Stop Chasing, Start Attracting: Pitch Anything Strategies to Win More Deals

Guy Poreh - Founder of Playground and partner in 5 Eyes Ventures

The Chase Is Dead. Long Live Attraction.

You've been there: crafting the perfect follow-up email, nervously waiting for a prospect to call back, or rehearsing your pitch for the tenth time. The traditional sales playbook tells you to chase, pursue, and convince. But what if everything you've learned about selling is backwards?

As founders and entrepreneurs, we're constantly pitching—to investors, clients, partners, even potential employees. Yet most of us are doing it all wrong. We position ourselves as the needy party, desperate for attention and approval.

Oren Klaff, in his game-changing book "Pitch Anything," flips this dynamic on its head. Today, I'm sharing how you can transform your pitching approach from desperate chasing to magnetic attraction—with specific, actionable steps you can implement in your very next meeting.

Why Your Current Pitch Isn't Working

Before we dive into solutions, let's diagnose the problem. Most founders make three critical mistakes when pitching:

1. You're entering their frame - You walk into a room and immediately play by their rules, their timeline, and their expectations

2. You're overwhelming with information - You dump features, specs, and details, triggering what Klaff calls "cognitive overload"

3. You're selling to the wrong brain - You're presenting logical arguments to a decision-maker whose primitive "croc brain" makes the initial judgment in seconds

The result? Your brilliant idea gets dismissed before you've even finished explaining it.

Playground - Master Frame Control

Step 1: Master Frame Control (Or How to Stop Being the Supplicant)

Frame control is the single most powerful concept in Klaff's methodology. A frame is simply the context in which your interaction takes place. Whoever controls the frame controls the outcome.

Actionable Tactics:

• Use the Power Frame: Walk into any meeting with the energy of someone who has something valuable to offer—not someone begging for approval. This subtle shift in posture, tone, and introduction establishes dominance.

• Deploy the Time Frame: Start with: "I've got exactly 20 minutes to share something that's working exceptionally well for companies like yours. Should we dive in?" This immediately positions you as someone whose time is valuable.

• Practice the Intrigue Frame: Instead of answering every question directly, respond with: "That's an interesting question. Let me show you something related that will make that clearer." This keeps you in control of the conversation flow.

Real Founder Example:

When meeting with a potential client, instead of saying "Thanks so much for meeting with me today," try: "I appreciate you making time. I've been looking forward to sharing how we've helped three companies in your industry increase revenue by 32% in just 60 days. I've got about 20 minutes to walk you through it—sound good?"

Step 2: Tell a Story That Bypasses Resistance

The human brain is wired for stories, not statistics. Yet most founders lead with data, specs, and features—information that triggers skepticism and analysis paralysis.

Actionable Tactics:

• Craft a 3-Act Narrative: Every pitch should follow a simple structure: Status quo → Problem/disruption → Resolution your solution provides

• Keep it Under 20 Minutes: Klaff is adamant about this. After 20 minutes, attention wanes dramatically and the "croc brain" starts looking for escape routes

• Use Pattern Interrupts: Every 3-4 minutes, change your tone, ask a question, or introduce a prop to reset attention

Template You Can Use Today: "For [your target customers] who are frustrated with [specific problem], our [product/service] provides [key solution]. Unlike [competitor approach], we deliver [your unique advantage] which results in [concrete benefit]."

Step 3: Create Magnetic Intrigue with the "Why Now?" Frame

One of the most powerful tools in your pitch arsenal is creating a sense of timeliness. This isn't about fake scarcity—it's about articulating why the stars have aligned to make your solution particularly relevant right now.

Actionable Tactics:

• Identify 3 Converging Forces: Name specific market trends, technological shifts, or regulatory changes that make your solution timely

• Use the Hot Cognition Trigger: Present your idea as something emerging and gaining momentum that the listener doesn't want to miss

• Deploy the Exclusivity Angle: "We're currently working with just three partners in this space as we refine our approach..."

Real-World Example: "The reason this solution matters now more than ever is the convergence of three market shifts: First, the new privacy regulations have eliminated traditional lead generation methods. Second, AI has made personalization at scale actually possible. And third, consumers have developed complete banner blindness to conventional advertising. This perfect storm is why our approach is generating 3x results for early adopters."

Step 4: Position Your Solution as "The Prize"

The most counter-intuitive aspect of Klaff's approach is the prize frame. Instead of desperately trying to convince someone to buy from you, you position your solution as the prize they need to qualify for.

Actionable Tactics:

• Create Qualifying Criteria: "We typically work with companies that have X, Y, and Z characteristics. Do you fit that profile?"

• Use Strategic Mild Pushback: "I'm not sure if we're the right fit for you. Let me ask a few questions to see..."

• Deploy the Takeaway: "This isn't for everyone, and we're selective about who we work with. Let's see if there's alignment here."

When you position your solution as the prize, you activate the prospect's desire to pursue rather than be pursued. This psychological flip is transformative.

Step 5: Create an Emotional Connection That Bypasses Logic

All decisions are made emotionally and justified logically. Yet most founders focus exclusively on logical arguments, forgetting that the primitive "croc brain" guards the door to deeper consideration.

Actionable Tactics:

• Use Concrete Sensory Language: Replace abstract concepts with tangible descriptions that can be seen, felt, or experienced

• Tell Success Stories: "One founder we worked with was in exactly your position six months ago. Here's what happened after implementing our approach..."

• Create Contrast: "Most companies in your position try X, Y, and Z—with predictably disappointing results. Here's why our approach is fundamentally different..."

Step 6: Get to Decision Without Neediness

The final phase of any pitch is getting to a decision—without appearing needy or desperate, which triggers resistance.

Actionable Tactics:

• Use the Forced Choice Close: "Based on what we've discussed, does it make more sense to start with option A or option B?" (Note that "no" isn't one of the choices)

• Deploy the Takeaway Close: "Given your current priorities, this might not be the right time. Should we revisit in a quarter, or would you prefer to see how we could adapt this to your immediate needs?"

• The Ownership Transfer: "At this point, most partners we work with typically have one of two reactions. They either see the clear alignment and want to discuss next steps, or they recognize it's not quite right for their current situation. Which camp are you in?"

Guy Poreh in a suit. Very Rare Sighting

From Theory to Practice: Your Next 48 Hours

The beauty of Klaff's approach is that you can implement it immediately. Here's your 48-hour action plan:

Day 1:

• Rewrite your standard pitch using the framework above

• Identify the current frames you're falling into

• Craft your "Why Now?" story with three converging forces

Day 2:

• Practice frame control with a colleague

• Refine your qualifying questions to position your solution as the prize

• Schedule one pitch where you'll implement these techniques

The Counterintuitive Truth About Selling

The most powerful shift in Klaff's methodology isn't a specific tactic—it's the fundamental understanding that neediness repels while strength attracts. When you position yourself as the prize, qualify the prospect, and maintain frame control, you create the space for them to pursue you.

This isn't manipulation—it's human psychology. And it works whether you're pitching to VCs, enterprise clients, or potential partners.

The founder who masters these principles doesn't just close more deals—they close better deals, with partners who value what they bring to the table. And that's the ultimate shift from chasing to attracting.

Ready to transform your approach to selling? Start with your very next conversation. The results might surprise you.

Want more strategies to elevate your business development approach? Check out our guide on how to build real trust and growth or learn about the secret path to raising money from angel investors.