Pitch Tips

30tips30

Become a more effective presenter

Copyright 2008, Jack E Rossin

Three Bad Assumptions

• Great ideas speak for themselves

• Just Be Yourself

• Words count


Assumption #1: Great ideas speak for themselves.

• A person listening to your idea may never know if that idea will work technically, or, if it can be produced efficiently, or, if it will truly solve a pressing need.

• But, they will always sense whether the presenter was confident, sincere and likeable.


Assumption #2. Just be yourself.

• Presentations are business theatrics


Assumption #3: Words Count

• Determinants of communication impact – Words– Voice (confidence and comfortable)

– Non-verbal (posture, eye contact, gestures)


3 determinants of communication impact

• Words 7%

• Voice (confidence and comfortable) 38%

• Non-verbal (posture, eye contact, gestures) 55%


Words Irony

• We spend all of the time developing and rehearsing the words.

• Spend time standing up presenting.


Bad Assumptions summary

• The pitch is as important as the idea.

• Presenting requires business theatrics

• Words matter but technique carries the day.


Technique


Posture


Posture at a table

• Chair seat all the way up.

• Sit on the front edge.

• Lean in slightly.• Arms on table.

• Straight spine.


Smile


Smile


Smile


Smile!


Eye Contact


Eye Contact

• Eye contact wins people to your side

• One thought, one person

• Don’t talk without eye contact• Straight shooters make eye contact


Strong Voice

•Voice = Energy


Slow down!


P A U S E

• Facilitates impact

• Facilitates learning

• Slows the speaker down• Gets the audience’s attention


Technique summary

• Arnold Schwarzenegger Posture– Posture at the table

• Smile• Eye contact

• Voice

• Slow down!

• P A U S E


Tricks

• Nervous? Hold a pen

• Shaky? Lean in on the table

• Lost? Pause• Dry? Water

• Finish? Exit Line…


Storytelling

• The strongest way to communicate.

• The most memorable way to communicate.

• The easiest way to communicate.

“If you have something important to say, wrap it in

a story.”


Story Guidelines

• A story has an open, middle and close.

• Give your story a visual location and mood.

• In telling a true story, you are allowed to twist facts and sequence to make the story flow better.


Story Guidelines

• You don’t need to tell everything that happened, especially if it requires a side story to explain.

• Before you tell a story, decide what the ending will be.

• Make it work in a business setting…


Business Story Example

Hut

Budded

Pup

Con


Business Story Example

Hot

Buttered

Pop

Corn


Grand Openings

• The Opening is your presentation!

• It’s not about us, it’s about them.

• If possible, start with a story

• ALL REFLECTING THE TAKEAWAY


The Takeaway

• What is the one thing you want them to remember from your pitch.

• A takeaway is something that is important to the client and can differentiate you from competitors.

• Put the takeaway in the open, middle and close


Opening Tips

• Deliver bad news in the opening

• Stick with the Plan

• Audiences tend to draw conclusions about the presenter instantly.


Powerful closings

• A close has two parts– Summary– Action Step

• Don’t flinch in the action step…


Getting better

• Let’s go to the video tape

• Trust your team

• Make the action fit the words• “Well, here goes nothing…”

• Rehearse…


Rehearse

• How to rehearse

• Transitions/handovers

• Focus on your open, know your exit line• Practice in front of people…


Observations

• Notes. You can’t live with them, you can’t live without them…but try.

• The more you present, the better you get. • Be prepared to hop on the elevator…


The 10/20/30 Rule

• Use no more than 10 PowerPoint Slides

• Speak no longer than 20 minutes

• The minimum font type for slides is 30


Style Tips

• Act like you want the business!!!

• Extra credit shows interest.

• Present like a team.• Ask for the business.


3 final thoughts

• Start with a story, smile and speak in a big voice.

• Articulate the takeaway in the beginning, middle and end.

• Rehearse your presentation, not just the words of your presentation…


You can be a good presenter

• Most people aren’t born presenters, but can become a strong with experience.

• The presentation is as important as the idea.


Thank You.

• Go forth and present (but rehearse first).