'Pitch to Win' Talk to Sales Institute Dublin Ireland
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'Pitch to Win' Talk to Sales Institute Dublin Ireland
- 1. “The first priority is to give your audience a great night out – because no worthwhile process takes place when an audience is bored” John McGrath It’s Show Business
- 2. ` ‘How to Deliver Compelling and Successful Pitches’ (Pitch to Win)
- 3. “ Find Your Story and get people to believe in You” Liam Hayes PCH
- 4. • Sermons (churches empty) • Slide Presentations (majority uninteresting) • Sales Presentations (no one wants to be sold to!) Stop Delivering! ` The Aristo Philosophy
- 5. Aristo promotes the art of extended conversation. Have a conversation, be it with 1, 5, 50 or 500 people. ` The Aristo Philosophy Start Having a Conversation
- 6. To create a pitch that will stand out from the crowd and help you to win business • Tell a client you understand their problems better than anybody else • Reassure them that you have a solution that is better than anybody else’s • Persuade them that your team has solved these problems many times before • Demonstrate that you will be easy to work with ` Pitch Objectives
- 7. ` ‘Pitch to Win’ ‘It’s About Relationships- Stupid’
- 8. “A gossip talks about others, a bore talks about himself, a salesman talks about his product, and a brilliant conversationalist talks about you.” Andrew Keogh
- 9. Tell a ‘ Value’ Story • I fully understand what you are trying to do! • Demonstrate you have a much better understanding than any of your competitors
- 10. “If a potential customer has made time to meet you, this means they have a problem to solve or a project in mind and they expect that you are not simply coming to tell them what you do, but that you have put some real thought into how you are going to help them solve their problem” - Deirdre McPartlin Enterprise Ireland Düsseldorf
- 11. Are Situation Appraisal Objectives Measure of Success Value to Organisation ` The Basics: Preparation Do Get
- 12. Better than anybody else Delivered many times before ` The Proposal: Solution Are Do Get
- 13. Situation Appraisal Objectives Measure of Success Value to Organisation ` The Proposal: Delivery Are Do Get
- 14. “Most Boring Day of my Month” • You are one of 6-8 teams presenting, how are you going to stand out from the crowd? • Make Your Solution Stick !!!!!
- 15. ` Cake or Worm?
- 16. ` ‘Pitch to Win’ ‘Tell Your Story’
- 17. “Designing a presentation without the audience in mind is like writing a love letter to ‘ whom it may concern’ “ Nancy Duarte Who is your audience?
- 18. ` Qualities of Your Hero • ??????????? • ???????????? • ????????????
- 19. ` Padraig Harrington` Paul O’Connell
- 20. 1. Open (Connect in 20 words or 7 sec.) 2. Body (Concentration ON-OFF-ON-OFF-ON-OFF- ON-OFF ON -OFF-ON-OFF) 3. Close (If they remember your take home message you are a success) ` The Basics
- 21. HEADLESS BODY IN TOPLESS BAR New York Post on a local murder FREDDIE STAR ATE MY HAMPSTER Sun: story was a fabrication ICE CREAM MAN HAS ASSETS FROZEN BBC News SUPER CALEY GO BALLISTIC CELTIC ARE ATROCIOUS Sun on Inverness Caledonian Thistle beating Celtic in the Scottish Cup ` Opening: Newspaper Headlines!
- 22. “ A speech is like a love affair any fool can start it, but to end it requires considerable skill “ Lord Mancroft The Close: How is listener Better?
- 23. www.aristo.ie Template “ Despite the fact that Father Ted was basically an Irish ‘Only Fools and Horses‘ with a soft, surreal twist (the three male characters in both are almost identical” - Graham Linehan
- 24. Analogy: Planning a journey is like planning a talk "One good analogy is worth three hours discussion." (Dudley Field Malone) Team Better Connect Do Audience Prepare Action Plan your Pitch Problem
- 25. It’s unwise to pay too much But it’s worse to pay too little. When you pay too much, you lose a little money - that is all. When you pay too little, you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do. The common law of business balance prohibits paying a little and getting a lot - it can’t be done. If you deal with the lowest bidder, it’s well to add something for the risk you run, and if you do that you will have enough to pay for something better. John Ruskin, protagonist for new commercial ethics, 1819-1900
- 26. And they will! This is the judgement your listener is continually making: Do I believe / trust this person? My final piece of advice to you is • Speak from your life’s experience • Speak with energy and enthusiasm • Speak in terms of your listeners interest
- 27. “I would describe Andrew as 'the Speaker's Speaker'. In other words, anyone who speaks for a living would gain huge value from Andrew's input and I regularly consult with him on my content for talks, key-notes etc. Neil O’Brien, Time To Fly Ltd Testimonial
- 28. web: www.aristo.ie email: andrew@aristo.ie http://ie.linkedin.com/in/andrewkeogharisto phone: 01 8208552 twitter: @aristoc2g ` My Contact Details
- 29. ` ‘Pitch to Win’
Notes de l'éditeur
- Bob Monkhouse - it does not matter what business you are in; Banking or Building - Computers or Cosmetics once you stand I front of an audience it’s show business
- Reassure them that you have a solution That is better than anybody else's Persuade them that you have done this many times before
- Materials Dept/ procurement; No one asked to see or discussed their expertise in the area of MRSA chillers. Reassure buyer of their expertise in this area. Remember no one gets sacked for buying IBM
- Tell the story of Chapter One and Bruce Springsteen. Also tell story of OVPR visiting VP research looking to invest. Who have we here and deliver same on presentation irrespective of Audience /Industry. You want to demonstrate that this is someone/ organisation we could work with! Nancy Dwarte “Designing a presentation without the audience in mind is like writing a love letter to ‘whom it may concern’” Nancy Duarte Who is my audience as question: Start-ups / Researchers / Professional Services/ Industry/
- Great sports people are always striving to get the basics right and repeatable under pressure. Now let me explain the basics of presenting and when you understand and apply you will be increasingly successful in high pressure business situations.
- Explain the basics by telling the story of Paul O ’ Connell and the Munster team or of Graham McDowell (G- Mac) Sports people always talk about getting the basics right. The same applies to presenting, the basics are – open: get attention, close: tell the audience how they are better. Between Open and Close use one of 5-6 tried and trusted formats. In this session I will give you the format for ‘Memorable Marketing Talk’ (Elevator Pitch- USP- High Concept Pitch) talk. Regularly I meet people so say I will just wing it in the belief that It will be alright on the night nothing could be further from the truth. E.g. Billy Connelly or Dara O ’ Brien know exactly what they are doing and where they are going their skill /art is in making it look like it is ad-libbed
- Open - Get attention in 20 works or 7 seconds. This is how newspapers do it!
- At the end of your pitch you must remind your audience how they will be better as a result of engaging with you. This should not be a list (which says pick one as I am not sure what you want) which is what I usually hear. E.g. Google say “We help you grow your business”
- All great speakers use classic templates to construct and deliver their talks. If you have a template that works why try and re invent the wheel? The most fearful and time consuming way to start a talk is with a blank piece of paper. You will get under way and finished much quicker when you use a template as we will see demonstrated here today
- In the body of your talk you cannot make no more than three key points. Ideally one key point would be best but this requires a great deal of bravery. So that people will understand your business ideas you can use any of the following in the body of talk: analogies, demonstrations, examples, facts, statistics, testimonials.( but not all of them) Reminder “data overload is the greatest failing when trying to communicate with your audience” Andrew C. Keogh
- Open - Get attention in 20 works or 7 seconds. This is how newspapers do it!
- Open - Get attention in 20 works or 7 seconds. This is how newspapers do it!