First things first, what is the goal of this new business pitch presentation? Now sounds like an obvious question. The goal is to get the new business but too many people lose sight of what the goal is, when they are in the process of creating the presentation and then delivering it. Somehow people go from having a clear cut sense of the goal is to get the business to the goal is to educate this prospect on everything we could possibly do everything we've ever done, every strength we have in every success story. Now, no one goes into it thinking that that's what it turns into. And if that's what you do, your new business pitch is doomed to failure.

So it sounds childish, it almost sounds immature, but I want you to write down right now on your computer or a piece of paper The goal of this presentation, to get new business to get that $25,000 contract to get whatever it is The specific thing you want that new piece of business that new contract that new commitment, what is it? You want, please write it down. That way we don't lose sight of it.