Although Draznin uses this approach, he cautions that any insincerity will reveal itself, if not immediately, then over time. A streamlined pitch also requires that you be an adept listener, which can be more difficult than developing a pitch on the fly. According to Horowitz, after you ve made your pitch, if your audience is interested in hearing more, it s essential to use your antennae to key into the client s needs so you can then explain how you re the only possible person to solve them. For this reason, it s important to give your prospect a leave-behind, like a business card. However, the important thing to realize about any 30-second pitch is that it serves as an entry to a prospective client s ear, and usually will not result in an instant assignment unless the planets have aligned.
Delivery is also important.
If you try to say too much too fast, you might seem desperate. Remain selective Whether you take advantage of trade shows, emails, or a brief elevator ride to make your 30-second pitch, the important thing is to not pass on the opportunity, because you never know what can result. In fact, for Shel Horowitz, it was a 30-second pitch at a trade show that resulted in the publication of his latest book. But you should also realize that a 30-second pitch allows you as a free agent to determine if a prospective client is right for you, a fact that Dean Draznin takes full advantage of. Lisa Rogak Lisa, a free agent since 1981, has written more than 25 books, including 1001 Ways to Market Yourself and Your Small Business .