Why Pitching Matters More Than Ever

If you’re a product founder, entrepreneur, or executive developing and marketing physical products, mastering the art of pitching is essential. Whether you’re presenting your idea to investors, persuading your management team, or selling to customers, your pitch is your first impression—and first impressions count. In my latest podcast episode, The Insider’s Guide to Pitching Success, I had the privilege of speaking with pitch expert Jenny Lindblad, who has coached over 1,100 entrepreneurs, TEDx speakers, and executives to refine their pitch and get results.

Jenny’s journey from pitching at Ericsson to becoming one of the most sought-after pitch coaches is nothing short of inspiring. She’s seen it all—the common mistakes, the best strategies, and the techniques that truly work. So, if you’re struggling to craft a compelling pitch, this guide is for you.

What Makes a Pitch Powerful?

A great pitch isn’t a 45-minute presentation. It’s a short, sharp, and strategic message designed to spark interest. According to Jenny, a pitch should be seven minutes or less—just enough time to plant the seed and secure a follow-up meeting.

Think of pitching like dating. You wouldn’t spill your entire life story on the first date, right? Instead, you’d share just enough to intrigue the other person and leave them wanting more. That’s exactly what a pitch should do.

The Essential Elements of a Successful Pitch

Jenny breaks down the elements of a perfect pitch into a few core components:

– The Hook: Grab attention immediately with a compelling opening.

– The Problem: Clearly define the issue your product solves.

– The Solution: Show how your product is the answer.

– The Market: Prove there’s a demand and highlight your competitive edge.

– The Team: Investors and stakeholders want to know who’s behind the idea.

– The Business Model: Explain how your product will make money.

– The Vision: Paint a picture of the future and what success looks like.

Most importantly, keep the problem section short. Many founders get stuck dwelling on the problem, which can drag the energy down. Instead, focus on your solution and its benefits—this is what excites people!

Why Storytelling is Your Secret Weapon

One of Jenny’s most valuable insights is that storytelling is non-negotiable in a great pitch. Stories create emotional connections and make your pitch memorable. In fact, a well-crafted story can naturally incorporate both the problem and solution in a way that sticks in your audience’s mind.

If you can tie your opening story back into your closing statement, even better. It reinforces your message and leaves a lasting impression.

The Common Mistakes Founders Make When Pitching

Even the best product ideas can fall flat if the pitch is weak. Here are some of the most common mistakes Jenny has seen:

1. Lack of Preparation – Thinking their product will “sell itself.” Spoiler: It won’t.

2. Information Overload – Trying to cram every single detail into the pitch.

3. Changing the Pitch Too Often – Constantly tweaking the message based on feedback, leading to a diluted and confusing narrative.

4. Ignoring the Audience’s Perspective – Not tailoring the pitch to what investors, executives, or customers care about.

5. Weak Communication – Sounding uncertain, using words like “I hope” or “we might,” which undermine confidence.

Pitching as a Woman: What You Need to Know

Jenny has coached countless female founders and noticed a key pattern: women tend to be more prepared but often communicate in a way that undermines their own authority. Many use softer language, such as “I need help with funding” instead of confidently stating their vision.

Investors invest in confidence. They need to believe in you as much as your idea. So, if you’re a female founder, be mindful of your wording—drop the “I hope” and replace it with “we are” and “we will.”

How to Overcome Pitch Anxiety

If the thought of pitching makes you nervous, you’re not alone. Even seasoned entrepreneurs experience anxiety before getting on stage. Jenny’s advice? Preparation is everything.

Here are some practical ways to ease anxiety:

– Memorize the first and last few sentences – This will help you start strong and end on a high note.

– Practice in the actual space – If possible, walk the stage before your pitch.

– Prepare your outfit and logistics in advance – Knowing what you’ll wear and where you’ll stand removes last-minute stress.

– Smile! – A smile can instantly shift the energy and make your audience more receptive.

The First Step to Building Your Pitch Today

Not sure where to start? Jenny recommends beginning with two key questions:

1. What’s your goal? – Are you seeking funding? A partnership? A sale?

2. Who are you pitching to? – Understand what they care about and tailor your message accordingly.

Then, instead of jumping straight into slides, start with a mind map. Write down all your ideas, structure them into a compelling storyline, and then refine your script. Only after that should you start working on your slides.

Final Words of Wisdom from Jenny Lindblad

At the end of our conversation on The Insider’s Guide to Pitching Success, Jenny left us with two golden rules:

1. Dare to Smile – It creates connection and confidence.

2. Dare to Be You – Authenticity wins over scripted perfection every time.

Pitching isn’t about performing—it’s about communicating your passion, your vision, and your belief in your product. When done right, a great pitch is the key to unlocking funding, partnerships, and new opportunities.

Conclusion

Here you have it, The Insider’s Guide to Pitching Success: Master Your Product Pitch with Confidence. Hope this episode will inspire you when you prepare for your first pitch.

If you want to connect with Jenny Lindblad and learn more about her pitch coaching services, find her on:

https://www.linkedin.com/in/jennylindblad

https://www.instagram.com/lindbladjenny/

https://www.jennylindblad.com/

Want more expert insights? Listen to The Insider’s Guide to Pitching Success now and take your pitch to the next level!