Presentation Delivery Principles of Tips on how to think like a Presenter Developing Your Elevator Speech John Fallon Presentation Skills Consultant

“ It doesn’t matter what you are selling; maybe it’s an idea for a new business, an existing product or service , or a project. It also doesn’t matter who you are selling it to; maybe they are an investor, a potential customer, or a potential client. In order to have a chance of closing the deal, you first need the audience to listen to what you have to say.” - Chris O’Leary

An “Elevator Pitch” is an overview of an idea, product, project, person or other Solution to a problem and is designed to get a conversation started.

An “Elevator Pitch” is designed to quickly catch the attention of the audience, persuade them to pay attention to what you have to say, and convince them that they want to hear more.

An “Elevator Pitch” answers the questions: What is it, Who needs it, Why do they need it future, and Who are you to see the problem and develop the solution?

An “Elevator Pitch” is Concise using as few words as possible

An “Elevator Pitch” is Clear so that it can be understood by anyone

An “Elevator Pitch” is Compelling by explaining the problem and the solution

An “Elevator Pitch” is Credible and explains why you are qualified

An “Elevator Pitch” is Conceptual and doesn’t go into too much detail

An “Elevator Pitch” is Concrete by being specific and tangible

An “Elevator Pitch” is Consistent by having each variation deliver the same basic message

An “Elevator Pitch” is Customized by addressing the specific concerns and concerns of the audience

An “Elevator Pitch” is Conversational by starting a conversation with an audience

An “Elevator Pitch” is designed to be a primer / intro to what you are selling

An effective “Elevator Pitch” is designed to give the audience just enough information to want to know more

Elevator Speech… Why 30 Seconds Time Constraint Attention Span Television and Radio The Sound Bite

Time Constraint

Attention Span

Television and Radio

The Sound Bite

Elevator Speech… Your Objective Know what you want to say Have a single, clear cut objective Find Your Objective Discover the “Hidden” objective

Know what you want to say

Have a single, clear cut objective

Find Your Objective

Discover the “Hidden” objective

Elevator Speech… Who’s Listening? Find the right person Know who you’re talking to Know your listeners and what they want

Find the right person

Know who you’re talking to

Know your listeners and what they want

Elevator Speech… The Right Approach How to get there How to find the right approach Objective and approach are essential to each other Know what you want, who can give it to you and how to get it

How to get there

How to find the right approach

Objective and approach are essential to each other

Know what you want, who can give it to you and how to get it

Elevator Speech… The Hook Find your hook Use humor as a hook Use a visual hook Start a “Hook” book Gets the audiences attention

Find your hook

Use humor as a hook

Use a visual hook

Start a “Hook” book

Gets the audiences attention

Elevator Speech… Your Subject How to develop your subject: Know your objective, listener and approach Ask yourself the following questions: What am I talking about? who is involved? where is it? when is it? why is it? how do I do it?

How to develop your subject: Know your objective, listener and approach

Ask yourself the following questions:

What am I talking about?

who is involved?

where is it?

when is it?

why is it?

how do I do it?

Elevator Speech… Your Subject Check your answers against these questions… do they reinforce/explain the objective? do they relate to the audience? do they correspond to my approach?

Check your answers against these questions…

do they reinforce/explain the objective?

do they relate to the audience?

do they correspond to my approach?

Elevator Speech… Ask for it Close the message: base the close on your audience Demand for action close: calls for a specific action within a time frame Demand for reaction close: a soft sell that uses the power of suggestion

Close the message: base the close on your audience

Demand for action close: calls for a specific action within a time frame

Demand for reaction close: a soft sell that uses the power of suggestion

Elevator Speech… Paint a picture Imagery- colorful images Clarity Personalizing Emotional appeal- touching the heart

Imagery- colorful images

Clarity

Personalizing

Emotional appeal- touching the heart

Elevator Speech… The Spotlight is on You First Impressions Style and Image: facial expressions, eye contact, posture, gestures, body movements, tone of voice, physical appearance and clothing Smile

First Impressions

Style and Image:

facial expressions, eye contact, posture, gestures, body movements, tone of voice, physical appearance and clothing

Smile

Elevator Speech… One or a Thousand Never memorize Never Read Outline your talk Rehearse Vary the message for variety

Never memorize

Never Read

Outline your talk

Rehearse

Vary the message for variety

Elevator Speech… Any Place, Any Time On the phone Answering machines Meetings Restaurants Toasts

On the phone

Answering machines

Meetings

Restaurants

Toasts

Bottom line… ALWAYS BE PREPARED