In the recent years I’ve found myself pitching a lot of times: many different projects to a lot of different people. Some pitches worked, most of them didn’t (which is not bad, it’s just the way it is, not everyone is interested in your project at the specific moment).
Some time ago, a good friend suggested I read Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, by Oren Klaff. Thanks to a short, but long overdue and needed vacation, I started to read it. Some of the quotes I found interesting in the first 50 pages are below. They explain some of those moments when I felt I lost the control of discussion while I was pitching. Basically, my frame lost the collision :)
“A frame is the instrument you use to package your power, authority, strength, information and status.”
“When you are responding ineffectively to things the other person is saying and doing, that person owns the frame, and you are being frame controlled.”
“Every social interaction is a collision of frames, and the stronger frame always wins. Frame collisions are primal.”
If you have a chance to read the book, do it (You can find it on Amazon here, for Kindle or hardcover). After all, you’re always pitching, right? :)
Also, below there’s a video of the author talking about his method (it’s an hour and 30 minutes video, just so you know):