You’re ready to pitch your polished business idea to potential investors, but at the moment of delivery, you suffer from acute vocal paralysis – no sounds, only terror called ‘pitch-a-phobia’.
Bronwyn Echardt, project manager at business incubator, Raizcorp said, “There is a cure, and it is called ‘systematic desensitisation’ and is based on the principles of behaviour modification, which means that by using basic learning techniques you can change your current conditioning. That’s a win for the pitch-a-phobics.
“As an entrepreneur, it’s particularly important for you to overcome this fear as you are always pitching, in one form or another. Whilst a certain amount of nervousness is healthy, this fear can be debilitating.”
According to Echardt, the only way to overcome pitch-a-phobia is by confronting it using a hierarchical system where each level is a small step towards overcoming the fear. “You cannot go from zero to hero in 60 seconds. This will fail and the fear will intensify. You have to take small steps, each systematically reducing the fear.”
Tips to create your hierarchy:
- Remove any excuses of why you cannot pitch.
- Remember you are not trapped nor being targeted, this is part of the entrepreneurial journey.
- Evaluate the opportunity costs of not pitching.
- Practice a relaxation technique that you can utilise just before the pitch.
- Begin with your pitch written on cue cards in bullet point form only – this is to trigger your memory – you are not saying a speech.
- Pitch into a recorder – listen, tweak and repeat.
- Pitch to one person who will offer constructive criticism and feedback – tweak, practise, repeat.
- Present to a few close and trusted companions and take in their comments – tweak, practise, repeat.
- Pitch to work colleagues with a question and answer section – tweak, practise, repeat.
The evidence points to the reality that you are developing a tolerance for pitching and overcoming your fear. This is a gradual desensitisation process that you may even begin to enjoy.
The annual Engen Pitch and Polish Workshop is an ideal opportunity to overcome your fear. The hosts of this workshop, Engen Petroleum Ltd, Nedbank, Raizcorp and SAfm, as well as national partner, the Youth Chamber of Commerce and Industry, provide entrepreneurs with a platform to take their businesses to the next level.
Their advice is to be yourself and be honest if you don’t know something. If you make a mistake, fix it, smile and keep going.
The workshop will be held at CedarWoods, 120 Western Service Road, Woodmead, on 27 August from 9am until 5pm.
With every pitching opportunity, remember to listen to the feedback, tweak, practise and yes, repeat. Repeat, being the most crucial step to overcoming pitch-a-phobia.
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