Going Up?


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Going Up?

  1. 1. Going up? The fine art of the elevator pitch Steve Lawler 3P PWT Sponsored by BounceBack and The Royale May 26th, 7-9 pm Bouncebackstl.net
  2. 2. P.I.T.C.H. <ul><li>A simple 5 step pattern for pitching. </li></ul><ul><li>Is it: </li></ul><ul><li>P ersonal? - speaks to who they are ( Mr. Jones you’re an assh*le ) </li></ul><ul><li>I nteresting? - gives them something beyond what they know ( Statman ) </li></ul><ul><li>T rue? - it’s a pitch not spin ( Every Picture Tells a Story ) </li></ul><ul><li>C atchy? - gives them a way to remember ( My 3 P’s ) </li></ul><ul><li>H elpful? - leaves them with something of value? ( My dinner without Andre ) </li></ul>
  3. 3. P .I.T.C.H. A simple 5 step pattern for pitching <ul><li>“ Mr. Jones you’re an assh*le” </li></ul><ul><li>The Set-up: Young associate in a consulting firm on his last day at work </li></ul><ul><li>The Pitch </li></ul><ul><ul><ul><li>Introduction </li></ul></ul></ul><ul><ul><ul><li>Tenure & Productivity </li></ul></ul></ul><ul><ul><ul><li>Observation </li></ul></ul></ul><ul><li>The Outcome </li></ul><ul><ul><ul><li>Offer and re-hire </li></ul></ul></ul><ul><li>Is it P ersonal? Does it speaks to who he really is? </li></ul>
  4. 4. P. I .T.C.H. A simple 5 step pattern for pitching. <ul><li>“ Statman” . </li></ul><ul><li>The Set-up: Job seeker in finance after lunch </li></ul><ul><li>The Pitch: </li></ul><ul><ul><ul><li>The question - “are you talking about the EU data?” </li></ul></ul></ul><ul><ul><ul><li>The source- “a site that covers it well” </li></ul></ul></ul><ul><ul><ul><li>The product - “before we closed shop” </li></ul></ul></ul><ul><ul><ul><li>The offer - “sorry to interrupt” </li></ul></ul></ul><ul><li>The Outcome: </li></ul><ul><ul><ul><li>an interview </li></ul></ul></ul><ul><li>Is it I nteresting? Does it gives them something beyond what they already know? </li></ul>
  5. 5. P.I. T .C.H. A simple 5 step pattern for pitching <ul><li>Every Picture Tells a Story </li></ul><ul><li>The Set-up: Garage.com Start-up Boot Camp </li></ul><ul><li>The Pitch: </li></ul><ul><ul><li>VC’s and complexity </li></ul></ul><ul><ul><li>Something like this? </li></ul></ul><ul><ul><li>We do that. </li></ul></ul><ul><ul><li>We are here with a team, what’s Tuesday like? </li></ul></ul><ul><li>The Outcome: </li></ul><ul><ul><li>A partnership </li></ul></ul><ul><li>Is it T rue ? Is it’s a pitch or is it spin? </li></ul>
  6. 6. P.I.T. C .H. A simple 5 step pattern for pitching <ul><li>My 3 P’s </li></ul><ul><li>The Set-up: Priest, Professor Psychologist </li></ul><ul><li>The Pitch: </li></ul><ul><ul><li>What do you do? </li></ul></ul><ul><ul><li>The 3 P’s </li></ul></ul><ul><ul><li>Help people play well together. </li></ul></ul><ul><li>The Outcome: </li></ul><ul><ul><li>Work like this with folks like you, BounceBackStL.net and The Royale! </li></ul></ul><ul><li>Is it C atchy? Does it give you a way to remember </li></ul>
  7. 7. P.I.T.C. H . A simple 5 step pattern for pitching <ul><li>My Dinner without Andre </li></ul><ul><li>The Set-up: (grunt) working the room </li></ul><ul><li>The Pitch: </li></ul><ul><ul><ul><li>That’s what I want? </li></ul></ul></ul><ul><ul><ul><li>St Louis pizza and the other options </li></ul></ul></ul><ul><ul><ul><li>I’ve got the car </li></ul></ul></ul><ul><li>The Outcome: </li></ul><ul><ul><ul><li>Pizza and beer with Professor Gardner and a recommendation for publication. </li></ul></ul></ul><ul><li>Is it H elpful? Did it leave him with something they can use? </li></ul>
  8. 8. Some simple things to remember <ul><li>Personal - it’s about them. </li></ul><ul><li>Interesting - tell them something they don’t know. </li></ul><ul><li>True - enough said. </li></ul><ul><li>Catchy - rise above the noise and stay there. </li></ul><ul><li>Helpful - serve before you sell. </li></ul>Practice, Practice, Practice … A good ad which is not run never produces sales. Leo Burnett If what you are selling is what they really need, then you are not selling, you are serving. Steve Lawler