Imagine this: you’re in a room full of potential investors, your heart pounding as you deliver your meticulously crafted pitch. But instead of eager nods and intrigued questions, you’re met with blank stares and polite disinterest. What went wrong?
Chances are, you fell victim to the dreaded “one size fits all” pitch.
This isn’t some theoretical concept – I witnessed it firsthand back in February 2018 at the ZAIN Innovation Campus (ZINC) in Jordan. I was leading a workshop with a group of brilliant Kuwaiti entrepreneurs, and let me tell you, the energy was electric. But when it came to pitching, there was a common pitfall that kept surfacing…
(And no, it wasn’t their lack of passion or innovative ideas. It was something far more subtle…)
Here’s the truth: a truly captivating pitch isn’t about overwhelming your audience with technical jargon or boasting about every single feature. It’s about forging a genuine connection, speaking directly to their needs, desires, and pain points.

To bring this concept to life, I introduced an exercise that shook things up a bit. I presented each participant with a photograph of a different person – a diverse collection of individuals with varying ages, appearances, and perceived backgrounds. Their mission? Craft a pitch tailored specifically to that person, based solely on their first impressions.
(And yes, I’ll be sharing those photos with you here – they’re a fantastic reminder of the day!)
Picture this: one participant is pitching a tech solution to a skeptical-looking older gentleman, while another is passionately explaining the benefits of a new fashion app to a stylish young woman. The results? Eye-opening, to say the least.

This exercise forced them to step outside their own perspectives and see their product through the eyes of their potential customer. It underscored the critical importance of empathy, thorough research, and a deep understanding of your target market.

The room was alive with “aha!” moments. They witnessed firsthand how a pitch for a fitness app would take on a completely different form when aimed at a seasoned athlete versus a busy parent juggling work and family life. The value proposition, the language, the entire strategy shifted.

Why This Matters (Even in 2024):
In today’s world of information overload and shrinking attention spans, a generic, one-size-fits-all pitch simply won’t make an impact. Whether you’re a seasoned entrepreneur or just starting your journey, the ability to connect with your audience on a personal level is more crucial than ever.
Here’s your action plan:
- Challenge your assumptions: Don’t fall into the trap of assuming you know what your audience wants. Conduct thorough research, engage in conversations, and gather real insights.
- Highlight the value: Clearly and concisely articulate how your product or service addresses a specific problem or fulfills a need for your target audience.
- Craft a compelling narrative: Weave a story that resonates with your audience and makes your pitch memorable.
- Practice makes perfect: Rehearse your pitch until it feels natural, confident, and authentic.
Ready to elevate your pitching game?
Whether you’re seeking guidance on crafting a compelling narrative or need expert feedback on your delivery, I’m here to support you. Reach out for personalized coaching and let’s collaborate to make your next pitch an unforgettable success!
