“Answer the SMALL man” – Art of pitching

“Art of the Start” by Guy Kawasaki mentions some very important points on “pitching” for entrepreneurs.

One such concept is “Answer the Little Man”.

When you are trying to make a point , be it in a presentation to a venture capitalist or to an audience , always imagine a SMALL MAN sitting on your shoulder and asking the question ” SO WHAT “ after every point is made.

This way we would make more relevant & easily understandable comments.