How to Pitch Your Invention with Confidence (and Get People to Say Yes)

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You have an idea. You did your research. Maybe you even built a prototype and filed for protection. Now comes the part that can make or break your invention journey: the pitch.

Whether you’re sharing your invention with a potential licensee, retailer, investor, or manufacturer, how you present your idea matters just as much as the idea itself.

I’ve pitched countless times — in boardrooms, at trade shows, and even across folding tables at inventor showcases. And every setting teaches you something new.
Here’s a photo of me pitching to Daymond John, a Shark from Shark Tank — a great reminder that no pitch is too small or too big to matter.

Let’s break it down so you can show up ready and win your listener’s attention, trust, and interest.

In this guide, I’ll teach you how to:

→ Start strong by leading with the problem
→ Show the transformation with a clear, simple solution
→ Speak their language based on who you're pitching to
→ Structure your pitch into a 90-second story
→ Handle questions with calm, confident answers
→ Follow up with professionalism and purpose

1. Start with the Problem (Not the Product)

People don’t remember a product — they remember how something made them feel. If you open your pitch by listing features, you’re missing your best shot to make an emotional connection.

Instead, start with the pain point. What common frustration does your invention solve? Make it relatable, and make it real. When someone nods in agreement, you’ve got them.

That kind of opening sparks recognition. The listener is now engaged — because you just described something they’ve experienced. It’s no longer your problem — it’s theirs, too.

This isn’t about drama. It’s about context. Set the stage for your solution by making your audience feel the inconvenience, cost, or inefficiency of the current status quo.

Ask yourself:

• What’s the everyday annoyance your invention eliminates?

• What’s the inefficiency or expense it solves?

• How can you describe it in a way that makes someone lean in?

Use real-world scenarios, not abstract ideas. Make the problem so clear they can almost feel it.

That’s not just a setup. It’s a hook. It invites your audience to care.

As I always say:

Start there, and you're already ahead of most pitchers in the room.

2. Show the Transformation

Now that your audience feels the problem — show them the payoff. This is where your invention steps in like the hero of the story.

You're not just introducing a product. You're delivering a transformation.

Clearly and confidently explain:

• What does it do?

• How does it work?

• What changes once it’s in their hands?

Don’t just list features. Focus on benefits. Paint the picture of what life looks like after your invention is in the world.

That one sentence tells us the function and the benefit. Less clutter, more convenience.

If you have a prototype — show it. People respond to visuals. They want to see it, touch it, imagine themselves using it. If you don’t have a working model yet, that’s okay. Renderings, drawings, even a simple animation or slideshow can still create a powerful impression.

And here’s the key: keep it simple and clear. You’re not trying to impress them with technical complexity. You’re helping them instantly understand what it does and why it matters.

A confusing explanation kills momentum.

That’s short, specific, and highlights how it works and why it’s different.

As I often tell inventors:

What’s the before and what’s the after?

Is it:

• More time saved?

• Less mess?

• Better performance?

• Peace of mind?

Make the transformation feel personal to your audience. Help them visualize themselves using your product — and wondering how they ever lived without it.

This moment in your pitch is where belief is built. If they see the value, the rest of your message will land stronger.

3. Speak Their Language

A pitch isn't a one-size-fits-all speech — it's a conversation tailored to the listener. To be effective, you need to know who you’re talking to and what they care about most.

Think of it like tuning a radio. You may have the right message, but if you’re not on the same frequency as your audience, they won’t hear it.

Let’s break it down by audience:

• If you're pitching to a licensee (a company that might bring your product to market):

Focus on marketability and differentiation. They want to know:

• Is this something people will want to buy?

• Does it stand out from what's already on the shelf?

• Can we easily manufacture and distribute it?

Use phrases like:

• If you’re meeting with a retailer:

They care about shelf appeal, price point, and turnover. You’ll want to talk about:

• What the packaging looks like

• Who it’s for (the target customer)

• How quickly it can sell

Try:

• If you're pitching to an investor:

Now it's about scalability, profit margins, and returns. Get to the business side of things:

• How big is the market?

• What are your cost estimates and projected profit?

• What’s your plan for growth?

Say something like:

🎯 Here’s the key:
Don’t use the same language with everyone. Do your homework. Research who you're speaking to, their business, what they've launched in the past, and tailor your pitch to address their goals.

As I often say:

That’s how you go from being interesting… to getting a yes.

4. Keep It Short and Structured

When it comes to pitching, less is more — as long as it's the right less.

A great pitch isn’t about dumping all your thoughts and data. It’s about delivering a clear, memorable, and actionable message in just a couple of minutes.

You need a structure. Think of it as your invention’s elevator ride to opportunity — and you’ve got about 60–90 seconds to get to the right floor.

Here’s the simple four-part framework I teach inventors:

1. Hook

Start with the problem. Not the backstory. Not your excitement. The problem.

This makes your audience lean in. It shows them you understand something frustrating or inefficient in their world.

2. Solution

Now introduce your invention as the fix.

This is your chance to shine — but only for a moment. Stick to what it does and why it works.

3. Why It Matters

Add in your differentiators — what makes this worth paying attention to.

Show them why your product stands out. Why now. Why this solves a real pain in a new way.

4. Call to Action

Tell them what you want next. Don’t be vague.

A pitch without a clear ask is just a speech. Know your goal and guide the conversation there.

🕒 Practice counts. Rehearse until you can deliver your pitch clearly and confidently. Record yourself. Time it. Trim the fluff.

Avoid jargon. Avoid detours. Avoid rambling stories about how your cousin inspired the idea on a beach in 2019.

Stick to what matters. You’ll sound like a professional — and they’ll treat you like one.

As I always tell my coaching clients:

5. Handle Questions with Grace

If you’ve made it through your pitch and someone starts asking questions — congratulations. That means they’re interested.

But here’s the thing: the way you respond can be just as important as what you pitched.

Think of the Q&A as your second chance to build trust. This is where inventors often go off-track. They get nervous. They talk too much. Or worse — they guess.

Don’t do that.

Instead, stay calm. Breathe. Answer what you can, clearly and confidently. And if you don’t know something? Be honest and respectful.

Here are some questions you should expect:

• Has this been done before?
  Be ready to talk about your research — what you’ve found and how your invention stands apart. Don’t bash other products. Focus on your differentiators.

• What stage are you at?
  Have your answer ready:

• What do you want from us?
  This is where clarity matters. Do you want licensing? Feedback? An introduction? Know your ask and say it plainly.

Whatever the question, remember: you’re not on trial — you’re in a conversation.

And when you don’t know the answer?

That kind of response shows confidence, not weakness. It tells them you’re professional, and that you take this seriously.

As I often remind my clients:

Treat questions as opportunities to strengthen your case — and build relationships that last.

6. Follow Up Like a Pro

The pitch might be over — but the conversation shouldn’t be.

In fact, how you follow up can make all the difference between a missed opportunity and a next meeting.

Whether you pitched to a licensee, a potential investor, or a manufacturer, it’s your job to keep the momentum going. That starts with one simple step: a thoughtful follow-up.

Here’s what that looks like:

• Send a thank-you note. Keep it short and genuine. A simple “Thanks for your time today — I appreciated the opportunity to share my invention with you” goes a long way.

• Recap the conversation. Remind them what you discussed, including any questions they had and how you addressed them.

• Attach promised materials. If you mentioned a sell sheet, prototype video, patent status, or market research — now’s the time to send it.

• Be clear about the next step. Whether it’s scheduling a follow-up call or getting feedback, make it easy for them to know what’s next.

Notice how that message is polite, professional, and most importantly — keeps the conversation moving.

Here’s another tip: follow up promptly. Don’t wait days or weeks to reach out. Within 24 hours is ideal. If they seemed especially engaged, even sooner.

In my experience, I’ve had more deals come from great follow-ups than great pitches. It shows you’re serious, organized, and reliable — three traits every partner looks for.

Remember:

So treat every pitch like the start of a relationship. And treat every follow-up like a bridge to what’s next.

Final Thoughts

You don’t need to be a natural-born speaker to pitch well. You just need a clear plan, a confident mindset, and the willingness to keep getting better.

Because every pitch is practice. Every conversation is a chance to sharpen your message, strengthen your delivery, and learn what works.

Even the best inventors I’ve coached didn’t start out as great presenters — they became great by doing it often, refining their approach, and staying open to feedback.

And no matter how your pitch goes, don’t take it personally. Not every “no” is about you — sometimes it’s timing, budget, or fit. Always stay professional and positive. You might be back in front of them again with your next big idea. Stay open to feedback and keep the relationship alive. A respectful follow-up today could lead to a “yes” tomorrow.

So here’s what I’ll leave you with:

• Keep it real.

• Keep it focused.

• Keep showing up.

And most importantly:

Your invention deserves to be heard.
So let them see it.
Let them feel the problem.
Let them want the solution.

Let them say yes.

What’s Coming Next?

Now that you know how to pitch with confidence, what happens if someone actually says yes?

In our next post, I’ll walk you through what to do when a company is interested in your invention — how to handle NDAs, present your materials professionally, and protect yourself during early negotiations.

It’s a critical moment. Let’s make sure you’re ready.

Inventively yours,
Brian Fried
The Inventor Coach

P.S. If you missed our last issue, it’s a must-read: How to Protect Your Invention Idea and Move Forward with Confidence — a practical guide on securing your invention and making smart next moves.

If you’re enjoying this series, share it with a fellow inventor — and make sure you’re subscribed to The Invention Playbook, the weekly newsletter packed with real-world tips, strategies, and encouragement for turning your idea into a product people want:
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