"Once people are hooked by what you do, they will want more. **The goal is to make a scheduled time to deliver a ‘presentation pitch’.** This could range from a few minutes to a few hours, depending on the circumstances. A presentation pitch can’t be left to chance. When you have a captive audience you must be prepared to cover your bases. You also can’t sound ill-prepared. **You must know your pitch so well that it comes from your heart more than your memory. This means you need to write out a presentation pitch, learn it and practise it until you own it.** You know you have it when you can talk passionately about your topic for three minutes or three hours without much preparation. Getting to this point requires you to start with some structure." ([Location 993](https://readwise.io/to_kindle?action=open&asin=B00NVQE4T8&location=993)) --- **Tags** -- [[quotes]], [[marketing]], [[networking]], [[sales]], [[law-firm-business]] **Source** -- [[20250303112500 - B - Key Person of Influence]]