You are not ready to pitch yet

​Imagine yourself at a bar, hundreds of people around you, celebrating, talking, toasting, and having fun. Among the entire crowd, you see a potential investor. You are ready to deliver your pitch, you did the research, and you have the facts, what is your next move?


Pitch like a sir?

We’ve read it several times; we need to have our elevator pitch ready for when it comes in handy. Is better to be safe than sorry. But the problem doesn’t stand in the speech you prepare day in and day out. That is only the end of the road. If you are lucky enough to deliver the message, you’d better be ready to do it – and you are probably not aware of how wrong that could go, if you don’t understand what you say is only 30% of what you are really saying.


I’m pretty sure that you’ve come up with that stat: 70% of our communication is non verbal. You might be wondering: what should I do with that information? During a workshop, ​Merrel Geana showcased a three step process you can follow to make sure you can deliver you message appropriately: Observation-Interpretation-Evaluation.

The strategy that Geana proposes is stepping back ant taking a pause when we are sending or receiving our messages. By becoming more conscious of our communication, we need to set pause buttons to understand we are not letting our emotions overflow and ruin our message. That moment is where we observe our body sensation, our flow of thoughts and the way we are judging the situation.

The second step is to interpret. You can use a wide variety of non-verbal and facial cues, since most of us don’t have that training, you can interpret your own signs. The advice from Geana is to remember that we interpret according to our cultural background, to our norms. By understanding your body reactions, you can deliver a better message and be calmer.

Cal Lightman

We can’t all be experts at micro-expressions

Finally, you need to evaluate. This is the key to success. The following list is a set of questions that you can practice in order to know how your communication is being perceived and how you were transmitting your message:

·         How did I get to the evaluation?

·         Is there something that I a doubt?

·         Would I have made another observation, interpretation or evaluation at another time, or in another mood?

·         Can I come up with three other reasons why this happened?

·         What are the underlying thoughts and worldviews I have that made me come to this interpretation?

Imagine yourself at a bar, your speech ready, you have practice this thousand of times.  You know 70% of what you are going to say is non-verbal, you are conscious about it. Now go in, and get that deal done!



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