Caught off guard in a pitch meeting? Here’s the brutal mistake we made
“But do you have any questions for us?” one of the guys on the expert panel at Arctic Ignite asked.
Foto: Marius Fiskum
We were caught off guard. Of course we had questions for them … we just hadn’t prepared any, because we’d been SO focused on making the pitch perfect (which is ironic, because there’s no such thing as a perfect pitch) 🤷🏻♀️
The panel, who Karina and I had just spent nearly 30 minutes selling our idea to, weren’t investors – they were experts. Our experts. They were there to help us improve the idea. Not to be convinced.
Read more: Is it time to leave your comfort zone?
Yet somehow, we didn’t see it that way. Not in the moment.
As two highly empathetic people, tuned into every signal, we were obsessed with getting things right. And for us, "right" meant convincing them that our idea was the best in the world.
So why did it end up like this?
We didn’t want to disappoint them (and, by extension, ourselves). We were so focused on explaining our idea, on making sure they understood just how great it was, that we lost sight of something vital – their expertise.
This is a classic problem when we over-explain – or in our case, oversell. Instead of building credibility, we risk losing it. And not only that – we also miss out on valuable insights because we’re so focused on seeking approval and bolstering our own egos.
Read that again: We miss out on valuable insights because we’re too focused on seeking approval and bolstering our own egos.
That is a trap.
So, why do we over explain things?
It often boils down to fear. We explain in detail to make sure people understand why we did what we did. In our case, it meant we didn’t pause to listen to the experts who could’ve helped us make our idea even better.
That day, we were given a vital reminder: The most valuable moments happen when we allow others to speak and make room for learning. But this only happens if we’re willing to let go of control and lower our guard.
It’s something to remember next time you’re in front of an expert panel, a client, or even a friend.
Remember: You don’t always have to have all the answers. Sometimes, the most important question you can ask is; What can I learn here, right now?
So, what can YOU learn from our mistake?
Let go of the ego, set aside perfectionism, and listen.
Lisa Skaar Næss | Co-founder @Gemz
