Dragon’s Den is a show where budding entrepreneurs pitch their ideas to a group of successful business people in the hope of winning some investment.
The show fascinates me. I love spotting academic theories about influence and negotiation being played out in real life. The show also demonstrates how more psychologically flexible entrepreneurs tend to be more successful in their pitches. Professor Frank Bond has done some cool research at the BBC to support this idea.
There seem to be a few key principles if you want to get the approval of the investors.
1. Consider the perspective of the investors (Why would they want to invest? What will they gain?); potential customers (Why would they buy?) and competitors (How easy would it be for them to steal my idea?). Perspective taking is a key aspect of psychological flexibility.
2. Hold ideas like ‘This is a brilliant idea and I am going to be incredibly successsful‘ lightly. Fusing with these sorts of thoughts seems to increase the risk of throwing good money after bad and doesn’t seem to convince others.
3. Understand the difference between solid, real world facts and what your mind is telling you. Others find facts much more convincing than your opinion. Smart business people consider the facts (Sales figures, profits, awards won) when they make decisions.
4. Learn to perform well even when you are feeling incredibly anxious. This is a great strength of the ACT approach. ACT teaches people how to perform even when they are feeling strong emotions. Rob and I have a course on this.
5. When you are having an important conversation – really listen to what the other person is saying. Get present with them and give them your full attention. Be open to their feedback and also be willing to give them facts that might change their mind.
6. Know your values and live those values in the interaction. You then come across as vital, authentic and trustworthy (assuming those are your values!)
7. Know how this ‘pitch’ fits with what you want your life to be about. Is this a drive to make money or does it connect to something deeper?
7. Demonstrate willingness. What are you prepared to do to make your idea successful? Live on very little money? Work hard? Face rejection? Acknowledge what you don’t know and ask for help?
Here is someone who nailed it – sadly he completely misses the reason he nailed it.
2 thoughts on “How to Pitch an Idea (or, How ‘Dragon’s Den’ Relates to ACT)”
I’m so glad you’ve put the first point first, Rachel…
The obsession with selling has led so many people thinking about what they want to tell and how to tell it, rather than first and foremost listening to what the client wants, and what his concerns are…
I also think that we can take for granted too quickly that we have taken the perspective of the other, and start filling in “for the other” what actualy comes from our perspective.and metaphors.
This is partly why I find the Clean Language approach to client-generated metaphors so helpful.
I hope to elaborate on some of this soon,