Digging Deeper: How to Uncover Hidden Value and Make Your Pitch Irresistible

When you believe your pitch is ready, it’s often just the beginning. Hidden beneath assumptions and complexity lie deeper layers of clarity and strength waiting to be uncovered. One powerful technique is to repeatedly ask yourself or others, 'I don’t get it,' forcing you to simplify and explain until the core message shines.

This process separates information from engagement, ensuring your audience conceptualizes your idea before being asked to commit emotionally or intellectually. Mixing engagement points too early can cause confusion and interruptions.

Organizing your story using the before-and-after game — asking what comes before and after each statement — creates a logical flow that feels natural and intuitive to listeners.

For instance, a plumbing company struggling to explain its unique method transformed its pitch by breaking down the message into ordered, digestible statements, turning confusion into clarity and sparking meaningful conversations.

Next, we will focus on crafting your core three minutes — selecting what to say now versus later — to maximize impact and respect your audience’s time.

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