Pitch to One Person or Twenty
Practical ways to pitch to one person or twenty, adapting your style without losing yourself.
Same message, different room. Adjust the scale, keep the warmth.
10 tips that really help
These ideas come from Building a StoryBrand (Donald Miller), Pitch Anything (Oren Klaff), Made to Stick (Chip Heath and Dan Heath), and everyday practice. The first six help the most. Pick one and try it today.
Audience size changes your style
One person needs conversation, while twenty need energy and structure.
Adapt each time.
With one person, converse
Treat it like a dialogue with questions and plenty of listening.
Ask more than you tell.
With a group, project and include
Speak clearly to the back of the room and make eye contact around.
Raise your volume slightly.
Look at individuals even in groups
Connecting with single faces makes the whole room feel personally addressed.
Rotate your attention.
Adjust your slides
Fewer, simpler slides suit small groups, while larger rooms need bolder visuals.
Plan accordingly.
Involve people with questions
Even a small poll or discussion keeps a group active.
Prepare two prompts.
Read the energy of the room
Notice if people are tired or eager and adapt your pace and examples.
Check faces regularly.
Prepare short and long versions
Having both lets you handle surprise time changes calmly.
Rehearse each.
Keep the same structure
Your core points stay the same whether speaking to one or twenty.
Use three points.
Follow up with individuals
After a group pitch, personal messages deepen the connection.
Send notes to key people.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“Let us have a conversation.”
“Let me show you something.”
“What does everyone think?”
“(Look at each person.)”
“Does that work for everyone?”
“Thank you for your time.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Prepare a conversational version
Prepare a group version
Practise both
Adjust volume
Adjust gestures
Adjust questions
Ask for feedback
Further reading
- Building a StoryBrand (Donald Miller)
- Pitch Anything (Oren Klaff)
- Made to Stick (Chip Heath and Dan Heath)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Tell Stories That Sell”
Keep going. Small steps every day make a big change.
← Previous: Recover From a SlipNext: Pitch Over Video With Energy →
- Why Stories Beat Statistics
- The Simple Story Shape: Problem, Struggle, Win
- Make the Customer the Hero
- Find Stories in Your Everyday Work
- Keep It Short, Keep It Real
- Add One Vivid Detail
- End Every Story With a Point
- Collect Stories While They Are Fresh
- The Before, During and After Story
- Use Real Numbers Honestly
- Tell a Story Like Your Customer Would
- Match the Story to the Buyer
- Case Studies People Actually Read
- Ask for Testimonials Without Awkwardness
- Your Ten-Second Introduction
- The One-Sentence Pitch
- Cut the Jargon
- Lead With the Problem You Solve
- Make the Benefit Obvious
- Use Simple Words and Short Sentences
- The Message Test: Can They Repeat It?
- Open With a Hook
- The Three-Point Presentation
- Slides That Support, Not Distract
- Demo the Result, Not the Features
- Use Pauses Like a Pro
- Handle Questions Mid-Presentation
- Close Your Presentation Strongly
- Hold the Room Without Shouting
- Use Your Hands and Eyes
- Control Your Pace Under Pressure
- Recover From a Slip
- Pitch to One Person or Twenty
- Pitch Over Video With Energy
- A One-Page Proposal That Wins
- Open With Their Problem, Not Your Company
- Show Options: Good, Better, Best
- Make Pricing Easy to Understand
- Add a Clear Next Step
- Proofread Like a Professional
