What were Kathleen’s decision-makers concerned about? Painful inoculations. Now link the word "Imagine" to three benefits of what you're proposing. They are now picturing your point and seeing what you’re saying. The word “Imagine” pulls people out of their preoccupation. Just put into search "What are surprising statistics about _?" (your topic.) Up will come recent facts that get your eyebrows up. And if they get your eyebrows up (a sure sign of intrigue), they'll probably get your stake-holders' eyebrows up. What is a shift in a trend, a dramatic increase in scope, a game-changing pivot in cost, demographics or logistics that would surprise people and create curiosity?Īre you wondering, "Where do I find these startling statistics?" What surprising statistics can you introduce about the problem you're solving, the issue you're addressing, the need you're meeting that will cause people to think, “Really?! I didn't know it was that big, that bad, that urgent, that much.” START WITH THREE STARTLING “DID YOU KNOW?’ QUESTIONS. Sam Horn's One Minute "DID YOU KNOW?" Openingġ. Next time, you want to quickly win people's attention, use these three steps. People were confused and that's not good news, because confused people don't say yes and they don't keep listening. Kathleen used to start by explaining Pharma Jet was a "needle-less technology and medical delivery device for sub-cutaneous inoculations." That means Kathleen just got her business in your mental door. You don’t have to imagine it we’ve created it."Īre your eyebrows up? Do you want to know more? Imagine if there were a painless, one-use needle for a fraction of the current cost. "Did you know there are 1.8 billion inoculations given every year?ĭid you know up to a third of those are given with re-used needles?ĭid you know we are spreading and perpetuating the very diseases we're trying to prevent?
This is the opening we crafted that helped Kathleen win millions in funding and be one of Business Week's "Most Promising Social Entrepreneurs" that year. You have 60 seconds to prove you're worth listening to.” They will have heard sixteen other presentations. I told her, “Actually, you don’t have ten minutes. “I'm going at 2:30 in the afternoon and I only have ten minutes. “I have a chance to pitch to a room full of investors at the Paley Center in NYC.” In a workshop for them, Kathleen Callendar of Pharma Jet told me, "I've got good news and bad news." We have a minute (max) to earn people's interest and respect.įor several years, I was the Pitch Coach for Springboard Enterprises which has helped entrepreneurs generate $26 B in funding. In today's world of INFObesity, I believe time is the new trust. Richard Branson says, "Time is the new money."
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