I’ve been pitching things to people for so many years my old school, unconventional method has actually become my trademark of sorts. I think I take it for granted at times, not all people are as comfortable as I am making semi-cold calls to corporations and companies to begin discussions on the latest innovations or inventions I’m representing.
I’m not sure if people aren’t real confident with their product ideas and how to relay that enthusiasm to their audience or just plain afraid of speaking in front of people and possibly failing. I’m thinkin some of each and a little of both perhaps. My approach has always been one of total confidence in my products and in myself. I didn’t care if I failed, sounded stupid or made mistakes, I was determined to educate them and make them understand, I was extremely proud and excited about my products. What they did with that information was up to them.
I’ve always loved the chess matches in some of the meetings, it never failed that there was one person who was playing the role of the company skeptic. This person always addressed potential flaws, problems, conflicts or just total dislike towards the product I was discussing. I never backed down from this person, most time addressing their concerns in a very direct, head on type manner that left no doubt that I was sure of my products attributes. I understand business and them wanting to set me up for getting the most advantages deal for their company as possible but don’t degrade my product to try to accomplish that goal.
My approach to pitch meetings as I call them was never to go into them with a canned approach, I basically knew who I was, and I knew my products so I didn’t need to rehearse any presentation, just went in a was myself 100% of the time. These companies can spot a fake a mile away and most times you will not even get an invite to sit down with them if they suspect you are not honest in what you represent in the initial contacts. I recall one meeting with a very successful well-known company CEO and his inner circle and advisors, the meeting was for a product buy out and I owned the product line. The meeting couldn’t have gone any better for me as the conversation, negotiations, and product demos all went so in my favor, I was on a roll and knew it. After we finished the meeting, the CEO walked around the table to my side, put his hand on my shoulder and said “Randy, you are not a polished salesman, but you have a true midwestern style about you. When you speak, it is apparent that you believe everything you are saying and in turn, those you are speaking to believe it also, never change that.” I’ve carried those words into almost every meeting or conversation I’ve had with companies and inventors and to be honest, I would have it no other way..
- Posted by Randy Jack
- On January 3, 2018
- 0 Comment