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Pitch Tips


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Overview of what makes a pitch or presentation successful.

Published in: Business
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Pitch Tips

  1. 1. 30tips30 Become a more effective presenter
  2. 2. Three Bad Assumptions <ul><li>Great ideas speak for themselves </li></ul><ul><li>Just Be Yourself </li></ul><ul><li>Words count </li></ul>
  3. 3. Assumption #1: Great ideas speak for themselves. <ul><li>A person listening to your idea may never know if that idea will work technically, or, if it can be produced efficiently, or, if it will truly solve a pressing need. </li></ul><ul><li>But, they will always sense whether the presenter was confident, sincere and likeable. </li></ul>
  4. 4. Assumption #2. Just be yourself. <ul><li>Presentations are business theatrics </li></ul>
  5. 5. Assumption #3: Words Count <ul><li>Determinants of communication impact </li></ul><ul><ul><li>Words </li></ul></ul><ul><ul><li>Voice (confidence and comfortable) </li></ul></ul><ul><ul><li>Non-verbal (posture, eye contact, gestures) </li></ul></ul>
  6. 6. 3 determinants of communication impact <ul><li>Words 7% </li></ul><ul><li>Voice (confidence and comfortable) 38% </li></ul><ul><li>Non-verbal (posture, eye contact, gestures) 55% </li></ul>
  7. 7. Words Irony <ul><li>We spend all of the time developing and rehearsing the words. </li></ul><ul><li>Spend time standing up presenting. </li></ul>
  8. 8. Bad Assumptions summary <ul><li>The pitch is as important as the idea. </li></ul><ul><li>Presenting requires business theatrics </li></ul><ul><li>Words matter but technique carries the day. </li></ul>
  9. 9. Technique
  10. 10. Posture
  11. 11. Posture at a table <ul><li>Chair seat all the way up. </li></ul><ul><li>Sit on the front edge. </li></ul><ul><li>Lean in slightly. </li></ul><ul><li>Arms on table. </li></ul><ul><li>Straight spine. </li></ul>
  12. 12. Smile
  13. 13. Smile
  14. 14. Smile
  15. 15. Smile!
  16. 16. Eye Contact
  17. 17. Eye Contact <ul><li>Eye contact wins people to your side </li></ul><ul><li>One thought, one person </li></ul><ul><li>Don’t talk without eye contact </li></ul><ul><li>Straight shooters make eye contact </li></ul>
  18. 18. Strong Voice <ul><li>Voice = Energy </li></ul>
  19. 19. Slow down!
  20. 20. P A U S E <ul><li>Facilitates impact </li></ul><ul><li>Facilitates learning </li></ul><ul><li>Slows the speaker down </li></ul><ul><li>Gets the audience’s attention </li></ul>
  21. 21. Technique summary <ul><li>Arnold Schwarzenegger Posture </li></ul><ul><ul><li>Posture at the table </li></ul></ul><ul><li>Smile </li></ul><ul><li>Eye contact </li></ul><ul><li>Voice </li></ul><ul><li>Slow down! </li></ul><ul><li>P A U S E </li></ul>
  22. 22. Tricks <ul><li>Nervous? Hold a pen </li></ul><ul><li>Shaky? Lean in on the table </li></ul><ul><li>Lost? Pause </li></ul><ul><li>Dry? Water </li></ul><ul><li>Finish? Exit Line… </li></ul>
  23. 23. Storytelling <ul><li>The strongest way to communicate. </li></ul><ul><li>The most memorable way to communicate. </li></ul><ul><li>The easiest way to communicate. </li></ul>
  24. 24. “ If you have something important to say, wrap it in a story.”
  25. 25. Story Guidelines <ul><li>A story has an open, middle and close. </li></ul><ul><li>Give your story a visual location and mood. </li></ul><ul><li>In telling a true story, you are allowed to twist facts and sequence to make the story flow better. </li></ul>
  26. 26. Story Guidelines <ul><li>You don’t need to tell everything that happened, especially if it requires a side story to explain. </li></ul><ul><li>Before you tell a story, decide what the ending will be. </li></ul><ul><li>Make it work in a business setting… </li></ul>
  27. 27. Business Story Example <ul><li>Hut </li></ul><ul><li>Budded </li></ul><ul><li>Pup </li></ul><ul><li>Con </li></ul>
  28. 28. Business Story Example <ul><li>Hot </li></ul><ul><li>Buttered </li></ul><ul><li>Pop </li></ul><ul><li>Corn </li></ul>
  29. 29. Grand Openings <ul><li>The Opening is your presentation! </li></ul><ul><li>It’s not about us, it’s about them. </li></ul><ul><li>If possible, start with a story </li></ul><ul><li>ALL REFLECTING THE TAKEAWAY </li></ul>
  30. 30. The Takeaway <ul><li>What is the one thing you want them to remember from your pitch. </li></ul><ul><li>A takeaway is something that is important to the client and can differentiate you from competitors. </li></ul><ul><li>Put the takeaway in the open, middle and close </li></ul>
  31. 31. Opening Tips <ul><li>Deliver bad news in the opening </li></ul><ul><li>Stick with the Plan </li></ul><ul><li>Audiences tend to draw conclusions about the presenter instantly. </li></ul>
  32. 32. Powerful closings <ul><li>A close has two parts </li></ul><ul><ul><li>Summary </li></ul></ul><ul><ul><li>Action Step </li></ul></ul><ul><li>Don’t flinch in the action step… </li></ul>
  33. 33. Getting better <ul><li>Let’s go to the video tape </li></ul><ul><li>Trust your team </li></ul><ul><li>Make the action fit the words </li></ul><ul><li>“Well, here goes nothing…” </li></ul><ul><li>Rehearse… </li></ul>
  34. 34. Rehearse <ul><li>How to rehearse </li></ul><ul><li>Transitions/handovers </li></ul><ul><li>Focus on your open, know your exit line </li></ul><ul><li>Practice in front of people… </li></ul>
  35. 35. Observations <ul><li>Notes. You can’t live with them, you can’t live without them…but try. </li></ul><ul><li>The more you present, the better you get. </li></ul><ul><li>Be prepared to hop on the elevator… </li></ul>
  36. 36. The 10/20/30 Rule <ul><li>Use no more than 10 PowerPoint Slides </li></ul><ul><li>Speak no longer than 20 minutes </li></ul><ul><li>The minimum font type for slides is 30 </li></ul>
  37. 37. Style Tips <ul><li>Act like you want the business!!! </li></ul><ul><li>Extra credit shows interest. </li></ul><ul><li>Present like a team. </li></ul><ul><li>Ask for the business. </li></ul>
  38. 38. 3 final thoughts <ul><li>Start with a story, smile and speak in a big voice. </li></ul><ul><li>Articulate the takeaway in the beginning, middle and end. </li></ul><ul><li>Rehearse your presentation, not just the words of your presentation… </li></ul>
  39. 39. You can be a good presenter <ul><li>Most people aren’t born presenters, but can become a strong with experience. </li></ul><ul><li>The presentation is as important as the idea. </li></ul>
  40. 40. Thank You. <ul><li>Go forth and present (but rehearse first). </li></ul>