Chris Fenning explains why pitching an idea means selling the outcome, not the thing itself. Lead with what it does for people: saves time, improves quality, cuts churn, brings in customers. Skip the features.
How to pitch an idea, tip number 6: Talk about the benefits and outcomes. Don't talk about features. It's very tempting when we pitch to talk about the list of great things that are in our idea. Our idea is made up of XYZ technology. It's made up of these particular bells and whistles. When we talk to audiences, they don't really buy into features on a product. They might understand them, but they won't emotionally support them or necessarily do what you want. When talking about an idea, focus on the benefits and the outcomes. People are more interested and more likely to support an idea that clearly states how it helps them or helps something they care about. The benefit of this idea is time savings, improved quality, better compliance, improved safety. The outcomes are more customers, fewer people will leave, happier employees. When you pitch your idea, people will support benefits and outcomes. Nobody buys into features.
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