There is a specific pitching tactic that is incredibly simple, easy to use, and yet crucial to bringing major players on board.
You may already know the magic words, but if you don’t….
The Magic Words In Action
I’d like to showcase the magic words in an example where celebrity chef and entrepeneur Mario Batali is the star. In addition to his TV series, Batali owns more than 14 restaurants, a vineyard, a cookware line, and even his own line of branded footwear.
Batali is a good approximation of a movie star or financier because of the standing he has in his part of the industry. There are only a few other chefs in the world who are playing at his level.
On Hulu’s reality TV series A Day in the Life, Dave O’Brien and Dave Arnold go to pitch Mario on being one of six chefs to have a permanent role in the Museum of Food & Drink. The idea is for there to be a restaurant, a bar, and six “quick-service” stations designed by six of the top chefs in the country.
Now, this pitch turned out not to interest Mario—he wanted to run the entire restaurant, not be one of the six chefs who had a station. However, there was a highly instructive moment in the pitch where the magic words are used.
The Magic Words Revealed
At the beginning of the pitch meeting (10:30), Dave O’Brien, Trustee of the Museum of Food & Drink, says, “The crux of our ideas and where you come in—you’re the first person we’re talking to….”
And you can see Mario’s wheels start to turn.
The Magic Words Give “First Dibs”
Celebrities, stars, financiers, and major players in any field are used to being given first dibs. Almost as a basic requirement to get their attention, you have to demonstrate that they are your first choice.
Use phrases like:
- I have written/designed/created this specifically for you.
- You have this exclusively.
- You are seeing this before anyone else.
- You are my first choice.
Often, the desire to be first is a driving force in the decision-making process for people who have already achieved so much.
Use The Magic Carefully
When you approach someone and tell them that they are first, I recommend that they actually be first. If your pitch truly gives first dibs, you’ll have a better chance of convincing them to work with you.
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If you’re seeking investors, new clients, or strategic partners, I can help you. But now’s the time to get in touch. My consulting schedule is filling up and the next available spot is June 13th.
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