvy businesspeople. After all, an investment results in a business partnership -- and investors want to work with smart people who know what they're doing and can make them money.

Brian Lim is one such entrepreneur. In 2015, he pitched his product EmazingLights , which are gloves with LED lights in the fingertips that have become popular at raves and music festivals.

At the same time he pitched his product, he also pitched both the product and his own work ethic and business acumen. He credited the $7 million in annual revenue he'd earned through EmazingLights to his focus, passion, and long-term vision to beat out his competitors in the emerging rave apparel space.

ABC's Shark Tank - Season 6 Episode 22 - Emazing Lights from EmazingLights on Vimeo .

"We own 80% of the global gloving market," said Lim in his pitch. "The rest of the market is made up of four or five of our competitors, and I guarantee they do not operate at the same level."

He used data to back up strong statements like these. For example, he started the company with $100 and has grossed over $13 million in four years while starting another supporting company for the rave community called iHeartRaves .

"In my view, the transient nature of it has me a little nervous, but I can see someone here who's working his tail off, which is interesting," said O'Leary before making the first offer.

The biggest compliment Lim received came from Shark Tank investor Robert Herjavec during negotiations on the episode: "You're the real deal, man," he said. "You are probably one of the, if not the best entrepreneur we've had here."

Lim would end up making a deal with Cuban and Daymond, with Cuban giving $650,000 for 5% and John taking licensing rights and a 20% commission.

Lim had a great business plan and the numbers and sales history to back it up -- but where he really stood out was in selling himself as a phenomenal entrepreneur and potential business partner.

Investors know that the better their business partners, the less work they'll ultimately have to do. Use stories about your work ethic and dedication to convince investors that you have what it takes to come up with new ideas and take on business initiatives intelligently, all by yourself.

(If you want to develop your own entrepreneurial skills, here's a list of resources that'll help you become more business-savvy .)

5) Make your presentation visual and interactive.

If giving a business pitch makes you think of PowerPoint slides and bullet points, then you're doing it wrong. On Shark Tank, a common thread for successful business pitches are that these entrepreneurs make their presentations heavily visual and even interactive. In many cases, they bring products or parts of the product that the Sharks can actually touch, hold in their hands, and experience for themselves.

For example, Lani Lazarri, who was 18 years old at the time, gave a thorough demonstration of her line of skincare products called Simple Sugars . Early on in the presentation, she asks one of the investors Laurie Geiner to come up to her table and try the product for herself.

Lani gave Laurie a choice of which flavor to try, and instructed her to add a little bit of water and scrub until she felt the sugars start to melt. She asked Laurie how it felt, to which Laurie responded, "It feels very, very soft."

"That's the oils in it," Lani responded. "The sugar removes the barrier of dead skin cells that naturally sits on top of your skills, which allows the oils to penetrate your skin and provide that moisture." The visual language helped the other investors in the room feel what was happening without actually trying it for themselves.

In general, you'll notice that the vast majority (if not all) of Shark Tank 's best pitches are highly visual and involve interactive elements like Lani's. The only time you'll see entrepreneurs use a slide deck is to present the name of the product, and sometimes to show different elements of it that can't be seen in person.

Visual presentations and physical interaction have positive psychological impacts on an audience. Research shows the longer we touch or hold something, the more we feel ownership over it --- and the more we want it. And the more we feel we already own something, the higher value we place on it.

You can still use PowerPoint slides, but if you do, be sure to offer interesting visual and dramatic slide presentations. (And read this blog post for 14 PowerPoint presentation tips to make your designs more effective, along with free templates.)

Pro tip: Prepare a second version of your slide deck to send out later as a leave-behind that you can include in your follow-up to investors. Your two presentations should match in general flow and content, but the one shown in your live presentation should be highly visual, and the one to send later should have more words and explanations so it can act as a standalone presentation.

6) Highlight product validation by talking about early sales.

Some of the most common questions Sharks ask of entrepreneurs on the show are about sales:

• What are your sales year-to-date?
• What do you think you'll do this calendar year?
• What do you think you'll make on it?

For investors, early sales success is one of the most promising signs of the product's validation. It shows that consumers are already valuing the product and are willing to spend money on it.

One entrepreneur named Max Gunawan pitched his foldable lamp company, Lumio , to the investors on Shark Tank in 2015. In his pitch, he clearly illustrated how an investor could make money off his quickly growing company by explaining that he grew the business to $1 million in annual sales within two years.

All five Shark Tank investors offered him deals, and he ended up partnering with Herjavec for $350,000 in exchange for 10% equity.

Rebecca Rescate, who founded a toilet training kit for cats called CitiKitty , also used her sales numbers and projections to prove the value of her concept.

After fielding some jokes from the investors initially, she pushed through to explain how she'd made $225,000 in sales the previous year all by herself -- and earned coverage in major media outlets like The Wall Street Journal to help create a demand. She ended up making a deal with Kevin Harrington for $100,000 for 20% equity.

Along with a compelling story and presentation, talking comfortably about your sales numbers and projections is a very important part of your pitch. Without numbers to back them up, whether a person likes a product concept or not is fairly anecdotal. Investors like to see ideas that are backed by real dollar figures.

If you haven't put your product on the market yet, you can get an idea of demand and promises to buy from your Kickstarter marketing. If nothing else, Angel Investor Tim Berry suggests bringing signed letters from future customers or from sales channels. "Distributors or retail chains are very helpful," he wrote in an article for Entrepreneur . "And when possible, don’t just talk about documents. Take a picture and post it on a slide in the deck."

Remember to be realistic with your sales predictions. If they're not believable, then you won't be, either. ( Read this blog post to learn more about how to accurately predict your future sales.)

7) Come in with a negotiation strategy.

The negotiation is arguably the hardest -- not to mention the scariest -- part of a business pitch. One of the most common reasons why entrepreneurs fail to land a deal on Shark Tank is because they don't negotiate well. Either they haven't done their homework on the numbers, or they become indecisive or anxious, or both.

Brad Schultz, Aimy Steadman, and Justin Fenchel made up the three-person team behind boxed wine cocktail company Beatbox Beverages .

Image Credit: Heavy

Let me outline how the negotiation went for you ...

When the BeatBox team first entered the meeting room, they asked for $250,000 for 10% equity. During their pitch, they talked about how they initially invested $55,000 in the company themselves, along with an additional $100,000 borrowed from friends and family -- which resulted in $235,000 in sales in their first 14 months.

"Tell me how you're going to take it from $235,000 to $5 million," Herjavec responded . Fenchel said that the money would be used mostly to hire brand ambassadors to set up tastings at liquor stores.

Another investor at the table, Mark Cuban, didn't like it. "Your leverage points for any one store aren't great," he came back. What Cuban meant here was that getting products in even the largest private store doesn't offer potential for massive growth, according to Business Insider 's coverage of the episode . A better strategy, Cuban said, would be to bring their products to big events with thousands of people.

After some back-and-forth about promotion and distribution strategies, Fenchel and his team received a number of different deals from the investors that they'd need to consider against their initial request for $250,000 for 10% equity ($2.5 million valuation):

• $400,000 for 20% equity from Barbara Corcoran ($2 million valuation)
• $200,000 for 20% from Kevin O'Leary ($1 million valuation)
• $600,000 for 33.3% equity from Mark Cuban ($1.8 million valuation)

Along with the offer, Cuban argued that the entrepreneurs should pick him because he thinks BeatBox has a shot at going viral in the same way that Skinnygirl did. He pressured Fenchel and his team to make a decision -- and they were quick to respond. This is even more impressive since they were a team of three, but ultimately, they'd agreed to give Fenchel the final say without objecting.

Fenchel was immediately prepared with a counter-offer. "Would you do $1 million for a third?" he asked. Cuban said yes.

That was a successful negotiation. Here's what a failed negotiation looks like on Shark Tank, where even promising entrepreneurs have missed out on deals because they were indecisive.

In this case, Lei Yu and Tyler Freeman, the co-founders of the wearable technology company DrumPants, are a prime example of this. They walked onto the show asking for $150,000 in exchange for 5% equity. From there, they received two offers: $150,000 for 20% equity from Herjavec, and $250,000 for 20% from Daymond. Yu and Freeman then ask if they can step into the hallway to discuss.

Back in the tank, O'Leary says, "You know what happens in Shark Tank when you leave the tank? Nasty, nasty things. What is wrong? You've got two offers. You've got to make a decision."

When they came back in, Freeman asked Herjavec if he'd drop his stake from 20% to 15% for the same $150,000, to which Herjavec doesn't respond. Finally, Herjavec -- and eventually Daymond -- withdraw their offers because the two co-founders were so indecisive.

"I think what your challenge is, and you've probably been hearing it your entire lives, is that you're both very deliberate," Cuban tells them before they leave the stage. "But that's part of the problem, right? Sometimes the perfect is the enemy of the good. Right? Paralysis via analysis."

Before you confront your investors, you need to come up with a plan for negotiating. This is the part of your pitch where the stakes are very, very high. You'll need to do a lot of preparation ahead of time. Make sure you're totally familiar with your product or service, the industry, and the competition -- including details like numbers.

You'll also want to research how each of the investors you're meeting with have negotiated in the past. If you know anyone who's dealt with them before personally, get in touch with them. "Many negotiators develop patterns and certain styles that you may be able to use to your advantage," writes Michael Sanibel for Entrepreneur.

Sanibel also recommends having the endgame in mind as you come up with your negotiation strategy. And during the negotiation, you'll need to be prepared to go after a win-win situation, which could mean splitting the difference between your ask and an investor's offer.

8) Keep your cool.

Giving any sort of presentation is nerve-wracking enough. But when you're pitching your passion to people who are primed to be both skeptical and critical, it can really feel like you're stepping into the hot seat and putting yourself out there. And when the questions start pouring it, it can sometimes feel like you're getting "attacked."

But keeping your cool can pay off big time. One of the biggest Shark Tank deals in the history of the show was won because the person pitching kept a cool head during a barrage of questions and expressions of doubt.

The deal was won by Andrew McMurray, the chief consultant of single-serving wine company Zipz Wine , who negotiated a whopping $2.5 million investment in exchange for 10% equity from Kevin O'Leary in 2014.

The Shark Tank investors had a lot of questions and concerns about McMurray's business. Most notably, O'Leary argued that the founder of a very similar-looking company called Copa Di Vino had come onto the show twice and left with nothing. The investors berated McMurray with questions about his licensing deal, his branding, his pricing, and more.

Many people would have broken down under the pressure, but check out how calmly McMurray handled the negotiation.

When it came time to make a decision, McMurray made a quick phone call to check with his partners, but ultimately took the deal. He wouldn't have been able to do it without his ability to keep cool and stay reasonable throughout the negotiation.

While you may feel nervous, it's important to keep a cool head during your pitch. If you're visibly uncomfortable, you're only going to make the investors uncomfortable -- and they might see that as a lack of confidence.

The more you know your product and the industry, and the more prepared you were for the Q&A, the more likely you'll be able to draw on what you know to offer answers to questions you expected and those you didn't expect.

"Staying positive and not getting on the defensively will always lead to a more natural and approachable cadence to your pitch," writes Ben Schippers for TechCrunch . If you get a question you aren't comfortable answering or don't know how to answer, don't make something up or skirt around the issue. Schippers suggests responses like these:

• "That’s a great question, give me a day or so to do some research and I’ll report back."
• "I haven’t approached my research from that perspective, I’ll be sure to it -- great suggestion."

If an investor points out a deficiency in your business plan, you might talk about how the investor's guidance and capital can help turn those weaknesses around.

And hey, if things go poorly, don't dwell on it. Learn from the experience, make identifying what you'll do differently next time into an exercise, and then cut yourself some slack and move on.

What other tips for delivering the perfect pitch can you add to this list? Share with us in the comments.

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How to Give a Great Elevator Pitch (With Examples)

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How to Give a Great Elevator Pitch (With Examples) was originally published on Forage .

Though people are complex and so much more than just their jobs, in a new social situation you’re often asked, “So, what do you do?” or “What are you majoring in?” While you probably have a stock answer ready to go (I’m in sales; I’m majoring in English), the person asking may be able to help you achieve your career goals — but they won’t know unless you’ve got an elevator pitch ready to go.

An elevator pitch is an enticing and interesting three or four-sentence summary of you. But you do more than talk about yourself. Your elevator pitch gets the listener interested in what you’re capable of.

In this guide, you’ll learn:

What Is an Elevator Pitch?

How to write an elevator pitch, elevator pitch examples, elevator pitch bonus tips.

Mike Gardon of CareerCloud sums up elevator pitches like this: “When meeting someone for the first time, we all get asked what we do, right? Well, an elevator pitch is how you answer that question.”

At its core, an elevator pitch is a brief synopsis of who you are and what you do (or are trying to do). It’s named so because of the idea that you’re in an elevator with the one person who can make your career dreams come true. You’ve got the length of that elevator ride (approximately 30 seconds) to convince that person to keep listening to you.

Why You Need an Elevator Pitch (and When You’ll Use It)

In many respects, an elevator pitch is all about you. And though it may seem strange — uncomfortable even — to talk about yourself, a well-designed elevator pitch starts with you and ends with the listener.

Gardon explains, “The elevator pitch is designed to engage the person with whom you are communicating, and get them to take some next action. Think about it like this: if you were writing an email, the elevator pitch would be the subject line plus the next couple of lines that are shown in an inbox. The purpose is to get the recipient to open the email.”

In the case of your elevator pitch, you’re attempting to spark a longer conversation (or later meeting) with someone who could potentially help you professionally.

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Your elevator pitch comes in handy when you’re looking for a job. But you’ll also use various versions of your elevator pitch in situations like:

• Networking events
• Prospecting for new sales and clients
• When you’re interviewing and asked, “Tell me about yourself.”
• As the “about me” on LinkedIn, Twitter, or other social media page
• In the summary of qualifications on your resume

How Long Should an Elevator Pitch Be?

While elevator ride times vary, the general rule of thumb is that an elevator pitch is no longer than 30 seconds, which means your pitch needs to be concise.

So, you can’t include every accomplishment from your last three jobs, just the top most recent ones. As you’re honing your pitch, write it down and limit yourself to four sentences. This will help you focus on your top highlights.

In general, an elevator pitch includes four essential elements: who you are, what you do, what’s unique about you, and what your “ask” is. Though the “meat” of your pitch likely doesn’t change often, you should prepare multiple elevator pitches that you can tailor to your situation.

For example, if you’re a student, the pitch you use at a career fair may not be the same one you use at a networking event. Likewise, if you’re changing careers, you may need to switch up what your “ask” is depending on who you talk to.

Gardon offers an example. “I wear so many different hats and am involved in different businesses. So, if I want someone to be a guest on my podcast, I might tell them how we’ve done over 400 episodes, instead of telling them that I’m a former derivatives trader.”

Also, while the below elements are crucial, they can go in almost any order. While a good elevator pitch usually begins with your name, you may find that listing your skills before your accomplishments is better for your pitch.

Part 1: Who Are You?

Your elevator pitch starts with your name, of course, but also consider throwing in a “hook” that gives the person you’re speaking with an opening to ask you questions. Here are some examples:

“I’m [your name], a recent graduate of [university] with a degree in [your degree].”

“My name is [your name] and I’m a junior at [university] majoring in [your major].”

“I’m [your name] and while I’m currently in product development, I’ve decided I want to change gears and go into graphic design.”

Part 2: What Do You Do?

The second part of your elevator pitch explains what you do. However, you shouldn’t limit yourself to a job title. This is the place to mention one outstanding accomplishment from your job, internship, or even a class that will wow your listener.

Like all parts of your elevator speech, this needs to be brief, but it should also be detailed and help the listener get an idea of what you’re capable of:

“During my marketing internship at [name of company], I grew social media engagement by 43%, which resulted in an uptick in newsletter sign-ups year over year.”

“Our business is small, but that lets us have more personal interaction, which has helped us keep a small but loyal and profitable client base for 15 years.”

“After learning about the stock market, I wanted to test what I learned as well as my skills, so I created a mock portfolio that’s realized a 24% gain over the last year.”

Part 3: What’s Unique About You?

The next section of your elevator pitch includes something unique about you. While this can include specific skills, you can also trace your career path or accomplishments to illustrate how you use your skills.

Because you only have 30 seconds, you might be tempted to list your skills or accomplishments like a grocery list. But try to link them to an outcome or something you can do.

“I enjoy analyzing data and using the results to plan my content calendar, including social media posts.”

“I worked on my college newspaper, starting on the sports beat, eventually moving my way up to chief editor.”

The first example mentions one skill (data analysis ) and two outcomes (planning the content calendar and social media posts). The second example doesn’t mention any skills but illustrates the speaker’s career path (sports beat to chief editor), demonstrating an increase in skills and responsibilities.

>>>>>> Ready to level-up your data analysis skills? Try the Data & Analytics Virtual Work Experience

Part 4: Call to Action (or What’s Your Ask?)

The final part of your elevator pitch includes a call to action. Or, more specifically, what are you asking for?

Much like networking, you may not want to blurt out “a job!” even if that’s your desired outcome. This section is what you hope will happen, which could be a job, internship, or just a new networking connection.

“I would love to speak to you about being a potential mentor, if you have time.”

“I’d like to follow up with you about how I can get involved in and conduct summer research.”

“Can you tell me how you decided on [this] career?”

Each of these invites the listener to continue engaging with you either right now or in the future. 

Optional Part 5: Something Memorable

Finally, depending on the situation, you might want to include something memorable in your pitch. This is situation-dependent and only something you should do if you’re comfortable.

For example, the pitch on Gardon’s LinkedIn profile says, “Earned the Title ‘World Champion Funniest Person In The World (to my kids)’ 10 years running.”

Of course, not everyone can be the “Funniest Person in the World,” but your memorable moment could be your love of science fiction, who your favorite author is, or the fact that you just adopted a cat.

Here’s what all the elements look like when you put them together:

“I’m David, a rising senior at XYZ University and an education major. I spent last year student teaching at my old high school, and it was quite the experience being on the other side. I’m graduating in the spring and am looking to teach high school biology.”

“I’m Ella, and I’m currently an individual contributor at XYZ company running the social media accounts. I use Google Analytics to analyze and improve content performance, and my personal TikTok has XXX followers. I’m looking to move to a leadership role at a mid to large-size company where I can mentor others.”

“I’m Mike and I’m a sophomore at XYZ university. When I was a kid, I really wanted to communicate with animals, which is partly why I’m majoring in zoology. I’m not sure what career is best suited for me. Can you tell me how you ended up in yours?”

Once you’ve written (and rewritten) your elevator pitch, you’re almost ready to try it out. Before you do, though, ensure your delivery is memorable — for the right reasons!

• Practice. Practice makes perfect, of course. And while you don’t want to sound too rehearsed, you also don’t want to trip over your pitch or start rambling. Practice in front of a mirror, with friends or family, or record yourself to make sure you’re getting it right.
• Time yourself. Thirty seconds can feel like forever or fly right by. Time yourself to make sure your pitch isn’t too long or too short, and adjust as necessary.
• Use your “excited” voice. While you’ll want to use your “inside voice,” vary your tone. When you give a rehearsed speech, it should be polished but not robotic. Try to bring some excitement to your voice as you speak.
• Speak slowly. You may want to cram as much as possible into your 30 seconds, but that could result in you speaking too quickly to try to get it all in, making it tough for the listener to understand you. As hard as it might be, stick to one or two main points.
• Maintain eye contact. While you don’t want to stare at the listener the whole time, you don’t want to stare at the floor either. Maintain the level of eye contact that feels normal and natural to you, and break eye contact when appropriate.

Make Your Pitch

An elevator pitch is useful in all sorts of professional (and even personal!) situations. By taking stock of what you do and what you want to do, you’ll find the perfect elements to include in yours and impress the next person you pitch it to.

Want more insights into creating the perfect pitch? Check out Ashurst’s Building Your Personal Brand Virtual Experience Program .

Image credit: Canva

The post How to Give a Great Elevator Pitch (With Examples) appeared first on Forage .

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9 tips for making a great pitch

From presentation to Q&A, get ready to pitch to a client with confidence using our 9 handy tips.

• May 17, 2021
• Business Tips
• Next Article

Even if you’re not a born salesperson, you can promote your ideas effectively with a well-planned pitch. Take a look at these easy-to-follow pitch tips to make an impression.

1. Prepare with care

Making a pitch is all about preparation. List the ingredients of your pitch to make sure it’s foolproof. What goes into all great pitches ? Well, there’s the elevator pitch – more on that in a moment – which is a great starting point. It gives your audience the kernel of your idea and leaves them eager to find out more.

Mention your market research – show that there is an audience for your project or product, and back up your findings with hard data or consumer testimonials if possible. You’ll also need to summarize your business plan. A good pitch covers all the key points of your plan. Get into the practicalities of how you will execute your big idea, including things like supply chain, logistics and product manufacture. Make sure the audience knows you’re about details as well as big ideas.

Touch on your customer lifecycle and how you’ll market, promote and build loyalty around your product or service. If you have ideas about loyalty schemes, offers and promotions or the kind of marketing channels and strategies you’ll use, mention these too.

You’ll find lots more helpful tips in our article on how to prepare for your presentation .

2. Have an elevator pitch

The elevator pitch is a one-sentence summary of your proposition – the thing you want people to remember after they leave the room. It needs to explain what your idea does, who it’s for, and why it’s great. To give an example, here’s an (imaginary) elevator pitch for the Rubik’s Cube:

“A colorful pocket-size puzzle box for all ages that can be twisted in every direction.”

A really effective elevator pitch should be just detailed enough to intrigue the audience and leave them wanting more, while staying as succinct as possible. To really boil your idea down to its bare bones might take a little bit of head-scratching, but luckily you have plenty of time to finesse it before the big day .

3. Practice your pitch

Your pitch isn’t a performance, exactly – you don’t need to learn a speech off by heart or choreograph exactly where you’re going to stand. In fact, if your sales pitch is too polished it can start to feel artificial. But with a bit of rehearsal, you can make your delivery more confident and be ready to answer questions when the big day comes.

Ask a friend, colleague or family member to act as your dummy audience and run through your pitch in front of them, complete with slides. Have them time your pitch, so you’re aware of how long each part takes and make sure you stay within your target timeframe. Encourage your “practice audience” to ask questions too – they’ll probably come up with some angles you haven’t considered yet, and help you understand how to pitch better.

4. Don’t skimp on basic explanations

When you live and breathe an idea, it’s easy to overestimate how easy it is for others to understand. Even if it feels like you’re spelling out the obvious, make sure you include the basic details of your proposal, including the background to how you came up with it, and any specialized knowledge you gained on the way to developing it.

Again, practicing your pitch on a friend or family member who hasn’t been involved in your work can be really helpful here. They can help you gauge whether you’re pitching at a level that’s too high, too low or just right for your target audience. A good pitch has to be accessible to anyone!

5. Know what makes a presentation boring

It’s a fact of life – some presentations have your attention from the start, while others leave you watching the clock after a few minutes. How do you make a pitch one of the good ones? Here are some pointers for how to make a presentation engaging and improve your pitching skills.

Make eye contact

This is one of the most important pitch tips to connect with your audience. However intimidating that sea of faces might be, remember they’re all just people. You can use eye contact strategically to develop a sense of connection with the audience as a whole. Choose a few areas in the audience and make brief eye contact during your presentation. Just a glance now and then will show that you’re talking to them, not at them.

Tell your story

Narrative structures have an almost-magical way of holding people’s attention. What’s the story of how you developed your idea? Who are the characters? What obstacles did you face, and what did you learn along the way? Use these kinds of stories to bring life and color to your pitch and make the audience feel really connected to the action.

Use interactive techniques

How do you make a pitch that holds people’s attention? Get your audience thinking and responding during your pitch, and you’re more likely to hold their attention. Try asking them to guess a figure or a result that you’ll go on to display on the next slide. Or get them to vote on some different options for brand colors or logos . This will make them feel more invested in what you’re saying, and get them into the mindset of making business decisions with you.

Remember to pause

Many people make the mistake of talking at the speed of thought when presenting. Using a pause in between your sentences allows your audience time to take in and process what you’re saying. It might not feel natural at first, but when you get used to it, it gives you some valuable extra breathing-space as well.

Don’t read from your slides

If you’re presenting with slides, be clear about their role in your pitch: they’re there to illustrate your words, not act as a cue card. If you’re feeling nervous or lost for words, it’s easy to use the phrases on a slide to keep your flow going. But the experience for the listener isn’t comfortable if they’re reading the same thing as they’re hearing.

Instead, try using simple, pared-down slides that are image-based with no more than a few short bullet points. You can use them as a cue to remind you of your point, rather than a script to read from.

6. Give buzzwords a swerve

It’s so tempting to use business jargon or fall back on board-room style turns of phrase, especially when you’re nervous. But you’ll make much more of an impact on your prospective customer if you can use plain, direct language to make your case. Most seasoned investors and decision-makers know that business jargon can hide a multitude of sins, and they’re unlikely to be impressed or convinced when they hear it.

Instead, be a breath of fresh air by speaking clearly and definitely about your plans, goals and the journey you’ve been on with your project. Focus on making an effective sales pitch that answers questions and promotes confidence, not confusion.

7. Use your enthusiasm

Your idea is great, right? So don’t be afraid to shout it from the rooftops. You’re not going to seem arrogant, boastful or abrasive if you sing your own praises in a pitch – the customer wants to know what you have to offer and how it could benefit them.

If you genuinely believe in what you’re pitching, let your own enthusiasm for your idea shine through and don’t hold back on explaining why it’s got you so excited.

8. Build in question and answer periods

A good pitch should prompt some questions from your audience. Make sure you add some leeway for ad hoc queries when planning the timing of your pitch, and be ready to address them openly and honestly when they pop up.

If you’d prefer to avoid too many interruptions, let the audience know up front that you’ll have time for questions at the end of the pitch. A question and answer period helps you keep the main body of your pitch well-structured, and gives the audience a chance to have their say. Knowing that a Q&A is coming up can help them set their questions to one side and focus on what you’re saying.

How much time should you leave for question and answer periods? That depends on how long you have for the pitch as a whole, but as a general rule, try to leave 5 to 10 minutes. If someone in your audience wants more time to go into depth on a question – great. That’s your cue to set up a second meeting, which can only be a good thing.

9. Listen and respond

A business pitch is like a conversation – a rather lopsided one where you do most of the talking. Despite your careful planning, your audience members might bring up ideas, questions and perspectives that you might not be ready for, and that’s totally OK.

If you don’t have an answer, it’s better not to make up something on the spot. It’s much more authentic – and less risky – to say something like “great question! I don’t have the answer right now, so let me email you to follow up when I’ve looked into it.”

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10 Tips for a Persuasive Presentation

Powerful presentation is persuasion. here's how to elevate your impact..

Posted May 11, 2024 | Reviewed by Ray Parker

• Presentations aim to effect change. It's essential to be clear about what change you want to see.
• Powerful presenters embrace and extend empathy to seek first to understand their audience.
• Substance and style both matter to create an audience-informed communication experience.
• Persuasive presentations are relevant, reasoned, real, and resonant.

How many of us realize that giving a presentation or making a speech is all about persuasion , influence, and emotional intelligence ? Impactful presenters understand the power of empathy to understand and engage their audience, the efficiency and kindness of having a clear objective and message, and the importance of substance and style—all as a way to connect in a way that engages and inspires.

Much has been written on the power and behavioral science of persuasion, not least by expert Robert Cialdini. His bestselling book Influence: The Psychology of Persuasion explains seven research-based universal principles of influence .

From my experience as a leadership coach working with thousands of people worldwide, I have compiled a list of ten essentials to elevate our presentation.

1. Maintain an "other" focus. What do you know about your audience and how can you find out more? Ask yourself what kind of a speaker will appeal to your audience, what arguments are likely to resonate with them, and what feelings you want to inspire so the audience will positively respond to your ask.

If your audience is predominantly data-driven, you may want to use more evidence-based arguments. If the audience is mixed, a combination of data, authority, and storytelling may be more appropriate. Extend Daniel Goleman’s three types of empathy to gather intelligence , understand your audience, and tailor your intervention to connect more profoundly.

2. Determine a specific objective. Presentations aim to effect change in some way. What change do you want to see in your audience?

For instance, gaining their approval for a certain investment, soliciting their buy-in for a change, or creating a sense of enthusiasm for an idea or initiative. The purpose of a presentation is to bring about change so make sure you are clear on what kind of change you want to bring about.

3. Design a grabber. Our attention spans have shrunk as we have more and more competing demands on our attention . If you want to get someone’s attention, you need to grab it at the outset and try and hold on.

You can do this in several different ways. Throw out a question that demands a response from the audience. Give a surprising fact or statistic, or quote from a well-known figure. Tell a story or an anecdote. A good grabber captures the attention of everyone there and makes them focus on what you have to say.

4. Crystalize your message and construct your arguments. Your message is the heart of your speech. Craft a brief phrase that clearly defines your proposal in 10-12 words—for example, “This post is about crafting presentations that inspire and engage others to elevate their presentations.”

Make it memorable by choosing inspiring words, symbols, catchy expressions, something that will remain in the audience's mind. As Brené Brown says: “Clear is kind,” and a clear message provides a path to develop your ideas.

When you have a clear and concise message, it helps you formulate your arguments. Think of developing your arguments using the rule of three —three compelling arguments to convince but not overwhelm your audience.

5. Prepare a call to action. Remember, we want to change our audience in some way, so we need to make our ask clearly and concretely. Consider your call to action in terms of what you want your audience to think/feel/do:

• Think: “I want you to think about how you can improve your presentations.”
• Feel: “I want you to feel enthusiastic and motivated so that you can elevate your power to persuade.”
• Do: “I want you to try out some of these tips and tools for yourself.”

6. Craft a memorable closing. Close the speech in an elegant and memorable way. We need people to remember what we've told them, so prepare it well.

This is not the time to improvise. Try to connect your closing to your opening grabber, which makes the presentation more memorable. Good preparation means preparing everything to the very end—finish well.

7. Plan your delivery. A dynamic speaker draws listeners in by using vocal variety (tone, intonation, speed, volume, pace, pauses, silence) and body language (posture, gestures, expression, and movement) to highlight important points and hold the audience’s attention. Be intentional: How will you use your voice and your body to emphasize a thought or idea? Think about it: If you increased the time you spent on style or delivery by 20 percent, what would it mean for the impact you make?

8. Think about how you will engage your audience. You want the audience to feel considered throughout. Include pauses so they can process what’s being said; connect with individuals throughout the room and make deliberate eye contact while speaking, especially when delivering key points. Read and respond to the audience by changing how you deliver as you go based on the audience’s nonverbal communication .

9. Rehearse and practice. Practice is one of the most crucial elements of presenting—and probably the most neglected one. If this is new to you, start by reading your presentation in front of a mirror to get comfortable speaking your presentation.

Next, video yourself and watch out for nervous or distracting habits to eliminate them and identify any areas where you can improve your delivery. If you are feeling brave, practice in front of an audience and ask for feedback.

10. Prepare your success rituals and mantra. Public speaking and/or stage fright can feel debilitating for some. Have your calm-down ritual prepared and ready to go before you start your presentation. This might be a certain gesture, a power pose, breathwork, or a mantra.

Try this tip: Identify three adjectives to describe how you would like to show up during this presentation. This sets an intention and helps focus our cognitive and emotional resources on success.

Powerful presenters embrace and extend empathy to seek first to understand their audience. They use this intelligence to carefully make choices about substance and style to create an audience-informed communication experience that feels relevant, reasoned, real, and resonant and creates a pathway for change.

Palena Neale, Ph.D. , is a women’s leadership coach, lecturer, and founder of unabridged, a boutique leadership development practice.

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