Note the subtle but important difference from what most pitch advice tells you, which is to start with â€œthe problem.â€� When you assert that your prospects have a problem, you put them on the defensive. They may be unaware of the problem, or uncomfortable admitting they suffer from it.
But when you highlight a shift in the world, you get prospects to open up about how that shift affects them, how it scares them, and where they see opportunities. Most importantly, you grab their attention. As Hollywood screenwriting guru Robert McKee says:
â€¦what attracts human attention is change. â€¦if the temperature around you changes, if the phone rings â€” that gets your attention. The way in which a story begins is a starting event that creates a moment of change..