forty pitches a day... how to improve your sales pitch fast

on a call today an investor who runs a bitcoin-backed lending platform pushed back on me, and he was right to.

i'd been walking him through why i pair cold email with an invite to the show. he listened, then told me what his vc friends say about cold inbound. it goes straight to the bin.

he's always done business the old way. conferences. events. people in a room. and he gave me his condition in one line.

"as long as it's not spammy, because it's interesting, right?"

that's the whole debate, and i'll come back to it. but first the part most founders miss about how to improve your sales pitch.

you don't fix a pitch by rewriting it in a doc.

you fix it by saying it so many times that the weak parts get exposed in a week instead of a quarter.

if you pitch twice a month, you get twenty four tries a year. each one is precious, so you rehearse, you polish, you protect it. and you learn almost nothing, because two data points a month can't tell you which sentence lost the room.

if you pitch forty times a day, the pitch stops being precious. it becomes an experiment. you notice the line where people lean in. you notice the line where their eyes go to the other tab. you cut it tomorrow. by friday you've run more tests than most founders run in a year.

volume is error correction. that's what i told him... pitching forty times a day instead of two times a month gives you exponentially more data and more chances to be wrong in useful ways.

it's like learning a language. you can study grammar for a year, or you can move to the country and get corrected by strangers forty times a day. one of those makes you fluent.

i got so convinced by this that one sunday i scaled to two thousand mailboxes. one sunday.

but here's where his pushback lands. volume of the wrong thing is just spam at scale. forty pitches a day asking strangers for money or meetings burns your name forty times a day.

so the volume has to ride on something people want to receive.

that's what the show is for. i'm not emailing forty people a day asking them to buy something. i'm inviting them to talk about what they know. most say no, some say yes, and every conversation teaches me how they think about their problem in their own words. my pitch gets sharper because i'm listening forty times a day, not talking.

i told him how far i've gone with it.

"if you don't do the podcast, i won't take you on as a customer. like that's how much i believe in it now because i've seen the numbers and the conversions"

that's not a sales line. it's a filter. the invite is what keeps the volume from turning into the thing his friends throw in the bin.

and his world and mine aren't as far apart as they sound. a conference is just volume with a name badge. you walk the floor and have forty conversations in a day. the show is a conference that never closes, where the other person gets a stage.

long term, the pitch you're giving in a year will be built from every conversation you have between now and then. the only question is how many you let yourself have.

if you want to see how the invite-first engine runs, it's on the gtm page.

so count them honestly. how many times did you say your pitch out loud this month... and what did the last ten teach you?