It’s Very Difficult For You To Be In Your Own World And See Your Own Thing.

 It’s Very Difficult For You To Be In Your Own World And See Your Own Thing.

You’re good at what you do. You’ve got the skills. The work. The passion.
But when it comes to pitching for new clients, you sometimes stumble. And so many don’t even get off the ground. Why? Because they confuse their listener before clarity even arrives.

Here’s a story to show you exactly what I mean and a new format that will change everything.

The Pitch That Nearly Cost Me Everything.

A few years back, I was pitching to a potential client who could have taken us to the next level. I showed up confident with my deck polished, my numbers sharp, my design clean.
But halfway through, their eyes glazed over. I quoted terms. I threw around industry acronyms. I spoke all about me.  My process, my past clients, and my cool ideas, but said almost nothing about them.
In 3 minutes, I lost them. Not because they didn’t want what I offered, but because they didn’t understand why I was talking about it. I left feeling defeated, but I learnt something powerful:

“If they don’t understand what you do, they cannot remember you. If they cannot remember you, they cannot refer you. And if they cannot refer you, you won’t win.”

That one pitch was a turning point.

What Most Pitches Get Wrong

• Confusion over clarity: Using vague titles, broad services, or jargon that only YOU understand.
• Talking about yourself, not for them: What the audience hears is “me, me, me.” They tune out.
• One-size-fits-all decks:  No custom problem, no resonance, no connection.

The Pitch Hack: One Avatar. One Problem. One Result.

This isn’t fancy. It’s simple. And it works.

Component	What it means	Why it matters
Avatar	Who do you help? Be specific. “Creative high school students”, “mid-size SaaS companies”, “local restaurant owners” etc.	So people recognise themselves when you speak.
Problem	What is the real, painful issue they face? The frustration, uncertainty, overwhelm.	If they nod their head, you have their attention.
Result	What transformation or outcome do you deliver? What does their life/business look like after working with you?	Promise hope. Show the end. That’s what they buy.

The Conversation-Style Pitch Formula

Here’s the format I now use in networking events, on calls, in my deck. It shifts everything:

“You know how [AVATAR] often [PROBLEM] and feel [EMOTION]? I help them [RESULT] so they can [HIGH-LEVEL OUTCOME]. And I do it by [WHAT YOU ACTUALLY DO].”

Here are two version examples:

Old way:

“I’m a fractional CMO offering digital marketing optimisation, strategy, branding, funnels, and content development.”

New way:

“You know how mid-size SaaS companies often struggle to make leads predictable and feel they’re wasting marketing budget? I help them build systems that deliver steady leads month after month, so they can scale without burning out their team.”

See the difference? The second stops you in your tracks, makes you curious, shows you care, and positions you as someone who solves something real.

Why This Hack Works

1. Clarity beats cleverness — Your listener should never wonder what you do.
2. Emotion hooks memory — When people see themselves and feel something, they remember.
3. Conversation over monologue — It invites questions. It opens doors.
4. One result = stronger story — Instead of “we do everything well,” it’s “we change your life/business in this specific way.”

How to Build Your Pitch Deck Using This Hack

1. Start slide 1 with your Avatar + Problem. Set the scene immediately.
2. Show before/after transformation. Paint both “what it feels like now” and “what it feels like after.”
3. Explain how you deliver the result. Keep it simple. Process, unique approach, proof.
4. Social proof or case study. Show someone just like them who went from stuck → winning.
5. Close with a prompt to engage. Something like: “If this sounds like you, here’s how we can talk about making this happen…”

My Results Using This Hack

• Pitch win-rate jumped from ~20% to ~70-80%.
• Proposals that used to flounder now generate urgency, questions, and referrals immediately.
• My team’s confidence grew — less guessing, more clarity.

Your Move: Try It Today

Pick one of your current clients (or dream clients). Write down:

• Who they are (Avatar)
• What’s keeping them up at night (Problem)
• What you do that changes everything (Result)

Then change your next pitch, email intro, or deck to use the formula. See how people respond differently.
You’ll be amazed at how often people lean forward, ask questions, or say “tell me more” 

 

Instead of that glazed look.

Final thought:
Don’t let your pitch be the reason clients don’t show up. Clarity + relevance + emotion = traction.