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"Tips & tricks to adapt your pitch to your audience" by Maria Mocerino

Maria Mocerino, a public speaking coach, provides strategies for effectively tailoring pitches to audiences by focusing on their needs, building connections, and expressing passion. She emphasizes the importance of asking questions, doing thorough research, and clearly articulating unique selling propositions. The document also highlights the significance of body language, storytelling, and providing proof to support claims during pitches.

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TIPS & TRICKS TO ADAPT YOUR PITCH TO YOUR AUDIENCE MARIA MOCERINO, PUBLIC SPEAKING COACH
TheFamily 
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DISAGREE ON TWITTER! #TFWORKSHOP
#TFWORKSHOP TIPS & TRICKS TO ADAPT YOUR PITCH TO YOUR AUDIENCE MARIA MOCERINO
 PUBLIC SPEAKING COACH AT THEFAMILY
19/05/2016 Adapt your Pitch to your Audience Maria Mocerino: Public Speaking Coach chez TheFamily.
19/05/2016 Requires a Different Focus Lead with what the audience cares most about, and the rest will follow
SYMBIOSIS: Building mutually beneficial relationships
But NOT a “YES” or “NO” question. Start with a question
“Judge a man by his questions rather than his answers.” -Voltaire “There is no such thing as a worthless conversation provided you know what to listen for.”
Pitching is having a REAL conversation and doing more LISTENING than TALKING.
What do they want/need? What is your objective?
Do your Research
Find the holes. Make a Connection
Focus on the problem The problem your target market faces
and solutions What will your product/ service do for THEM?
Show your Passion Make it personal Show feeling Emotion-packed words
THE ELEVATOR PITCH
What is this pitch for? What do you want them to DO? Focus on your objective
What do you do? What do you want them to REMEMBER?
What makes you Unique? What’s your USP? (Unique Selling Proposition)
But NOT a “YES” or “NO” question. ASK questions
Make a Connection EXPRESS an interest LEARN as much as you can* (investors)
THE CUSTOMER
Do your Research
What do they Want?
Focus on the problem THEIR problem.
and solutions What will your product/ service do for THEM?
What makes you Unique? What’s your USP? (Unique Selling Proposition)
Provide PROOF Support your claims Prove your benefits Show your success
aka DATA A story Statistics Customer Feedback KPI/Retention/ Metrics
But NOT a “YES” or “NO” question. Remember: questions!
Make a Connection EXPRESS an interest LEARN as much as you can* (investors)
THE INVESTOR “If you fail at pitching, you won’t raise $$/€€/ETC.”
They only look scary
Do your Research
What do they want?
BE CLEAR about what you do…
KNOWLEDGE OF MARKET
EXECUTION
What have you learned?
and Vision
What makes you Unique? What’s your USP? (Unique Selling Proposition)
Focus on the problem THEIR problem.
and solutions What will your product/ service do for THEM?
Care about your clients
THEY LOVEYOU
You and your Team YOUR STORY RELATIONSHIP ACCOMPLISHED YOUR PLAN
Provide PROOF Support your claims Prove your benefits Show your success
aka DATA A story Statistics Customer Feedback KPI/Retention/ Metrics
Sensation of Acceleration Start slow with emotion, anecdotes ACCELERATE with (DATA)
What questions did they ask you? Take notes after your meetings REMEMBER questions
THE PRESS
Do your Research
What do they Want?
It’s NOT an “AD” RESEARCH the outlets HELP them serve their readers. READERS are potential customers
Personalize it No stock emails Be gracious
Make a Connection Express an INTEREST in their readers/publication LEARN as much as you can
Think about your story THREE big milestones AND next few steps in the story.
What questions did they ask you? TAKE NOTES Ask them what they’re writing about Remember: questions!
Things to Remember
Keep it Simple Simple language Conversational Don’t say everything.
Body Language What is YOUR body saying? What is your AUDIENCE saying?
First and Last KNOW your FIRST and LAST sentence by HEART.
Sensory TRIGGERS Hit the 5 senses
Provide Real Examples Stories that are relevant to the audience Statistics DATA
Believe If you don’t believe, why should we?
Call to Action END with a CALL TO ACTION Different AUDIENCES= Different CTA
There are opportunities everywhere and everyday. Practice Makes Perfect
Be Inauthentic You’re more than you think you are. Practice Makes Perfect
Thank you. Maria Mocerino m.seshat@gmail.com
QUESTIONS?
SEE YOU SOON! LOVE. THEFAMILY.CO