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Deliver pitches that people want to listen
- 1. Deliver a pitch that people want to listen to ©Vincent Bieri, 2022 May 09, 2022
- 2. Objectives for today ▪ Understand how to make your audience paying attention to you and what you have to say ▪ Recognize the signs from the audience of a (un)successful pitch ▪ Identify the important ingredients of a pitch and how to build yours
- 3. Important facts about your audience
- 4. People tend to stick with what they know The endowment effect Unless the proposed benefits of a new product significantly outweigh their perceived losses of a change, people tend to stick with what they know
- 5. Don’t assume they are prepared to listen They don’t pay attention to boring stuff They are not idiots They’re under no compulsion to listen to you They have other things to do
- 6. What makes people paying attention to you
- 7. …or not!
- 8. It’s all about information and emotions ▪ Your content ▪ Their analysis ▪ Your behaviors ▪ Their actions
- 9. Arogant Unprepared No respect for timing Low energy Out of scope Nothing New Detailed concepts Don’t undestand Let’s destroy attention Content Behaviors
- 10. Passion Empathy Authenticity Integrity Meaning Relevant Real examples Urgency Let’s build and maintain attention Content Behaviors
- 11. Make people feel and act differently
- 12. Generate curiosity ▪ Take a note or a questions, send a quick message during the pitch about you ▪ Look online about the topic, ideas, domain you talk about ▪ Connect with you after all these different pitches, and notifications, news and talks ▪ Remember and relay later your message to their colleagues, friends, and family
- 13. Be relevant, inspiring and entertaining ▪ What is the key message they need to get curious, willing to think and act different ▪ What in the message is highly relevant and what is irrelevant or noise ▪ Is it simple enough for them to remember ▪ Is it inspiring enough for them to be willing to relay ▪ Is it urgent enough to remain top of mind at the end of a long day/week
- 14. It starts with a great start
- 15. Start with WHY People are inspired by a sense of purpose and that this should come first when communicating Then the method and then the results
- 16. 10 examples for a great opening ▪ When I showed for 1st day of work here, I mistakenly thought that... ▪ 5,10,20 years ago, I never could have imagined that... ▪ The year was... ▪ I will never forget the first time that... ▪ I don't like to admit it, but... ▪ I have a confession to make... ▪ I was brought up to believe... ▪ Among my friends, I am famous for... ▪ What would you do if you'd been in my shoes? Here's what happened... ▪ Something you'd never guess about me is..
- 17. What to say in a pitch, at least
- 18. 1. FULL ATTENTION, GIVE SENSE AND PURPOSE An opening that get full attention and curiosity 2. HIGHLIGHT A STRUGGLE An explanation of the problem you want to solve, why it’s important, why it’s urgent. What are the market trends and drivers. 3. YOUR PROVEN SECRET Why your vision, approach and solution are better than the available and future alternatives. Anyone to testify it’s real? Value for clients, how they feel? 4. YOUR FUTURE IS BRIGHT What is going to make you remain leading the way over the years to come, what are the risks and your strategy to address them. How far do plan to go, the dream 5. ABOUT YOU – BUT DON’T MAKE YOURSELF THE HERO Why you and your team are the right and trusted people to build and grow this initial idea and business. What is your motivation. 6. YOUR ASKS What do you want from the audience, what’s next, why are you here for, what do you expect 7. CLOSING, GET REMEMBERED Your last words must be like the opening, inspiring and impacting (don’t’ improvise)
- 19. How to prepare your pitch 1. Ideas 2. Structure 3. Build 4. Review 5. Practice (back to 4. until it’s great, not good enough)
- 20. Mine your own experiences. Keep it simple ▪ Be clear and straight ▪ Be yourself ▪ Be believable ▪ Be in their shoes, connect with the audience