Q: Hawking products like OxiClean has made you arguably television’s most famous pitchman. So what makes a great pitch?
A: A great pitch has to be concise. It has to have a little bit of humor. It has to have a reason to be there. At the end of it, it has to have a call to action, like to purchase something.
Q: How should a job candidate pitch himself during an interview?
A: Before you even open your mouth, you want to make sure you look sharp. Then, don’t sell me — tell me. I’ll often work a story into my pitches. It brings a level of interest and intrigue to you as an individual. Don’t rattle off your résumé. Get into why you can do a great job.
Q: What about people who need to pitch themselves in a networking situation?
A: You’ve got to get to the point quickly. Someone will ask me, “What does the Swivel Sweeper do?” “It’s the lightweight, easy-to-use, portable picker-upper that picks up forwards, backwards and side to side. It’ll pick up cat hair, dog hair, long hair, short hair, your hair or my hair. And it’s available for two easy payments of $19.99. How many would you like?” I’ve got it down. By knowing your pitch like that, you’ll make people laugh. They’ll want to know everything.
Q: How is making a presentation in a meeting different from a one-on-one situation?
A: You’ve got to raise the level of excitement. You’ve got to project your voice. Eye contact is critical. Your posture’s got to be great. And be prepared to answer any questions. When you’re pitching, there’s always someone [who] doesn’t want to buy, and they have legitimate questions.
Q: Are people too aggressive when they’re pitching, or is the opposite the case?
A: Some people are a little aggressive, and people will back off a bit. So you’ve got to practice your pitch. There’s nothing wrong with practicing with a friend or practicing in front of a mirror. Would you like yourself? A pitch is never final. It’s always evolving. My pitches are evolving on a daily basis.
Q: What do you tell people who find pitching distasteful or think they’re too shy?
A: Life’s a pitch. Whether you’re pitching for a job, whether you’re pitching for love, you’re always selling yourself in some capacity. It’s good to know how to do it well.