Dan MallI help design business owners make more money and get their flowers.

Your Pitches Are Failing Because of This

19 Aug 2026 · 1 min

Watch on YouTube

0:41

In this concise solo presentation, Dan Mall explains that every pitch succeeds or fails based on two fundamental beliefs held by the audience. First, the prospect must genuinely want the product or service being offered—not because the seller thinks they should want it, but because it aligns with an existing desire. Second, the prospect must believe the trade offers them more value—greater results, peace of mind, or benefits—than the money, time, or effort they must invest. If either belief is missing, the pitch will fail. Mall advises creators to audit their pitches for these two elements and adjust the messaging to ensure desire alignment and a compelling value tradeoff, promising better conversion when corrected.

Chapters

Your clients aren't low budget. Your pitches just aren't very good. Every pitch I ever did, good or bad, came down to 2 things. First, do they believe that I have something that they actually want? Not something I think they should want, not a service I offer, something that they already want. Second, do they believe that they'll get more than they give up? More value, more results, more peace of mind than the money or the time or the effort that they're handing over to you. That's it. That's the whole formula. If your pitches aren't landing, one of those 2 things is probably missing. Either they don't want what you're selling, or they don't believe that the trade is worth it. Fix one of those and watch what happens.