I want you to stand up and find a partner – preferably someone you don’t know. Shake hands. Keep holding hands and keep eye contact till I say stop Now I want you to give each other a compliment. – PRESENCE!
Today, I’m going to have an emphasis on ARGUMENTATION – because what you want to do with your presentation is to CONVINCE, because the way you convince an audience is by having a GOOD AND WELL REASONED ARGUMENTATION.
PREPARATION 1) The 5 elements are connected! 2) Consider your role as a speaker – how do you want to be conceived by your audience? Refelcted, technical skilled, business mind, idealist? 3) Consider your audience – what do they know of you and your topic? What can catch their interest? ETEQ tomorrow, today a holistic view. 4) What is the nature of your topic? Is it technical? Easy or complex to understand? What emotions are connected to it? – do people know much or little about it? 5) Medium – short pitch! 6) Language – technical, straight forward, how does it reflect you, the audience and the topic? EXERCISE: consider the situation.
What do you think is the most important to say to an investor/judge/user? –– Customer pain, value proposition, and how to realistically make it happen. Scaleability and money. USER perspective – if we don’t understand it from a user perspective it is difficult to see the potential. ETEQ, Investor/judge?
You can’t just present your business model and explain it – you need to make people understand it and want it – you need to appeal both to their brain and common sense and to their emotions as well. NEMDOSE: ETHOS: Three different studys gives a competent team, the pitcher was very much engaged with the audience, seemed knowledgeable and seemed caring; LOGOS: common sense – one size does not fit all, they targeted hospitals, numbers about the industry; PATHOS: Appealed to emotions of caring, storytelling about children that were hospitalized – did not emphasize it to much – to extreme a pathos appeal in this case could have been overwhelming.
The speaker’s credibility: WISE, NICE & ENGAGED
FACTS; COMMON SENSE, STATISTICS. Make sure to use statistics that are RELEVANT
– ENGAGING, MOVING – we are not just rational beings, we are emotional. – Be aware that there are almost always EMOTIONS CONNECTED TO A TOPIC – how can you use them to your advantage? And how can you make sure that they are favorable to your case? – POSITIVE emotions better than pathetic EXERCISE: 2 minutes per appeal. We want to generate a lot of arguments, later we figure out which to use.
SHOTGUN VERSUS CANNONBALL – retorik der flytter stemmer! study SHORT pitch, short message!
ONELINER EXERCISE: 2 minutes to come up with a one-liner – what is your main message. Tell another team – do they understand it? Do they want to hear more?
Rather FEW strong arguments than more weak. If people doubt one argument, they doubt them all. KILL YOUR DARLINGS EVT. EXERCISE: Choose your strongest arguments. Reconsider theese when you’re done here today and when you hear what ETEQ say tomorrow.
If there is a huge DOUBT/QUESTION concerning your business, adress it in your pitch – if you include it and have a answer to it, your argumentation will be stronger, and you will be perceived as reflective. If you don’t say it, and they just keep thinking of it, they will doubt your business more than they need to. ONE DOLLAR SHAVE CLUB – he actually adresses their perceived weakness from the beginning – if it’s cheap, is it then any good?(fucking great–appeal ethos and pathos) EXERCISE: What is the greatest weakness in your project? How can you make amends?
– TELL THEM WHAT YOU’RE GOING TO SAY – SAY IT – TELL THEM WHAT YOU JUST SAID ONE DOLLAR SHAVE CLUB
Style and content are connected – they work together. Concrete examples and stories have an ARGUMENTATIVE EFFECT – they can create the basis for a GENERAL point, and they can ILLUSTRATE a point and thereby make it more present for the audience – you want them to understand and ENGAGE EXERCISE?
Prepare, in about … minutes I will tell you a bit about body and voice and we will have a very short warm up before the first pitches starts.
Don’t have a monotone tone of voice Make sure to articulate proporly
ROOTS one meter into earth Shoulders back and down Line from the top of your head and up Stomping 5 times Breath in through your nose and make an s-sound when your exhale – 3 times Hands on your diaphragm – HA HA HA Ba ba, pp pp, ring rang, wible woble. We will win.
The perfect pitch
VOICE & BODY