SPARK Insights by Coach Reg - Issue #0016

Every day, whether you realize it or not, you are selling an idea. Maybe it is convincing a friend to try your favorite restaurant, getting a professor to extend a deadline, or pitching yourself in a job interview. Selling ideas is not just for entrepreneurs or marketers; it is for everyone.

Last week, I had the privilege of speaking to my daughter’s entrepreneur class at UIC about how to craft a clear, concise, and compelling pitch. I broke down a powerful framework that applies to business, careers, and life itself. Today, I am sharing it with you.

Before I dig in, I first want to point out some synchronicity that is too good to pass up…

I expect synchronicity to show up in my life. It’s the wink of the Muse in my opinion and I’ve turned it into a game.

Here’s what gave me a chuckle on March 19…

1) You hopefully know the name of the weekly musing you are reading right now…SPARK Insights.

2) My core offer is called a SPARK Session.

3) If you Wordle, the word of the day on March 19 was…

4) There’s a 4th not-so-hidden Spark in this newsletter but I’ll give you a hint anyway…what do you think the name of the “series” I was invited to speak for at my daughter’s college class?

Happy hunting!

The Three Key Players in Every Pitch

Whether you are standing before an investor, interviewing for a job, or simply persuading a friend, every pitch involves three roles:

• The Seller (You): The person presenting the idea. The only part of the process you control.

• The Buyer: The decision-maker who needs to be convinced.

• The Benefactor: The group or individual who benefits when the idea is adopted.

Here is the mistake most people make: They focus only on the Buyer and forget the Benefactor.

Example: The Job Interview

Imagine you are interviewing at Starbucks for a barista job.

• Seller: You want the job. You focus on your skills and enthusiasm.

• Buyer: The hiring manager needs reliable employees who fit the store’s culture.

• Benefactor: Starbucks customers expect fast, friendly service.

If you only focus on why YOU want the job, you are missing the bigger picture. Instead, align your pitch with the Buyer’s needs and the Benefactor’s desires. When you say, “I love making people’s mornings better with great coffee and service,” you are showing alignment between all three parties. That is when magic happens.

How to Read Your Audience: The Power of Open-Ended Questions

One of the most effective ways to align your pitch is by asking the right questions. Instead of assuming what your audience values, let them tell you. Open-ended questions help you uncover hidden motivations and create stronger connections.

Examples of Powerful Open-Ended Questions:

• What is the biggest challenge you are facing right now?

• What would make this idea even more valuable for you?

• How do you see this fitting into your current goals?

The best pitch is not about convincing someone; it is about connecting with what they already believe, value, and desire.

The Art of Active Listening

Asking open-ended questions is just the first step. The true magic happens when you listen deeply to the answers. Great communicators do not just wait for their turn to speak; they absorb, reflect, and respond in a way that builds trust and connection. Here is how you can improve your active listening skills:

• Pause before responding – Give yourself a moment to process their answer.

• Reflect back what you heard – Say, “So what I am hearing is…” to confirm understanding.

• Ask clarifying questions – Dig deeper with, “Can you tell me more about that?”

When people feel heard, they are far more likely to engage with and embrace your ideas.

The Currency of Ideas: What Makes a Pitch Valuable?

Think of ideas like currency. Their value depends on how well they connect to three things:

• Beliefs – What assumptions or truths do people already hold?

• Values – What principles or priorities guide their choices?

• Desires – What specific outcomes do they want?

Example: Pitching an Event

You are pitching a new campus event. You believe it is fun and engaging. But the student board values academic alignment and desires higher student participation. To succeed, connect your pitch to their beliefs, values, and desires.

Instead of saying, This event will be fun, say: This event will help students build valuable career connections while having a great time.

Now, you are speaking their language.

The Secret Sauce: Story and Emotion as Idea Fuel

Facts tell, but stories sell.

You might have all the logic and data in the world, but without an emotional story, your pitch falls flat. People remember emotions more than facts. That is why the most successful TED Talks, brand campaigns, and sales pitches are built around compelling stories.

Example: The Entrepreneur’s Origin Story

Amy was a stay-at-home mom who loved CrossFit. She had a practical problem that many active women faced but few had solved. Her headbands would slip off during intense workouts, and none of the options she tried could absorb sweat effectively.

Frustrated by the lack of a solution, she took matters into her own hands. She experimented with different fabrics, sewing prototypes at her kitchen table late at night while her kids slept. After countless trials, she created a headband that finally worked. It stayed in place and absorbed sweat, keeping her comfortable and focused during workouts.

When she wore it to her CrossFit class, her friends noticed and immediately wanted one. She began making them in small batches, initially selling to friends and local gym-goers. The demand grew quickly, and soon, she and her husband realized they had stumbled onto something much bigger.

They launched Bolder Band Headbands from their home, selling online and at fitness events. Within three years, what started as a personal solution had become an eight-figure business, with thousands of loyal customers who swore by the product.

The reason this story energized the marketplace is that Amy related well to her market and offered a real solution to a problem. But more than that, many women identified with her beliefs, values, and desires: staying fit, loving her family, and having workout accessories that are both fashionable and functional.

Her story was not just about a product; it was about a lifestyle and a shared experience that resonated deeply with her customers.

If you want people to buy into your idea, make them feel something.

Real-World Pitch Scenarios

Convincing Friends to Go to a Concert

Beliefs: Live music is fun and energizing.
Values: Shared experiences, spontaneity.
Desires: A great night out.

Wrong: Come on, it will be fun!
Right: It is a new venue, cheap tickets, and we will make amazing memories.

Acing a Job Interview

Beliefs: Employers want reliable, skilled team members.
Values: Culture fit, work ethic.
Desires: Hiring the best person for the job.

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Wrong: I really need this job.
Right: I love creating great customer experiences, and I know my skills can add to your team’s success.

Pitching to an Investor

Beliefs: Investors want a profitable, scalable idea.
Values: Return on investment, market demand.
Desires: High potential for success.

Wrong: I think my app is great.
Right: College students lose 500 dollars a year in overdraft fees. Our budgeting app helps them track spending and avoid fees. We have already helped 5,000 students, and we are just getting started.

How to Stay Calm When Pitching

It is normal to feel nervous before an important pitch. The pressure can be intense, but these strategies can help:

• Be prepared – Knowing your material builds confidence.

• Practice intentional breathing – Use deep, controlled breaths to regulate your nervous system.

• Detach from the outcome – Reframe rejection as redirection. A “no” is not failure; it is opening the door to the right opportunity.

• Visualize success – Picture yourself delivering your pitch with confidence.

• Shift your focus – Instead of thinking about yourself, think about the value you are offering others.

The more you practice these techniques, the more natural and effortless your pitches will feel.

Your Challenge

Think about an idea you are trying to sell right now. Maybe it is a new project, a job opportunity, or even a relationship decision. How can you apply these principles to make your pitch more powerful?

Hit reply and tell me: What is your biggest challenge when selling an idea?

Light and Love,
Coach Reg

P.S. I hope you enjoyed the SPARK synchronicity. What synchronicities are showing up for you lately?