It was mentioned in an earlier blog post that there are 3 parts to the human brain.
1. The Reptile, instinct and reaction
2. The Chimp, middle or emotional
3. The Logical, new or rational
Any investor assessing opportunities uses the Reptile brain. They don't know it, but they are constantly on the lookout for threats. They just react to anything that might be a threat to their income.
Their default position is to say "No". So anything that might not feel right will be rejected.
If you're pitching your proposal, then until you learn what works, you start off also using your reptile brain.
When you are faced with a formal pitch, your reptile brain is looking out for potential threats. They might be just social threats, such as embarrassment or rejection but social threats are treated in the same way by your brain as physical threats.
You get tense, you look tense and that leads to anxiety.
You need to relax and revert to Logical, rational mode by having a system.
The system is:
1. Put the investor(s) at ease by letting them know that your pitch is short, no more than 5 or 10 minutes and that you will take questions afterwards as you can be available for a further 30 mins or whatever
2. Brief note about you and your skills. Brief being the key. Quick 30 seconds of relevant experience is all that's required
3. Show that there is a demand or need based on what's happening in the marketplace and that there is competition.
4. Talk in an almost "story" mode. Show images and movement
5. Now go into your one minute pitch to finish off (see earlier post) You will recall that is:
Who is for?
Competition
Why you are better.....
This system works well because it counters the Reptile brain by going straight to the logical brain and stops them feeling threatened.
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