"Tips & tricks to adapt your pitch to your audience" by Maria Mocerino

TIPS & TRICKS TO ADAPT YOUR PITCH TO YOUR AUDIENCE

MARIA MOCERINO, PUBLIC SPEAKING COACH

TheFamily

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TIPS & TRICKS TO ADAPT YOUR PITCH TO YOUR AUDIENCE

MARIA MOCERINO PUBLIC SPEAKING COACH AT THEFAMILY

19/05/2016

Adapt your Pitch to your Audience Maria Mocerino: Public Speaking Coach chez TheFamily.

19/05/2016

Requires a Different FocusLead with what the audience cares most about, and the rest will follow

SYMBIOSIS: Building mutually beneficial relationships

But NOT a “YES” or “NO” question.

Start with a question

“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.”

Pitching is having a REAL conversation and

doing more LISTENING than

TALKING.

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

Do your Research

Find the holes.

Make a Connection

Focus on the problem

The problem your target market faces

and solutions

What will your product/service do for THEM?

Show your PassionMake it personal

Show feelingEmotion-packed words

THE ELEVATOR PITCH

What is this pitch for?What do you want them to DO?

Focus on your objective

What do you do?What do you want them to

REMEMBER?

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

But NOT a “YES” or “NO” question.

ASK questions

Make a ConnectionEXPRESS an interest LEARN as much as you can* (investors)

THE CUSTOMER

Do your Research

What do they Want?

Focus on the problem

THEIR problem.

and solutions

What will your product/service do for THEM?

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

Provide PROOF

Support your claimsProve your benefitsShow your success

aka DATAA story

StatisticsCustomer Feedback

KPI/Retention/Metrics

But NOT a “YES” or “NO” question.

Remember: questions!

Make a ConnectionEXPRESS an interest LEARN as much as you can* (investors)

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

They only look scary

Do your Research

What do they want?

BE CLEAR

about what you do…

KNOWLEDGE OF MARKET

EXECUTION

What have you learned?

and Vision

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

Focus on the problem

THEIR problem.

and solutions

What will your product/service do for THEM?

Care about your clients

THEY LOVE YOU

You and your Team

YOUR STORY RELATIONSHIP

ACCOMPLISHED YOUR PLAN

Provide PROOF

Support your claimsProve your benefitsShow your success

aka DATAA story

StatisticsCustomer Feedback

KPI/Retention/Metrics

Sensation of Acceleration

Start slow with emotion, anecdotes ACCELERATE with (DATA)

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

REMEMBER questions

THE PRESS

Do your Research

What do they Want?

It’s NOT an “AD”

RESEARCH the outlets HELP them serve their readers.

READERS are potential customers

Personalize itNo stock emails

Be gracious

Make a Connection

Express an INTEREST in their readers/publicationLEARN as much as you can

Think about your story

THREE big milestonesAND next few steps in the story.

What questions did they ask you? TAKE NOTES

Ask them what they’re writing about

Remember: questions!

Things to Remember

Keep it Simple

Simple languageConversational

Don’t say everything.

Body Language

What is YOUR body saying?What is your AUDIENCE saying?

First and LastKNOW your FIRST and

LAST sentence by HEART.

Sensory TRIGGERS

Hit the 5 senses

Provide Real Examples

Stories that are relevant to the audienceStatistics

DATA

BelieveIf you don’t believe, why should

we?

Call to Action

END with a CALL TO ACTION

Different AUDIENCES=Different CTA

There are opportunities

everywhere and everyday.

Practice Makes Perfect

Be InauthenticYou’re more than you think you are.

Practice Makes Perfect

Thank you.Maria [email protected]

QUESTIONS?

SEE YOU SOON! LOVE. THEFAMILY.CO