3 questions when pitching

When you put yourself forward as a job prospect or seek an introduction from someone, it’s best to be clear and to the point (graciously, of course).

When professionals approach me for guidance, I get them to answer these three questions as if the other person had asked them:

  • What can you do?
  • Why should I believe you?
  • Why should I care?

The first question gets you thinking more about your capabilities than your experience.

The second question helps you focus on what actually matters from your CV.

The third question invites you to consider why this matters to you, and what’s in it for the other person.

Once you’re comfortable with your answers, you can include them in a short note when you first reach out, or weave them through your conversation.


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