How to Win Pitch Contests and Outperform Other Presenters — Dale Carnegie Tokyo

As Japan gradually emerges from Covid, business events with live audiences are returning. When I was unexpectedly invited into a Chamber of Commerce pitch contest—thanks to several contestants withdrawing due to Covid—it reminded me how different and strategic live pitching really is.

In-person contests require sharper planning, stronger performance, and a deliberate strategy to stand out from all other presenters.

Mini-Summary: Live pitching is back, and it requires intentional preparation to outperform competitors.

I was placed in the middle of the pitching order. That is the least desirable slot. The two best positions are:

• First: You set the benchmark. Everyone else is compared (unfavorably) to you.

• Last: The strongest psychological advantage. You deliver the final impression before voting.

Placement matters because impressions anchor decision-making. If you can choose, choose first or last.

Mini-Summary: Go first or last—those speakers win the attention game and control audience memory.

With only ten minutes to pitch, slides can either help—or destroy—your impact. Many presenters overloaded their slides with:

• Walls of text

• More text

• Even more text

• Zero emotional or visual engagement

One contestant ran a people-based business but showed no photos of people. No customers. No happiness. No emotional proof.

The brain must work to read text. Images, however, communicate instantly and emotionally.

Mini-Summary: In short pitches, text-heavy slides kill engagement. Visuals win.

Instead of selling your company directly, give value first.
I handed out wallet-sized cards titled “6 Impact Points for Persuasive Power” to everyone before my pitch.

This approach:

• Demonstrated credibility

• Provided immediate value

• Positioned me as an expert before I even spoke

Content marketing works in pitches because it changes the psychological frame from “sales pitch” to “useful learning”.

Mini-Summary: Give value first—content marketing builds trust faster than self-promotion.

At the start of my talk, I explained that persuasion power is essential for:

• Leaders

• Salespeople

• Colleagues

• Anyone needing cooperation

Now the pitch appeals to 100% of the audience, not a small subset.
I briefly mentioned Dale Carnegie’s 60 years in Japan—just enough credibility, without making the pitch about us.

Talking endlessly about your own company is boring and ineffective. People care about themselves, not your organization.

Mini-Summary: Expand the topic so everyone benefits—your pitch becomes universally relevant.

Here’s what separated my pitch from the others:

• No PowerPoint—so all attention stayed on me

• A universally applicable topic

• A demonstration of the principles in real time

• A physical takeaway (the 6-point card)

• Authentic delivery that matched the message

Audience members felt the credibility gap between my talk and the presenters before and after me.
The speaker following me even admitted publicly: “He’s going to be hard to follow.”

She was right.

Mini-Summary: When you “walk the talk,” the credibility gap becomes obvious—and you win.

One presenter offered printed PowerPoint copies (A4 size). Nobody wanted them.
They were bulky, boring, and not useful.

Meanwhile, my pocket-sized card:

• Was attractive

• Fit into a wallet

• Contained actionable value

• Reinforced my message

• Was actually kept

That was intentional—not accidental.

Mini-Summary: High-value, portable takeaways reinforce your pitch long after the event.

Even if it isn’t labeled a contest, it always is.
The audience compares speakers. They remember the best one. They vote emotionally—whether officially or not.

So take the mindset:

“I am competing with every other speaker. I must win.”

Approach every shared stage with that intention—and prepare accordingly.

Mini-Summary: If multiple presenters are speaking, assume it is a contest—and position yourself to win.

• Live pitching is back—prepare strategically to stand out.

• Choose to speak first or last if possible.

• Avoid text-heavy slides; use visuals or skip slides entirely.

• Use content marketing principles to deliver value immediately.

• Demonstrate your message through your actions, not just your words.

• Provide a memorable, portable takeaway to reinforce your pitch.

• Always assume you’re in a competition—prepare to win.

Strengthen your pitching, presenting, and persuasive communication skills with Dale Carnegie Tokyo.

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Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has been empowering both Japanese and multinational corporate clients ever since.