Jenn Morgan, Marketing Consultant, Brand Expert, Fractional CMO, Seattle, WA
Empowering You To Be Radically Distinct™

Pitch

2. Pitch your message effectively

Communication is a collaborative exchange of information between two or more people. To be effective, you need to create an opening for the other person to engage with you.

Broadcast — send out information into the environment repetitively that people catch or don't.

Broadcast

Broadcast

Conversation — an exchange of information between two or more people in a shared moment in a shared space.

Conversation

Conversation

The difference between a broadcast and a conversation is the flow of information. In a broadcast, the information goes one way. It's effectiveness depends on how well edited the message is and the receptiveness of the environment it is projecting into. In a conversation, the information goes back and forth in a collaborative exchange where both participants are senders and receivers. Your effectiveness depends on how well you stay connected to the other.

Connection is the metaphysical space between you and I that keeps us engaged in the communication. When you are in a networking situation, you have the benefit of being able to be physically present with the person you are communicating with. That means you can see their body, hear their voice and feel their presence. That makes it easier for you to customize your message to fit the person you are speaking with and therefore stay connected throughout the exchange.

People tend to get nervous and broadcast their message to the person in front of them.

For example:

Jenn says, “I am a brand management consultant. I help service professionals create an unique communication style that engages others and increases their effectiveness to produce business results.”
Silence.
Terri says, “I’m a marketing expert. I help small businesses get found online.”
Then we stand there and stare at each other. We heard each other, we see each other, but there is no conversation.

Turn your message into a conversation by asking a direct question at the end.

For example:

Jenn says, “I am a brand management consultant. I help service professionals create an unique communication style that engages others and increases their effectiveness to produce business results. What do you do?”
Terri says, “I’m a marketing expert. I help small businesses get found online. Do you have an online marketing plan?”

Effective communication requires an opening for the other person to engage with you.

In a conversation, a direct question creates an opening for the other person to add to the communication and it gets rid of that awkward silence after you pitch. When you create an opening for the other person to contribute, they connect with you. From here it's easier for the two of you to work together to better understand each another and assess what you both need.