Pitch Communication Workshop February 23, 2013 Rick Schell
Dec 24, 2015
Pitch Communication WorkshopFebruary 23, 2013
Rick Schell
Agenda
Level set video
Three keys to a successful pitch
Managing Q & A
Sample pitch
Discussion
Keys to a Powerful Presentation
Create a great story
Tell it well
Make it visual
Plan Analog
Don’t begin here !
Brainstorm Broad Categories
What problems do we solve?
What opportunities do we enable?
Who should care and why?
What’s unique about our solution?
How do we prove our capabilities?
How big is our potential market?
Where is our market “sweet spot”?
What is our offering status?
What do we need?
Cluster and Prioritize Input
Problem: what’s “not right” in the world?
Promise: how do we solve it?
Proof: why should anyone believe us?
Plea: what do we need to move forward?
Keys to a Powerful Presentation
Create a great story
Tell it well
Make it visual
You Must . . .
Take command of your space and your audience
Open and close with authority and clarity
Establish and maintain eye contact
Cut the “noise” (fillers and random movements)
Command, Authority, and Clarity
Open with a HookProvocative Statement
Your Hook
“Over three million people die every year from water-
borne diseases. 90 % of them are children under the
age of five.”
“If laptop batteries had followed ‘Moore’s Law,’ today
they would be the size of a match head and would
hold a charge for 10 years.”
“How much money do you spend every month on your
household electricity bill?”
“150 years ago, Henry David Thoreau remarked that,
‘Men have become the tools of their tools.’”
Respect time commitments. Shorter is better than longer.
Conclude With Clarity and Authority
Recap the journey
Take them to a new place
Give them a vision of the future
Provide a Call to Action
Answer Questions Effectively
Anticipate questions, especially the hardest ones
Prepare and rehearse answers
Make eye contact, listen, “square up”
Try not to “compliment” questions
Keep answers short and specific
Avoid dialogue with one person
Move eye contact after answering
Handle Tough Questions
If you don’t understand a question, say so “Could you restate your question?” “Let me be sure I understand your question. . . .”
If you don’t know, say so Offer to find the answer Follow up with the questioner
Don’t bluff or apologize If the question requires a long, detailed response, ask
to discuss it offline
Close by summarizing your pitch / providing a “final thought”
Do not end on the answer to the last question
Keys to a Powerful Presentation
Create great content
Present it well
Illustrate it effectively
Who is going to create a “water cooler” moment?
Information Retention After Three Days
5 %
50%
Text Only Text and Graphics
More immediate impact; better retention
Use a Prop
The Successful Business Plan “Pitch”
Content Pain (the problem)
Promise (your solution)
Proof (why they can believe)
Plea (what you need)
Delivery
Enthusiasm
Confidence
Credibility
Make them “see” it Visuals Props Language
Let’s Watch One
How Did He Do?
Content Pain (the problem)
Promise (your solution)
Proof (why they can believe)
Plea (what you need)
Delivery
Enthusiasm
Confidence
Credibility
Make them “see” it Visuals Props Language
Take Aways From the Workshop?