Present The Benefits In The Beginning Of Your Pitch

Presentation skills
The opening of your pitch

The opening of your pitch


There are many strategies to consider in opening your pitch. Think about it twice, because those first minutes can make or break you.


Simplicity is the ultimate sophistication.

Leonardo da Vinci

Pitching business ideas


Pitching business ideas is becoming more of an art. Given how easy it is to get distracted as a human being, you must learn the best ways to captivate your audience from the start. To do this, some strategies have been proven to work. 

Too many presenters start with the typical introduction and dive right into the sections of the business. Then they state the problem, then the solution, team and so on. This is a surefire way to kill the entire room from boredom. Instead, grab the attention of your audience from the beginning and don’t lose it until the end.

There are some strategies and structures that have been proven to work. No single one is best, so it is important to them wisely. Most of them have one thing in common; they raise the level of curiosity right from the beginning to the max!

Benefits go into the opening of your pitch because the most important thing your audience will think is; “What’s in it for me?”. The only thing your audience cares about is; “Will this work for me?”.

When pitching someone it is easy to just start blurting out your idea and delving straight into the details. But just because you are partial to a particular design or style does not mean others will share your sensibilities.

Think twice


There are many strategies to consider in opening your pitch. Think about it twice, because those first minutes can make or break you.

Regardless of the strategy, the direction of what you want to say should be heavily influenced by the takeaway.

The takeaway is that one thing you want the prospect to remember after listening to your pitch. It needs to be something that is very important to the client. And hopefully, it will differentiate you from competitors.

Develop the takeaway by asking yourself what is the one thing that could be most memorable about what you want to say. Then ask yourself why you want that point to be remembered. Keep asking that question of every answer until you are expressing what the benefit of the takeaway is for the client. Then build your opening around that.

There are lots of reasons you might not win a pitch, because of the price, personal chemistry, and your background. But, you should never lose a pitch because you presented poorly.

Just ask me personally

Let's get into a conversation. Please post any questions that may interest other readers in the comments. If you are interested in coaching or training, for personal questions about that and appointments you can reach me by e-mail (, phone +49(0)30 864 213 68 and mobile phone +49(0)1577 704 53 56. You can also use this contact form. Please read the information about the privacy policy.


Karsten Noack

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This article is a short excerpt from the more comprehensive course materials my clients receive in a group or individual training or coaching.

Published: June 21, 2001
Author: Karsten Noack
Revision: August 14, 2019
Translation: August 14, 2019
German version: