An Emotional Pitch Sounds Logical.

  According to The Harvard Business Review when it comes to people and retention, emotion trumps logic, always has, always will. Human beings are emotional creatures. People will rely on feelings for their most memorable experiences. That is why I am amazed to hear many business introductions so uninspired. Their elevator speech comes off like I have just been cornered by Joe Friday “Just the facts sir”. No emotion, no excitement, verbatim job description  and an overly rehearsed something, something. See, I forgot what it was already.

  Here are some simple ways to get attention. Personalize the message. Evoke an emotional response from your pitch. Convey that the message comes from a trustworthy sender. How do you become a trustworthy figure in the eyes of a stranger? Persuade them, entertain them and give your audience a sense of fascination. They will listen and remember you.

   Take what is the strongest, impressive and most intriguing, and lead with that. Think of your pitch as a movie trailer. Have a sensational    headline. “I save lives” (medical field), “I talk to the world” (telecommunications), “I see dead people” (undertaker). What ever it is you do, put it on a grand scale right at the beginning. Follow that with awards you have won. Mention a well known person that recommends you. Do you have big named clients? Throw ‘em in there. Save the minute details for the interview                                         

  Anticipate that what may be obvious to you maybe invisible to them. Do your best to know your audience. Very rarely are you pitching to a hiring manager. Use your pitch as an invite to questions. Not everything you know can be said in 30 seconds. Metaphors and slogans are great for communicating your pitch. Get creative!! Have pen and paper ready and don’t be afraid to draw a picture. You don’t even have to be Claude Monet. Having someone lean over your shoulder while you’re drawing a camera as they guess that you’re a photographer will get you remembered. Try starting your 30 second pitch with a question. This will invoke extra thought on your audience. Extra thought equals memorable. Someone asks “what do you do?” set the tone by asking your question “what would have to happen for your most agonizing business problem to be solved today?” when they answer, modify your pitch to solve that problem. You can’t control thought, but you can influence people to think in new directions. Questions remove them of their current situation.  

  Above everything else, have fun with it. Entertain yourself, it will convey.  Try to be funny. Funny will find a place in their mind even where  rational statements bounce off. You have 30 seconds to wow your listener. Use emotion, it beats logic every time.

What is your 30 second pitch? Was it memorable?  How has your pitch helped you? Please comment I would love to know.