Sublime

“For [target customers] Who are dissatisfied with [the current offerings in the market]. My idea/product is a [new idea or product category] That provides [key problem/solution features]. Unlike [the competing product]. My idea/product is [describe key features].”

This is a subtle framing technique known as prizing. What you do is reframe everything your audience does and says as if they are trying to win you over.

John Livesay is better than anyone I’ve ever seen at helping entrepreneurs craft compelling pitches

In his book Pitch Anything164, Klaff explains the concept of Prizing, and how it ties into three fundamental behaviors of our “croc” brains: We chase that which moves away from us We want what we cannot have We only place value on things that are difficult to obtain

Phase 1: Frame control, grab status, introduce the big idea. Phase 2: Explain the problem/solution and our special advantage. Phase 3: Offer the deal. Phase 4: Stack frames for hot cognition.

Oren Klaff, author of Pitch Anything, states that during meetings, people pay attention to what you say until they can fit you into a pattern that they have previously recognized178. Once they fit you into a recognized pattern, they immediately zone out. Therefore, it is important to give a pitch that continuously serves unexpected and unpredictabl

“How similar is your idea to something I already know about or to a problem I have already solved?”

This is the place to surgically insert a finely tuned, miniature version of that fantastic power statement we created in the previous chapter. The goal is to serve up a killer appetizer

Attracting your Probable Purchaser’s Attention immediately after they’ve reached the Point of Market Entry is hugely valuable.