- Persuade & Raise
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- Platfall Effect
Systemic Traps
Read time 0.9 minutes
Many founders I meet insist that they need to be perfect, and their pitch needs to be perfect.
This could not be further from the truth.
Yes, you must have a good structure and a pitch correctly, but not perfectly.
In fact, being perfect will hurt you.
What is a Platfall Effect?
In 1966, researcher Elliot Aronson conducted a study that revealed an interesting phenomenon. In the study, an actor was filmed answering quiz questions. Following the quiz, the actor intentionally spilled coffee on himself. Surprisingly, viewers rated the actor as more likable after witnessing the coffee spill. This discovery highlighted the intriguing impact of a minor mishap on people's perceptions and judgments.
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How Can You Use This?
Don’t plan out your pitch word by word. Have guidelines, concepts, stories and outlines but go with the flow, talk off the top of your head and speak passionately. If you come across a pre-recorded salesman, it won’t help.
Don’t be nervous. The small slip up or mistakes won’t hurt you. The most important takeaway from this newsletter is that there is no reason to be worried; if you make a mistake, it is not the end of the world.
Own your mistakes; when you aren’t scared to admit your shortcoming, you can use them to display traits like courage, determination, and perseverance, all of which investors like to see in founders.
Example
A famous and recent example is the Cybertruck. Despite the failed pitch with Musk smashing the “unbreakable” window, the car became a viral sensation, Tesla sold many on pre-order, and Musk became more relatable through the incident.
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Onwards and Upwards,
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