To seduce your audience adapt your pitch, don’t expect your audience to adapt to you ;) Sometimes an opportunity to pitch your idea to someone who could contribute to its success comes out of nowhere, whether that's a potential investor, customer or a journalist. Considering your audience, its needs, its expectations, its prejudices, its generalizations, its cultural filters, its language and its knowledge can help you to find the right hook. During this 45 min. Workshop, Maria Mocerino will give you the tips and tricks to adapt your pitch according to your audience… Ready? Maria is a Public Speaking Coach as well as a writer/performer and TheFamily's very own English teacher.

1. TIPS & TRICKS TO ADAPT
YOUR PITCH TO YOUR AUDIENCE
MARIA MOCERINO, PUBLIC SPEAKING COACH

2. TheFamily
code: lamifasisi
WIFIWIFI

3. DISAGREE ON TWITTER!
#TFWORKSHOP

4. #TFWORKSHOP
TIPS & TRICKS TO ADAPT
YOUR PITCH TO YOUR AUDIENCE
MARIA MOCERINO
PUBLIC SPEAKING COACH
AT THEFAMILY

5. 19/05/2016
Adapt your Pitch to your Audience
Maria Mocerino: Public Speaking Coach chez TheFamily.

6. 19/05/2016
Requires a Different Focus
Lead with what the audience cares most about, and the rest will follow

7. SYMBIOSIS:
Building mutually beneficial relationships

8. But NOT a “YES” or “NO” question.
Start with a question

9. “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.”

10. Pitching is having a
REAL conversation and
doing more
LISTENING than
TALKING.

11. What do they want/need?
What is your objective?

12. Do your
Research

13. Find the holes.
Make a Connection

14. Focus on
the problem
The problem your target market faces

15. and
solutions
What will your product/
service do for THEM?

16. Show your Passion
Make it personal
Show feeling
Emotion-packed words

17. THE ELEVATOR PITCH

18. What is this pitch for?
What do you want them to DO?
Focus on your
objective

19. What do you do?
What do you want them to
REMEMBER?

20. What makes you Unique?
What’s your USP? (Unique Selling Proposition)

22. But NOT a “YES” or “NO” question.
ASK
questions

23. Make a Connection
EXPRESS an interest
LEARN as much as
you can* (investors)

24. THE CUSTOMER

25. Do your
Research

26. What do they
Want?

27. Focus on
the problem
THEIR problem.

28. and
solutions
What will your product/
service do for THEM?

29. What makes you Unique?
What’s your USP? (Unique Selling Proposition)

30. Provide
PROOF
Support your claims
Prove your benefits
Show your success

31. aka DATA
A story
Statistics
Customer Feedback
KPI/Retention/
Metrics

32. But NOT a “YES” or “NO”
question.
Remember: questions!

33. Make a Connection
EXPRESS an interest
LEARN as much as
you can* (investors)

34. THE INVESTOR
“If you fail at pitching, you won’t raise $$/€€/ETC.”

35. They only look
scary

36. Do your
Research

37. What do they
want?

38. BE CLEAR
about what
you do…

39. KNOWLEDGE
OF MARKET

40. EXECUTION

41. What have you learned?

42. and Vision

43. What makes you Unique?
What’s your USP? (Unique Selling Proposition)

44. Focus on
the problem
THEIR problem.

45. and
solutions
What will your product/
service do for THEM?

46. Care about your
clients

47. THEY LOVEYOU

48. You and your
Team
YOUR STORY
RELATIONSHIP
ACCOMPLISHED
YOUR PLAN

49. Provide
PROOF
Support your claims
Prove your benefits
Show your success

50. aka DATA
A story
Statistics
Customer Feedback
KPI/Retention/
Metrics

51. Sensation of
Acceleration
Start slow with emotion, anecdotes
ACCELERATE with (DATA)

52. What questions did they ask you?
Take notes after your meetings
REMEMBER
questions

53. THE PRESS

54. Do your
Research

55. What do they
Want?

56. It’s NOT an
“AD”
RESEARCH the outlets
HELP them serve their readers.
READERS are potential customers

57. Personalize it
No stock emails
Be gracious

58. Make a Connection
Express an INTEREST in their readers/publication
LEARN as much as you can

59. Think about your
story
THREE big milestones
AND next few steps in the story.

60. What questions did they ask you?
TAKE NOTES
Ask them what they’re writing about
Remember:
questions!

61. Things to Remember

62. Keep it Simple
Simple language
Conversational
Don’t say
everything.

63. Body Language
What is YOUR body saying?
What is your AUDIENCE saying?

64. First and Last
KNOW your FIRST and
LAST sentence by
HEART.

65. Sensory
TRIGGERS
Hit the 5 senses

66. Provide Real
Examples
Stories that are relevant to the
audience
Statistics
DATA

67. Believe
If you don’t believe, why should
we?

68. Call to
Action
END with a CALL TO
ACTION
Different AUDIENCES=
Different CTA

69. There are
opportunities
everywhere and
everyday.
Practice
Makes Perfect

70. Be
Inauthentic
You’re more than
you think you are.
Practice
Makes Perfect

71. Thank you.
Maria Mocerino
m.seshat@gmail.com

72. QUESTIONS?

73. SEE YOU SOON!
LOVE.
THEFAMILY.CO