How do you balance the technical and emotional sides of your pitch?

1 Know your audience

Before you pitch, you need to do your homework and research your prospects. What are their roles, challenges, needs, and motivations? How do they make decisions, and what criteria do they use? What are their expectations, objections, and concerns? The more you know about your audience, the better you can tailor your pitch to their specific situation and interests. You can also use this information to build rapport, empathy, and trust with your prospects, and show them that you care about their success.

3 Use evidence and stories

To balance the technical and emotional sides of your pitch, you need to back up your claims with evidence and stories. Evidence can include data, facts, statistics, testimonials, case studies, or demos that prove the effectiveness, reliability, and quality of your solution. Stories can include anecdotes, scenarios, or examples that illustrate how your solution works in real situations, how it helps your customers, or how it relates to your prospects' challenges or goals. Evidence and stories can help you make your pitch more credible, memorable, and engaging, and appeal to both the logic and the emotion of your prospects.

4 Ask questions and listen

Your pitch should not be a one-way monologue. It should be a two-way dialogue that involves your prospects and encourages their feedback and input. Asking questions and listening to your prospects can help you balance the technical and emotional sides of your pitch, because you can gauge their level of interest, understanding, and satisfaction, and adjust your pitch accordingly. You can also use questions and listening to uncover their pain points, needs, goals, preferences, and objections, and address them with your solution. Questions and listening can help you build rapport, trust, and rapport with your prospects, and show them that you value their opinions and perspectives.

5 Be confident and authentic

Your pitch is not only about what you say, but also how you say it. Your tone, body language, and attitude can have a big impact on how your prospects perceive you and your solution. To balance the technical and emotional sides of your pitch, you need to be confident and authentic. Confidence means that you believe in yourself, your solution, and your value proposition, and that you can convey it with clarity, enthusiasm, and conviction. Authenticity means that you are honest, transparent, and respectful, and that you can show your personality, passion, and empathy. Confidence and authenticity can help you establish credibility, authority, and likability with your prospects, and make your pitch more persuasive and appealing.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?