On stage, I shook so badly that my right leg fluttered like a hummingbird’s wings. I was stuck. Where? I was stuck in “How am I doing?! How am I doing?!”
When I coach a client to give a great pitch to gain funding, I help the person shift out of such a dis-empowered state. I’ve been a professional speaker over 16 years, and I know what it takes to shift to the power to perform well.
“We’ll have you shift out of ‘how am I doing?’ into ‘how are YOU doing?’” I say to my client.
This means that you prepare so well that you’re connected to the investors.
So, leave self-consciousness behind.
Think of it: What does the investor want? To avoid making a mistake. What’s the big mistake?—picking someone you can’t trust to do what it takes to succeed.
Making a business work requires the flexibility to pivot fast and the power to stay strong and to persist.
Investors test us when we’re giving a pitch before them.
Can you take a tough question and keep your poise?
Have you rehearsed more than just the text?
While I work with a client, I say, “Your mind just went blank! Use a Recovery Method.”
Recently, I saw Auli’i Cravalho perform “How Far I’ll Go” (song from Disney’s MOANA, animated feature film)—during the Oscars. Several performers behind her, swung huge flags. I thought, “Careful, don’t hit—” THUD—one performer hit Auli’i in the head with a flag.
Did Auli’i miss a beat?
No. She kept singing, beautifully. She’s a well-trained, thoroughly prepared professional. What a performer!
That’s what I want for you. Be that exceptional pitch-deliverer. It’s not just practicing the text of your speech. You need to make a real connection.
Auli’i maintained her connection with her audience and with her song.
What does your investor want? Remember, the idea is to connect with “How are YOU doing?”
The investor wants to know:
- It’s safe to trust you.
- You are flexible.
- You care about your product, the people you’ll serve, and the investors who will take the journey with you.
- You are confident in yourself.
My phrase is: “Confidence is Contagious; Compassion Is the Path.”
The idea is that when you shift from the self-consciousness of “How am I doing?” to “How are YOU doing?” — you’re going to a place of compassion. This ties in with my description of the Sequence: “Confidence is contagious. Investors pick it up. You build trust. Trust gets funding.”
Make that connection. Learn how to recover if your mind goes blank. (See this previous blog post for more tips when you CLICK HERE.)
Shift your thinking from “How am I doing?” to “how are YOU doing?”
Have that conversation with your audience of investors.
Look people in the eye.
Remember, it looks a like a group, but you’re really there with the opportunity to connect with individuals.
Someone asks you a tough question, and you’ll reply: “I’m glad you brought that up. Your name is? George? George, it looks like that’s important to you. Related to that, I want to emphasize …”
As you can see, we’re talking about connecting. When you pay attention to individual investors, you shift out of self-consciousness. You create a conversation.
They can feel your trustworthiness.
Often, as I work with clients, I help them express a personal brand of T.H.O.R.: trustworthy, helpful, organized and respectful.
The Powerful Move is to establish yourself as a peer.
Investors do not fund the work of supplicants.
You and your project are “the prize.”
Learn to connect and get your funding.
Tom Marcoux, CEO, Pitch Coach – Executive Coach – Spoken Word Strategist
P.S. April 20, 2017, I’m presenting the workshop “Pitch with Extreme Confidence: The Pitch Hacking Method” via Stanford Entrepreneurs and Silicon Valley Founders. (early bird discount when you click here: https://www.meetup.com/Igniter/events/237843482/
This material is on my mind because I have now opened a special opportunity. When you CLICK HERE, you can go to my questionnaire-webpage and apply for a free consultation with me (limited number available) titled: “Increase Your Pitch Power for Funding – Strategy Session.”
Here are Your BENEFITS of such a free consultation.
- Gain Clarity and Peace of Mind about Pitching so You Gain the Funding you really want
- Discover the essential building blocks for having the Pitch that FUNDS your business or project
- Determine the #1 thing stopping you from having the Successful PITCH you want
- Identify the most powerful actions that will move you toward giving your Pitch with Total Confidence
- Complete the consultation with the excitement of knowing EXACTLY what to do next to create the Pitch for Funding that Gets You Great Results
I invite you to apply.
Let’s see if we might get the chance to work together … as a free opportunity to you.
Executive Coach * Pitch Coach
Spoken Word Strategist
CEO (leading teams in United Kingdom, India and USA)
Get the Advantages to take your business to a higher level. Learn Leadership Advantages, Pitch Advantages, and Success Advantages. To Soar with Confidence, you learn and use principles for top level communication to board members, team members and the media.
“Marcoux demonstrates how to “Prepare a Compelling Story that Moves Emotions.” He mentions techniques that he teaches clients for developing compelling Ted Talks.” – Dantalion Jones
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