177. How to Successfully Pitch Your Business Using Behavioral Economics

The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics

A company's success nowadays is so reliant upon pitching and getting media coverage. Having a credible source say positive things about you and your company can be pivotal when it comes to whether your brand is going to be seen or not.

That is exactly why this episode of The Brainy Business is dedicated to giving you some concise tips on how to use behavioral economics to pitch your brand. I know pitching yourself can feel awkward, but when you understand the brain science it doesn't have to be, especially if you follow my tips!

I discuss different brain biases such as social proof, authority bias, familiarity bias, and really focus on availability bias. Availability bias is critical to pitching success. You can take advantage of it by predicting and paying attention to trends and finding a way to offer people a fresh perspective on them.

We close with three key points to keep in mind when pitching: (1) keep it short (2) be happy with your language and (3) follow directions. This and so much more in this episode, which will help you use behavioral economics to successfully pitch yourself and your business, so listen now...

Show Notes:

• [00:06] In today’s episode, I talk about using brain science to successfully pitch to media.
• [02:22] Pitching yourself can be awkward and uncomfortable, and there are brain biases that can explain why that is. Understanding them can help you turn them around and use them to your advantage.
• [05:05] There is good news – pitching doesn't have to be so hard if you use my tips!
• [07:20] I explain why media coverage and pitching are so important, beginning with social proof.
• [08:43] Authority bias leads us to believing that anything that the news or media reports is true or else it wouldn't be featured.
• [09:32] Familiarity bias makes us lean toward things that we already know or know of.
• [10:26] The final (and I would argue, most important) brain bias that is to your benefit when pitching is availability bias.
• [12:48] One of my favorite examples of availability bias is how travel to Norway drastically increased following the release of Disney's movie Frozen!
• [14:20] In order to take advantage of availability bias, you need to predict trends and offer something unique in relation to them.
• [16:30] Pitching to reporters can be stressful, but remember that reporters are people doing a job. You can be a resource to them they are thankful for if you connect with them properly.
• [19:06] A simple and easy habit you can create to make you a master at pitching by taking advantage of availability bias.
• [21:55] Recognize where you fit and where you can fill in gaps.
• [24:23] Remember to take advantage of familiarity bias! Get people to know who you are and like you before you ask for anything
• [25:41] I recommend signing up for HARO (Help a Reporter Out).
• [27:10] It's important to remember that not all of your pitches will land, but that only makes it that much more rewarding when they do.
• [27:43] I give you some key tips to keep in mind: (1) keep your pitch short and sweet, (2) be sure that you're satisfied with how your pitch is worded, and (3) follow directions that reporters put into their requests and do what they ask.
• [29:30] A quick and simple summary of all the tips in the episode.
• [31:03] Registration is now open for my Setting Brainy Goals course!

Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.

I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation.

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Get the Books Mentioned on (or related to) this Episode:

• Influence, New and Expanded: The Psychology of Persuasion, by Robert B Cialdini PhD
• Presuasion, by Robert B. Cialdini, PhD
• You’re Invited, by Jon Levy
• The Hype Handbook, by Michael F. Schein
• The Speed of Trust, Stephen M.R. Covey

Top recommended next episode: Availability Bias (episode 15)

Already heard that one? Try these:

• Familiarity Bias (episode 149)
• Confirmation Bias (episode 102)
• Framing (episode 16)
• Priming (episode 18)
• Optimism Bias (episode 34)
• Social Proof (episode 87)
• Reciprocity (episode 23)
• Herding (episode 19)
• Focusing Illusion (episode 89)
• Prefactual Thinking (episode 71)
• Bikeshedding (episode 99)
• Survivorship Bias (episode 110)
• Dr. Robert Cialdini and the (Now!) 7 Principles of Persuasion (episode 157)

Other Important Links:

• HARO - Help A Reporter Out
• Certificate in Applied Behavioral Economics at Texas A&M

Check out Melina’s award-winning book, What Your Customer Wants and Can’t Tell You on Amazon, Bookshop, Barnes & Noble, Book Depository, and Booktopia. Also, be sure to register for her upcoming Setting Brainy Goals course!