Time to pitch to potential investors? Conventional thinking could sink your boat of opportunity.
Vision of promise: Let us persuade you to invest funds. Vision of missed opportunity: We will move you with the idea of loss.
It is well documented the fear of loss is a stronger motivator than the potential for gain (Reward-Threat Continuum). Apply this principle to your pitch.
The doctor says give up smoking. You will feel healthier. The surgeon says, if you don’t quit we will have to take out your lungs. Dramatic, but which would compel action?
Don’t pitch with the promise of a favorable outcome. Demonstrate what they stand to lose by not getting on board (profit projections). Then show it, just don’t tell it, before your specific “ask.” Activate the fear of loss.