Chances are you have a major pitch presentation coming up, right? Sweat is probably pouring down your face just at the thought of it. Take a breath… you’re exactly where you need to be because we’re going to give you a science-backed strategy that has helped us win 90% of our pitches.

But first… A COW!

Purple cow breaking through a window

(Click the cow once you’re done having a squiz)

Are you familiar with the marketing masterclass book penned by Seth Godin titled Purple Cow? Chances are, these clients are sitting through a plethora of pitches. When the dust settles, all those pitches are going to blend into a forgettable blob. The ones they will remember are the ones that were remarkable.

You have to give the client a reason to be able to remark about you. Oh! And if you need to give yourself an extra boost of remarkability, we’ve made it possible for you to level yourself and your team up for free in that department. Just click the cow ;)…

This is the kind of thinking you have to bake into this presentation if you want to give it a winning chance. Look at this case study, for example:

Innocent smoothies beanie caps

Innocent Smoothies could have settled for being just another great smoothie drink on the market. But they wanted people talking about them. So for their launch, they added individually knitted beanies (by British grannies) to each bottle. The result? Coca-Cola bought this little business for $100 million.

They asked this question:

What can we do right now that would make them talk about us in the right way?

What can you do in this pitch that will make your clients remark about you when it comes to decision time?

Another reason you have to enlist this kind of thinking is that, just like any other audience, the investors don’t care about your story; they care about their own. They don’t just care about the purple cow because it’s novel and unique; they care because it gives them something to share and show off in their own lives.

Your job with this pitch is not to tell your own story, but to sell the clients a new story in which you play a bigger part (a big reason you need us in your corner because we’re maters at selling using story)

The moment we've all been waiting for gif

Now that you’ve got the right line of thinking going, what’s the science-backed technique that has helped us win 90% of our pitches? It’s not about the who, the what, or the why… it’s about the when!

You see, there’s one key data point that comes into play here, and that is how long after the pitch the client is making the decision. If the decision is being made immediately after the pitch, you want to go last. This is called the recency effect. And if they’re making the decision after some deliberation, let’s say a few days or a week, well, then you want to go first. This is called the Primacy effect.

What a fine day for science gif

Researchers conducted a study on closing arguments in a legal context. Different groups of jurors watched the arguments in varying orders. The surprising result: when jurors had to decide immediately, they favored the team presenting last. However, with a delay, the team presenting first had a convincing advantage. This is because immediate decisions are influenced by emotions, while delayed decisions rely more on logical reasoning.

To determine the best time to pitch, ask when the decision will be made. It’s that simple.

Definitely check this video out for a much more in-depth look at this, PLUS a how-to guide on making sure you get the slot you want:

To sum it up, start thinking about what you want the investors to be remarking about you after the presentation, then get working on exactly how you can do just that. Then find out when they will be making the decision and unleash a science-backed advantage.

But most importantly, don’t forget to have an absolute blast. Your audience can never enjoy your presentation more than you enjoy giving it.

And if you want our expertise in your corner before you take the stage to pitch your preso, then just contact us here.