1. SPeak Up for Success
build the relationship
by Speaking naturally
to Your clients
Jezra Kaye, President
{ }

2. SPEAK UP FOR SUCCESS
The Client
Looms
Large

3. SPEAK UP FOR SUCCESS
The Relationship
VENDO
R
CLIENT
THE WORK

4. SPEAK UP FOR SUCCESS
Qualify
Pitch
Present
*
*
*

5. SPEAK UP FOR SUCCESS
Qualify
Pitch
Present
*
*
*

6. Speak Up for Success
Ask These Questions
WHAT?
WHO?
HOW?
Qualify The Client

7. Qualify The Client
!
Prepare These Answers
WHAT!
WHO!HOW!
Speak Up for Success

8. Speak Up for Success
Qualify The Client
Determine The Budget
Budget??
I’ll never
tell!

9. SPEAK UP FOR SUCCESS
Qualify
Pitch
Present
*
*
*

10. Speak Up for Success
The Four Temperaments

11. Reliable

12. IMProver

13. HElper

14. Experiencer

15. Speak Up for Success
The Four Temperaments

16. SPEAK UP FOR SUCCESS
Qualify
Pitch
Present
*
*
*

17. You Pitch
Well
AND
You Get the
Job
You Pitch
Well
BUT
You Don’t
Get the Job
You Don’t
Pitch Well
BUT
You Get
the Job
You Don’t
Pitch Well
AND
You Don’t
Get the Job
?
The Pitch Reality Grid

18. Your Avatar

19. Your Avatar

20. Your Avatar

21. Speak Up for Success
Pitch The Client
Be Direct
I understand your needs and
will meet them, excellently.
Your work will be delivered
on time and under budget.
The process will be
collaborative and smooth.
I’m the best choice to do your job.
I’m the best choice to do your job.
3.
2.
1.

22. Speak Up for Success
Pitch The Client
1.
2.
3.
Be Concise

23. Pitch The Client
Be A Partner
Speak Up for Success
*
*
*
Show that you understand the client’s pain
Treat the pitch like a kick-off meeting
Be your best self (your Avatar)
Ask the client for input,
comments
Reference your working
relationship: “If we work
together, I’m going to
suggest that we consider....”

24. SPEAK UP FOR SUCCESS
Qualify
Pitch
Present
*
*
*

25. Be Audible
*
*
*
*
Slow down between ideas
AR-TI-CU-LATE consonants
Open your mouth!
Emphasize important words
Leave space for them to react
Ask if they’re following
*
*
*
Speak Up for Success
Present To Your Client

26. SPEAK UP FOR SUCCESS
It's
Hard to
LISTEN

27. Speak Up for Success
Present To Your Client
Be POsitive
You asked me to solve the
following problem.
After great thought, I came
up with this solution.
The outcome has been
excellent, as I will show.
Your job is going / has gone great
Your job is going / has gone great
3.
2.
1.

28. Speak Up for Success
Smart 10-year-old Rule
Answer these questions:
What is it?
What does it do?
Why should you care?
Then you can explain how
it works... maybe!
*
*
*
Be Low-tech
Present To Your Client

29. Speak Up for Success
Be Realistic
Don’t defend or explain
Repeat what you hear
“I’m hearing you say...”
“Am I correct that...?”
“So you’re thinking...”
Get clarity and agreement
on the next steps
*
*
*
Present To Your Client

30. Satisfying
AND
Lucrative
Frustrating
BUT
Lucrative
Satisfying
BUT
Not
Lucrative
Frustrating
AND
Not
Lucrative
?
Evaluate The Client

31. Qualify the client with questions
and answers— and get the budget!
Pitch the client as if this is a work
session (you’re already on the team).
Present your work with pride, and a
solid message about why it’s great.
*
*
*
To Recap...
SPEAK UP FOR SUCCESS

32. SPeak Up for Success
build the relationship
by Speaking naturally
to Your clients
Jezra Kaye, President
{ }

33. To
Learn
More...
speakupforsuccess.com/speak-like-yourself

34. www.speakupforsuccess.com
718.636.0836
** *
Jezra Kaye
SPEAK UP FOR SUCCESS