Present & Pitch for Profit Masterclass
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As Business Leaders, whether we are pitching to potential investors or high level customers or presenting to shareholders or employees it needs to be: Authentic - Compelling - Concise - Effective - Memorable We have all sat through presentations that are none of these things - and often supported by slides that detract rather than enhance. We’ve been on the receiving end of pitches that spend more time telling us about them and less about about us and how they might solve our problem or address our needs. Ineffective pitches and ineffective presentations directly affect your bottom line. Effective pitches will grow your business!
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Present & Pitch for Profit Masterclass
- 1. © 2016 Roger Harrop Associates www.rogerharrop.com Present & Pitch for Profit
- 2. © 2016 Roger Harrop Associates www.rogerharrop.com Speaking in front of an audience came out higher than death 41% named it as the thing they were most afraid of Source: BBC
- 3. © 2016 Roger Harrop Associates www.rogerharrop.com Voice Impact Body Language /Pres’n Style Content/ Interest Audience connection Passion Timing TOTAL 1-10 (10 being excellent) Speaker Evaluation
- 4. © 2016 Roger Harrop Associates www.rogerharrop.com Effective Presentations Structure DeliveryDesign
- 5. © 2016 Roger Harrop Associates www.rogerharrop.com Attention Retention 0 5 Time 20-30 mins Maximum Attention Span Attention Retention Attention Retention Attention Retention Maximum 0 5 Time 20-30 mins Attention Span
- 6. © 2016 Roger Harrop Associates www.rogerharrop.com Acid Test
- 7. © 2016 Roger Harrop Associates www.rogerharrop.com Good Presentations ๏ Get Attention ๏ Communicate ๏ Well prepared ๏ Don’t waffle ๏ Well rehearsed ๏ Finish on time
- 8. © 2016 Roger Harrop Associates www.rogerharrop.com Good Presentations Presenter Audience Barrier to communication message message
- 9. © 2016 Roger Harrop Associates www.rogerharrop.com Effective Presentations DeliveryDesign Structure
- 10. © 2016 Roger Harrop Associates www.rogerharrop.com Source:Treacey & Wiersma Operational Excellence Product Leadership Customer Intimacy
- 11. © 2016 Roger Harrop Associates www.rogerharrop.com Be the lowest cost provider in the market Operational Excellence
- 12. © 2016 Roger Harrop Associates www.rogerharrop.com operational excellence ๏ Optimised supply chain processes ๏ Customer receives reliable high speed transactions ๏ “Lean and mean” culture where operational efficiency is highly rewarded ๏ Sell on price
- 13. © 2016 Roger Harrop Associates www.rogerharrop.com Product Leadership Push the boundaries of the market with innovative products or processes
- 14. © 2016 Roger Harrop Associates www.rogerharrop.com product leadership ๏ Focus on invention, product development and market exploitation ๏ Products and services generate anticipation and excitement among customers ๏ Rewards for new product successes and toleration of failures
- 15. © 2016 Roger Harrop Associates www.rogerharrop.com Customer Intimacy ๏ Develop the relationship with your chosen customers that they most value
- 16. © 2016 Roger Harrop Associates www.rogerharrop.com customer intimacy ๏ Focus on identifying customer problems and developing and implementing solutions ๏ Empowered customer-facing employees ๏ Carefully selected and nurtured clients
- 17. © 2016 Roger Harrop Associates www.rogerharrop.com Market Leader Fast Follower Industry Average Below average Customer Intimacy Product or Process Innovation Operational Excellence A A A B B B C C C
- 18. © 2016 Roger Harrop Associates www.rogerharrop.com Market Leader Fast Follower Industry Average Below average Customer Intimacy Product or Process Innovation Operational Excellence
- 19. © 2016 Roger Harrop Associates www.rogerharrop.com Price/Perception Matrix™ Price Perceived Added Value Commodity Buyer High Added Value Product/Service You
- 20. © 2016 Roger Harrop Associates www.rogerharrop.com company introduction benefits Q&A close Typical Pitch Attention Retention Maximum 0 5 Time 20-30 mins Attention Span
- 21. © 2016 Roger Harrop Associates www.rogerharrop.com intro benefits justification benefits close Q&A close Effective Pitch Source:’M62n Attention Retention Maximum 0 5 Time 20-30 mins Attention Span
- 22. © 2016 Roger Harrop Associates www.rogerharrop.com Effective Presentations DeliveryDesign Structure
- 23. © 2016 Roger Harrop Associates www.rogerharrop.com Slide Max 16 words NO CAPS >24 pt text Death by bullet point Don’t read to me No random transitions SlideSlideSlide Why? Slides
- 24. © 2016 Roger Harrop Associates www.rogerharrop.com This is type face at 16pt This is type face at 18pt This is type face at 20pt This is type face at 24 pt This is type face at 28pt This is type face at 34pt This is type face at 40pt This is type face at 44pt This is type face at 48pt This is type face at 50pt Slides
- 25. © 2016 Roger Harrop Associates www.rogerharrop.com Slides Visual
- 26. © 2016 Roger Harrop Associates www.rogerharrop.com Acid Test
- 27. © 2016 Roger Harrop Associates www.rogerharrop.com Assimilate Adapt Adopt
- 28. © 2016 Roger Harrop Associates www.rogerharrop.com Prospecting Sales Management Matrix™ £ StarJunior CowDog
- 29. © 2016 Roger Harrop Associates www.rogerharrop.com Case Study Case Study Case Study
- 30. © 2016 Roger Harrop Associates www.rogerharrop.com Effective Pitches DeliveryDesign Structure +20% pitch success
- 31. © 2016 Roger Harrop Associates www.rogerharrop.com
- 32. © 2016 Roger Harrop Associates www.rogerharrop.com Planning Preparation Pitch
- 33. © 2016 Roger Harrop Associates www.rogerharrop.com :: BUSINESS EXPERT :: AUTHOR :: INTERNATIONAL SPEAKER www.rogerharrop.com