One of the first things a pitch needs to do is to connect us to the problem. And, your Origin Story – your “Opening the Laptop Story” in pitching – should connect us to the problem and establish your Emotional Credibility™.

That “ah-ha moment” when you first got connected to the problem you’re now devoting your life and resources to solving, is the moment to share. Your audience will get it, feel emotionally connected to you and begin to care about solving the problem.

By starting with something that at first seems off hand, you’re actually setting yourself up to get what I call “the Fourth and Most Important Yes!” Instead of the investors saying “Yes we like it, yes it’s a good deal, yes it’s a great plan, no, we’re not quite ready yet!” (which is the way our brains often work) You’ll be setting yourself up to get “Yes, Yes, Yes, YES!”

Remember, until you have an emotional connection all the logic in the world just bounces right off. Making an emotional connection is critical, and the earlier the better.

So, craft an “Opening the Laptop Story” that connects your audience to the problem and establishes your Emotional Credibility™. You’ll be delighted by your success.

And, even if you’re not pitching right now, apply this principle in everyday communications. You’ll amaze yourself!

As always, if you have questions for me just hit reply and let me know!

How John Bates blew his TED TalkBy JOHN BATES / ABOUT AUTHOR
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