Little has changed since our last blog. Tony Robbins is still right: you can either make progress or make excuses.

Here are some more classics to avoid and some tips to keep you moving forward.

1. “I don’t know where to start.”

That’s a problem, not an excuse. And it’s an easy one to overcome.

It’s counter-intuitive, but the best place to start any pitch is at the end. Before anything else, consider the one thing you want people thinking as they leave your pitch. From there, build your case. 

And don’t confuse where to start with where to open. 

Your opening is about your delivery: it’s the hook that creatively engages your audience, and it’s the last thing you prepare. You need to do the meaty “thinking” before the fancy “showing”, especially if timing is tight. Using the right process will help.

2. “I don’t know enough about my topic.” 

As Donald Rumsfeld famously said: there are known knowns, known unknowns and unknown unknowns. That’s not something you want to contemplate while hungover, but with a clear head you should know that if you have been asked to speak, it is your “known knowns” people want to hear.

If you still have doubts, ask the person who invited you to speak why they asked you. Their why will show where you can add value and the perspective they want you to bring.

Asking this question is always a great strategy. It brings clarity and can help you build some much-needed confidence. Often people in authority have higher opinions of your capacity to contribute than you do.

3. “I’m new to all this. I’ve never done it before.”

See this for the opportunity it is. And commit to keeping it simple. Walk, before you try to run.

First, clearly understand why you are being asked to pitch and what perspective you are meant to bring. Ask the questions you need for clarity. This maturity will impress your client and will help you build rapport well before the meeting has begun.

Then work through the steps in our Pitch Camp Rookies Checklist.

Alternatively, speak to someone whose pitch style you admire and ask them what structure they use and what tips they can give you.

If you came to me, I would say:

Stick to what you know, as that will keep you confident.

Establish the key take-out you want your audience to leave with, as that will show you’re competent.

Support this with evidence that proves your point, showing you’re considered.

Confident, competent, and considered: that’s a persuasive first outing!

Then rehearse what you are going to say. Anticipate questions and prepare answers for them just in case. And then rehearse those, too.

Leave the fancy creative openings, bells and whistles for another time. Your first outing is about substance, not sizzle.

Do this and you will be ready to put the authentic you out there for people to see. Your mature, organised thinking and composure will make your first pitch compelling for your audience and enjoyable for you.

No doubt there are many other excuses out there: think of all the times your “WIFI wasn’t working”. But if you want this year to take you where you haven’t previously been, lose your excuses and trust in Tony Robbins. 

If you have some great excuses you would like to share, or any questions about how to deal with some specific to your world, please email me. I’d love to hear from you.

Thanks for reading, and happy pitching.