If you keep changing your pitch, chances are it’s because… well, because it’s not working.
That’s fine—at first. You should tweak your pitch every few weeks while testing it.
You want to figure out which words and phrases get people talking.
Then, once you can trust your pitch to spark curiosity, start conversations, and get you referrals – stop changing it. Lock it in. Use it everywhere.
Because once you experience a pitch that works, going back to the guessing game feels trading your GPS for a paper map in the rain.
Take one of my recent Pitch Lab clients. As he told me about his work, I focused on a specific word that made his pitch pop.
“You should use that,” I told him.
He frowned. “But I don’t want to be the spreadsheet guy.”
Why not?
Everyone knows what a spreadsheet is. More importantly, most people hate them. So if you’re offering an alternative to the daily spreadsheet grind, you’ve instantly got their attention.
Yet, like so many people working on their pitch, he’s avoiding the words that actually make him memorable.
This is what matters:
- When you’re testing a new pitch, change it up every few weeks. Try different words to describe the people you help and the problem you solve. Pay attention to the questions people ask and the stories they tell. Notice what gets them talking.
- Once you find a pitch that works—one that gets consistent engagement—keep using it. Everywhere. Every event. Every introduction.
My client comes back the next week astonished by his breakthrough.
“People actually wanted to talk to me!“
That one phrase changed everything – his conversations start more naturally and he looks forward to networking because he’s getting real opportunities instead of blank stares.
It’s exciting when your pitch grabs the right kind of attention.
That’s what we do inside Pitch Lab—we test, refine, and find the words that make people lean in instead of tune out.
Want to see what words make your pitch work? Join us at Pitch Lab and let’s find out.