2 Minute Pitch

At the School for Social Entrepreneurs we were required,this Wednesday, to develop our pitch. A pitch is a sales speech to potential supporters which is designed to evoke a response: namely, finance support to the project.  After a few practice runs, we were asked to give a 2 minute pitch which was video taped.  

During our practice time I noted some practical principles that ought to be considered when making a pitch.  These included the following:

1.  Personally connected...  when we think of making a pitch, we think of selling our product.  The product is our project.  We keep ourselves at a comfortable distance from our project during the pitch so that if our project is rejected, we are safe.  May I suggest we take the risk and sell ourselves with the project.  In fact, begin by selling yourself.  Sounds vain.  It's not vanity, it begins by believing in ourselves, believing in what we are passionate about (inside us) is worthy enough for others to believe in (and invest in) and believing that we will succeed whether or not this present pitch is successful or not.

2.  Picturesque...  Most people think in pictures.  We tend to talk in concepts.  This is why when we talk, people seldom listen.  We must learn to talk in pictures.  Draw pictures (quick ones) which people can relate to emotionally.  For example, saying: if your car broke down on a deserted road in the middle of the night, what one think would you want at that moment?  is much more effective that saying: my project meets peoples needs.  Along with this, we all must learn to tell stories.  Once we have that ability going well, learn to tell short stories.  See how short you can tell the story without it losing its impact.

3.  Land the plane...  I never flew a plane but what I imagine is that it probably is not too hard to take off or fly the plane, but very difficult to land the dang thing.  In pitching, landing the plane is most difficult.  Finishing your speech without a dangling participle or thought is valuable.  The worst first question asked at a pitch by potential supporters is: are you done?

4.  Make cents...   Tell 'em what you want.  It's not easy to ask for money.  It's nice when people respond to your project without being prompted.  But saying: I need $10,000 is being clear about what you need.  It makes it clear to supporters that if you got the money you probably have a good idea what you would spend it on.  Go ahead, ask!

5.  Smile!  Alway always always have fun with what you do.  If pitching is a misery for you, it will be so for your potential supporters.  Anytime people enjoy themselves they are more willing to let go (of themselves and their money!).  What's really hard is to smile when you are nervous.  It feels fake.  well, my only response to that is, learn to fake it.  You fake other things, do this too!

Here's my pitch, written, maybe someday they'll release the video (on Australia's funniest...)

I am Ron Blanchard and represent NationsHeart Connect.

How do you feel when you put your money in the drink machine and... nothing... nothing comes out...

I know how I feel... frustrated, angry and, most of all...   powerless.

At your disposal is that which would relieve your deepest needs of thirst but you cannot access it...

NationsHeart Connect builds projects in the Belconnen community which helps people access what they feel they have been denied.

Canberra has wonderful resources for developing people and their lives.  I love the variety of evening classes which are offered around the region during the school year.  CIT is fantastic in offering a broad range of training.  2 major Uni's with a mountain of majors.  All of this is offered within 20 minute bus ride from anywhere in the city.  The Canberra coke machine is full of wonderful opportunities.  But many people, many from Belconnen,  feel they are not able to access these resources.  The experience disadvantage; single mums, young unemployed men, the disabled.  In fact, Belconnen has the highest number of Centrelink clients in all categories except age care, indicating social disadvantage.

At NationsHeart Connect we believe that by empowering people with value and belonging people can overcome just about anything life throws at them.  I and my team build a community in which we do meet evident needs: Grocery needs through FoodHut; Children and family needs through Hit the Highway and PlayWorks; Disability needs through Rough Diamonds; Poverty and loneliness through BelcoKitchen.  But we do more than meet needs.  We run these services by encouraging cooperation and volunteers from those accessing the programs thus building value and belonging through developing life skills which open doors and allows disadvantaged people to gain access toward a wonderful future.

We invest over $150,000 per annum in doing this important work and today I invite you to join us as partners to support a greater work.  Thank you.

Ronaldo

6 May 2008