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Pitch your business ideas( entrepreneur skillnets

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A Pitch Masterclass for radio sales teams

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Pitch your business ideas( entrepreneur skillnets

  1. 1. 6-3-1 www.aristo.ie This talk will tell you how to be the one that is remembered!
  2. 2. Aristo Philosophy <ul><li>Stop delivering </li></ul><ul><li>Speeches (no audience) </li></ul><ul><li>Lectures (boring) </li></ul><ul><li>Sermons (churches empty) </li></ul><ul><li>Presentations (uninteresting) </li></ul>
  3. 3. Have a Conversation (Chat) <ul><li>Aristo promotes the art of extended conversation </li></ul><ul><li>Have a conversation be it with </li></ul><ul><li>1 - 5- 50 or 500 people </li></ul>
  4. 4. “ Pitch your Ideas to Increase Sales ” (Create messages that Stick) Andrew C. Keogh Aristo Connect 2 Grow
  5. 5. Confidence to Connect
  6. 6. Build Relationships
  7. 7. Create Trust
  8. 8. Connect 2 Grow
  9. 9. Brendan Kennelly Prof. of English at Trinity College says----- There are two requirements for learning, “ ask questions and have fun”
  10. 10. Course Mechanics <ul><li>Coaching </li></ul><ul><li>Timing </li></ul><ul><li>Presentation Format </li></ul>
  11. 11. Learning Objectives <ul><li>Learn how to develop rapport with your audience </li></ul><ul><li>Get more time in front of your prospects </li></ul><ul><li>Develop exciting openings and closings to your that will engage your listeners </li></ul><ul><li>Create presentations that stick in your listeners mind long after you have left the room </li></ul><ul><li>Conduct effective Questions and Answers sessions </li></ul><ul><li>Use Are – Do – Get – Formula (developed by Aristo) and win more business </li></ul>
  12. 12. Outline of Day <ul><li>Make a Good First Impression </li></ul><ul><li>Are Do Get </li></ul><ul><li>Memorable Marketing Message </li></ul>
  13. 13. Make a Good First Impression
  14. 14. Profile Qualities of Good Person <ul><li>??????????? </li></ul><ul><li>???????????? </li></ul><ul><li>???????????? </li></ul>
  15. 15. First Impressions <ul><li>Name </li></ul><ul><li>Position </li></ul><ul><li>Need </li></ul><ul><li>Incident </li></ul>Qualities
  16. 16. Who ate the Frog?
  17. 17. ‘ The Pitch Basics’ ARE DO GET
  18. 18. Tip Scales in your Favour <ul><li>Use: </li></ul><ul><li>Are </li></ul><ul><li>Do </li></ul><ul><li>Get </li></ul><ul><li>To connect successfully </li></ul>
  19. 19. Relationship Building Value -Based Causative Factual Name ?
  20. 20. “ A gossip talks about others, a bore talks about himself, a salesman talks about his product – and a brilliant conversationalist talks about you.” Andrew Keogh
  21. 21. ARE GET DO The Basics: Preparation <ul><li>Situation Appraisal </li></ul><ul><li>Objectives </li></ul><ul><li>Measure of Success </li></ul><ul><li>Value to Orginisation </li></ul>
  22. 22. 3 Types of Buyers <ul><li>Influencer </li></ul><ul><li>Admin. Buyer </li></ul><ul><li>Economic Buyer </li></ul>
  23. 23. ARE GET DO The Basics: Delivery <ul><li>Situation Appraisal </li></ul><ul><li>Objectives </li></ul><ul><li>Measure of Success </li></ul><ul><li>Value to Orginisation </li></ul>
  24. 24. 80% of our Success Relies on &quot;Soft Skills&quot; <ul><li>Many recent studies have shown that “Technical Skills” (our natural skills and learned skills through training and experience) only represent at best 20% of the input into our performance. The remaining 80% which affects our performance comes from our &quot;Personal Skills&quot;  </li></ul>
  25. 25. Structure for Talk
  26. 26. 7 great reasons why you are better <ul><li>Radio offers effective targeting </li></ul><ul><li>( different stations attract different listeners) </li></ul><ul><li>Radio reaches people at relevant times and places </li></ul><ul><li>(another activity) </li></ul><ul><li>Radio reaches out in an ad avoidance world </li></ul><ul><li>Radio has a ‘Multiplier Effect’ on other media </li></ul><ul><li>(audio only- stimulates different part of brain) </li></ul>
  27. 27. 7 great reasons why you are better <ul><li>Radio creates a large share of mind for a brand (more frequent - 14 hours - low entry level) </li></ul><ul><li>Radio Drives Response </li></ul><ul><li>(call to action – especially on line) </li></ul><ul><li>Radio is a Friend </li></ul>
  28. 28. Summary: Learning Objectives <ul><li>Learn how to develop rapport with your audience </li></ul><ul><li>Get more time in front of your prospects </li></ul><ul><li>Develop exciting openings and closings to your that will engage your listeners </li></ul><ul><li>Create presentations that stick in your listeners mind long after you have left the room </li></ul><ul><li>Conduct effective Questions and Answers sessions </li></ul><ul><li>Use Are – Do – Get – Formula (developed by Aristo) and win more business </li></ul>
  29. 29. Memorable Marketing Message STACK
  30. 30. Lunch Break
  31. 31. Memorable Marketing Message
  32. 34. Blinding Flash of the Obvious (after 20 years coaching) <ul><li>The Basics: </li></ul><ul><li>OPEN: </li></ul><ul><li>(Connect in 20 words or 7 sec.) </li></ul><ul><li>BODY: </li></ul><ul><li>Concentration ON-OFF-ON-OFF-ON-OFF-ON OFF ON OFF-ON-OFF </li></ul><ul><li>CLOSE: </li></ul><ul><li>(Take home message in 20 w or 7 sec.) </li></ul>Note: If they remember the take home message you are a success
  33. 35. Memorable Marketing Message <ul><li>Plan: Who is your audience? </li></ul><ul><li>Connect: ( in 20words or 7 sec.) </li></ul><ul><li>Who are you? (introduce yourself) </li></ul><ul><li>What do you do? ( KISS) </li></ul><ul><li>How are they better? </li></ul><ul><li>Action </li></ul><ul><li>Q&A </li></ul><ul><li>Repeat how are they BETTER </li></ul>
  34. 36. <ul><li>Ask a question </li></ul><ul><li>Pay your listener a compliment </li></ul><ul><li>Relate a dramatic or humorous incident </li></ul><ul><li>Deliver a startling statement with power and conviction </li></ul><ul><li>Create mystery or intrigue </li></ul>Openings Open your talk in 20 words or 7 seconds by doing one of the following;
  35. 37. <ul><li>Propose a change </li></ul><ul><li>Dramatise your ideas </li></ul><ul><li>Repeat the benefit </li></ul><ul><li>Use an appropriate quotation </li></ul><ul><li>Speak on a personal level (story) </li></ul><ul><li>Appeal to a persons nobler motives </li></ul>Closing Close your talk in 20 words or 7 seconds by doing one of the following
  36. 38. Question & Answers
  37. 39. No new Objections <ul><li>Money </li></ul><ul><li>Time </li></ul><ul><li>Need </li></ul><ul><li>(Our job to create need) </li></ul><ul><li>No Trust </li></ul>
  38. 40. vote: <ul><li>Who ate the Frog </li></ul>
  39. 41. A study conducted by AT&T and Stanford University revealed that the top predictor of professional success and upward mobility is how much you enjoy and how good you are a public speaking. In this study the single best question to predict high earnings was, &quot; Do you enjoy giving speeches?&quot; Will what we are doing help my career?
  40. 42. Summary: Learning Objectives <ul><li>Learn how to develop rapport with your audience </li></ul><ul><li>Get more time in front of your prospects </li></ul><ul><li>Develop exciting openings and closings to your that will engage your listeners </li></ul><ul><li>Create presentations that stick in your listeners mind long after you have left the room </li></ul><ul><li>Conduct effective Questions and Answers sessions </li></ul><ul><li>Use Are – Do – Get – Formula (developed by Aristo) and win more business </li></ul>
  41. 43. Aristo Logo
  42. 44. Confidence to Connect
  43. 45. Build Relationships
  44. 46. Create Trust
  45. 47. Connect 2 Grow
  46. 48. Email: [email_address] if you wish to receive copy of this PP presentation

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