10 Quick Pitch Tips for Killer Presentations

Let’s be straight, the pitch isn’t the only thing that will make your business successful. But it matters when you have an opportunity to get on stage and present.

Because these opportunities don’t happen every day, you want to make the most of them when they happen. . As sales people we are always pitching, whether it’s investors, customers, business partners, candidates, spouses, or random people we meet socially Pitching and presenting are critical skills for business people

After going to hundreds of networking events up and down the country and watching business people flounder with their presentations, I put together 10 quick pitch tips.

Not all B2B networkers are poor presenters but sadly some are. These 10 points are here to help you do it better and may remind the good presenters of a point or two they may be missing:

1. Tell a Story. Even in a short presentation you have time to tell the audience a story and improve your chances of creating meaningful context. There are Twitter story tellers who do it in 140 characters or less. And it’s a well known sales fact that ‘stories sell’. Tell people how you solved a customer’s problem or the trigger for starting in business. Stories engage people and the human race is hard wired to listen to stories, that’s why stories sell/
2. No Sloppy Words Allowed. Sloppy words, reduce your credibility, they reduce the power of your presentation.  State assumptions with clarity and avoid ‘I think’ say you believe instead. …Also we know you think it, because you’re saying it. So it’s OK to state assumptions and it’s even OK to admit you don’t know the answers to certain questions. There are phrases used in every day language that need to be cut out of your presentation, you’ll find a list here .       Removing the sloppy words from your presentation can be difficult, because they’re habitually entrenched in our speech.
3. Control your nerves. Look not many of us are natural presenters. You can conquer fear and force through your fear with rehearsal time. Rehearse in front of a mirror. Rehearse in front of team members. Whatever you do ‘Rehearse ‘. I spend time in front of a mirror or camcorder. A word of caution, it’s best not to be too word perfect because you may get a little formulaic. Remember to smile as this helps loosen you up and loosen up your audience.   Smiling helps you settle and come across naturally. So rehearse and rehearse and rehearse again. Your goal is not to know your pitch but so you can’t forget it. Rehearsing helps you conquer your nerves.
4. Time the presentation killer. If you’re given 60 seconds or 25 minutes, be sure to stick to the time you are given. A mistake some presenters make is thinking they can shoe-horn another couple of points into their presentation, please don’t. If you have 60 seconds plan for 60 seconds in the same way you would plan for 25 minutes. The mantra ‘less is more’ is worth remembering what Winston Churchill said on the subject “ A speech should be like a ladies skirt, long enough to cover the subject but short enough to maintain interest’
5. KISS. The old ‘Keep it Simple Stupid’ phrase. Think of the speakers and orators who hold an audience and you will find a lack of jargon. It’s best to avoid anything that’s overly complicated. By keeping things simple everybody and I mean everybody will understand you.       .Remember you are the expert.       A word of caution here. Be careful about trying to teach your audience as it can be interpreted as ‘I’m Telling You Lot’ which you want to avoid. The audience want to be convinced you have viable product or services and that using you is risk free. They need to be convinced that you know what you’re talking about. So don’t try to show off with how much jargon or acronyms you know, your audience may nut understand you
6. Signpost Your Speech. There is an old sales phrase ‘Tell them your going to tell them, tell them, then tell theme you told them. State up front exactly what your audience are going to hear. This prepares them for what you are going to tell them. Movies do it, books do and TV soaps do it. If you are going to tell them about a new feature of Google/Apple/Samsung /Microsoft say it up front short and sharp. Then once you have spoken about the topic, refresh your audience with a short sharp recap.
7. Be Prepared: Some issues are universal for businesses. Target markets, for example. Every business has a target market. And it’s fairly important to know what your target market is. This becomes important when you get to the Q & A (if you are having one) because if you understand your target market you will understand what questions to expect. And it’s OK to admit when you don’t know the answer to a question; let’s face it, you can’t know everything. If you don’t know tell the questioner you will get back to them with an answer and follow up then.
8. When Things Fall Apart and They Might. PowerPoint presentations are notorious for not working just when you need them. Live demonstrations of your product can fail as well. When something goes wrong, you have to power through it. A simple technique I use is to rehearse my presentation and once I’m comfortable with it, I run it through without any visual aids. So if you experience a ‘technology malfunction’ you are already to do it naked.
9. Don’t Save the Best for Last. This is a common mistake – people want to end with a punch. But as I just pointed out, the “aha!” moment really belongs at the beginning. The catchphrase, elevator pitch, 30 second story on what you do and why I should care belongs at the beginning, but too often people leave this until the end when most people have stopped paying attention.
10. Last Words Linger. However long your presentation, you are working towards a close. I find that once I have the phrase or closing sentence the rest falls into place. It’s just like driving a car. If you get into your car and set off with no idea of your destination where will you end up? Know your destination and you are more likely to succeed in your presentation.

Pitching is hard, whether it’s on stage, in a boardroom, on a conference call or anywhere else for that matter. Most of us are not natural born salespeople. It takes work and rehearsals. But without a doubt you can deliver killer presentations when you go for it!

 

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Speaking in Public is Good for your Wealth!

Becoming a confident speaker is like learning to play a musical instrument, overcoming a fear and mastering a life skill because they have two things in common. They take time and you have to keep at it. Some of you may remember the old saying “Practice makes perfect”

So your question now may be “Why do I need to be able to speak in public with confidence?” “After all isn’t it going to be a lot of hard work”   So why is it worth spending time mastering this skill?

Let’s take a moment and look at some of the benefits of being a good public speaker:

• You have conquered man’s number one fear
• You have positioned yourself as an influential person
• Other see you as an expert
• You get paid to do it
• You are a confident speaker in team meetings
• You can engage people at networking events
• Promote your business with confidence
• Deliver on the money sales presentations
• Enhance your career possibilities
• Be seen as a leader

The list goes on and on…

So I would say yes it’s worth taking a little time to master this most useful of all skills. Some people say that “Communication is the mother of all skills.” And I for one agree.

Take some time and master it – if you are in the UK pop along to your local Speakers Club find one near you at http://www.the-asc.org.uk/clubs.html and if there is not currently a club close enough to you, be one of the first to know when one opens near you by filling in this form http://www.the-asc.org.uk/registration_form.html

Are you ready to become a better speakers, better presenter and better leader?

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Let’s stay in Touch 😉

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Dump the jargon! ~ Paul M Johnstone

The best way to communicate is with simple, plain English

Have you ever had a conversation with someone who said something that completely mystifying to you? Yet it made perfect sense to the other person.

Last week, I was on the receiving end of one of these monologues. The person started talking about a ‘cubicle farm’ I was too embarrassed to ask what a “cubicle farm” was. My mind raced thinking of green fields with cubicles grazing on the grass.

I wasn’t sure what he meant by this expression. Were his cubicles like toilet cubicles or more like the little cubicles you go to vote? Was he growing them? Or was he rearing them?

Now this conversation got me thinking about other commonly used business expressions that make it hard for the listener to understand. Instead of making it simple it seems to me the main use is to obscure the truth. Well in a survey in 2012 managers said they used jargon as a way of hiding the fact they had not done their job properly.

There are stacks of expressions that I hate “boil the ocean.” What! This is so inane, so absolutely stupefying that all I can think of is this cartoon.

Jargon has its place. It’s great shorthand between people who do the same work. Take it outside their area of work and it becomes meaningless. It’s not smart to use because ultimately it alienates people. Try using small words and plain English otherwise your ducks will be too busy heavy lifting to synergise with the end used perspective and miss the row they were forming.

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The A to Z of Effective Speaking and Business Presenting ‘C’ ~ Paul M Johnstone

‘C’ in The A – Z

Call to Action

It never ceases to amaze me how many times I see lots of speakers and presenters sit down at the end of their piece, smiling, basking in the glow of satisfaction at a job well done. However all to often they have not met their audiences  (What’s In It For Me)WIIFM and have often missed a call to action.   What did the speaker want their audience to do, think or feel when they sat down, do they even know?

All presentations, specifically business presentation need a call to action. Your objective as a presenter is to achieve something through your speech. It should be one of the following:

• get agreement from them
• change people’s thinking
• challenge your audiences assumptions
• move them to do something (visit a web site, fill in a form, speak to me at the end)
• motivate people to follow you on a different course of action
• promote and sell a product, service or idea

Any business presentation is different from a best man’s speech or an after dinner speech. This is because all business conversations, and you are having a conversation with your

Call To Action

audience, need an outcome. Your objective is to get people to do what you want them to do.

An After Dinner speech and a best man’s speech is a form of entertainment. In the same way a best mans speech is with the addition of mildly embarrassing the groom. If you are running a training course your objective is to educate and enthuse. But your business presentation is there to influence or win over your audience to your course of action.

I always ask people what they want the audience to do, think or feel when they have finished speaking. Because if you don’t move them, or challenge their thinking, or sway them to a different point of view, ask yourself “Why am I presenting?”

The best business presentations are all outcome driven. What is your outcome? Let us know in the comments below.

Having given an excellent, informative, entertaining and persuasive presentation, do not end it without a call to action.

Speaking and Presenting Tip: What is your call to action? What do you want your audience to do or feel? Then tell them what you want, then they know what to do!

“Obeying a prophetic call to action brings positive benefits.” Sherry K. White,

Presentation Training and Coaching is available from the author of this blog. Please visit my presentation training website.

I can transform your speaking and presentations and show you how to become confident influential speakers in a day

 Next time E is for Emotion

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The A to Z of Effective Speaking and Business Presenting ‘K’ ~ Paul M Johnstone

‘K’ in The A – Z

Keynote Speech

A keynote speech is a speech that usually establishes the main underlying theme at an event. It is often 40 minutes in length. However that time may be cut by the event organiser due to timing issues they have.

In corporate or commercial settings, greater importance is often attached to the delivery of a keynote speech or keynote address. The keynote establishes the framework for the following programme of events or convention agenda.

Occasionally it may be the function of keynote speaker also to be the convention moderator. It often flags up a bigger ideas or themes that are developed throughout the event.

Keynote speakers are often selected to raise interest in a particular event, such as a conference or large meeting sponsored by a corporation or association. Expeditions will often employ a high profile person to give the keynote address to draw attendees to the event.

Selecting a keynote speaker who is well known for his or her expertise in a particular field, or who has wide name recognition due to other accomplishments, will probably raise enthusiasm among prospective attendees for a meeting or conference. Increasingly the word keynote is being used as a synonym for plenary session or “invited talk,” with some conferences having an opening keynote, a closing keynote, and many other keynotes!!

A keynote speaker may work independently, be represented by a speakers bureau, In the event that a speaker is represented by a traditional speakers bureau, a commission, typically 25%–30%, is due; however, this is traditionally and ethically absorbed by the speaker rather than the client so that the fee remains flat and transparently priced to the client.

Speaking and Presenting Tip: The term key note comes from a cappella, where a note was played to determine the key in which the song will be performed.

“The early bird gets the worm, but the second mouse gets the cheese.” Willie Nelson

Presentation Training and Coaching is available from the author of this blog. Please visit my presentation training website.

I can transform your speaking and presentations and show you how to become confident influential speakers in a day

Next time L is for Language

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The A to Z of Effective Speaking and Business Presenting ‘H’ ~ Paul M Johnstone

‘J’ in The A – Z

Jargon

If I was allowed to swear, this topic would draw more expletives than any other. I hate Jargon. I hate it because it gets in the way of communications.

Jargon, Management Speak, Three Letter Acronyms (TLA’s) blocks communication.   It stops people understanding your message!

For many years I used jargon and thought I was smart, thought I had the inside track. Basically I was in effect preening my own ego.

What I should have been doing is getting my sometimes complex message across so everyone knew what they had to do next.

In research in 2011 it was discovered that 78% of people used management speak as a way of excusing themselves for not doing their jobs properly.

In sales we want to make it as easy as possible for the prospect to say yes. That is done by making things easy to understand.   I for one would never use any form of jargon in a sales presentation in case the prospect did not understand me. Because I know once they don’t understand, the probability of a sale is diminished.

OK, some of you reading this may be thinking “I couldn’t do my job without using “verbal shorthand” and you will be right.

The issues arise when you talk to someone who is not from your inner circle. By using jargon, management speak and short cuts it’s assumed ‘everyone’ else understands, often they don’t.

I once sat in a meeting being addressed by a new head of department. For the first minute or so of his talk to us he used words and phrases I had no idea what the speakers meant.

So later in the day I asked colleague if they had understood his opening and if they could please tell me, no one could.

If your purpose for speaking is to impart information, you will be more successful once everyone in the audience understands you.

The rule of thumb I use on jargon, management speak and other forms of trade talk is this “If in doubt, leave it out!”

If there is the possibility just one person in your audience may not, understand, or your words may confuse them, it’s best not to use them at all.

Speaking and Presenting Tip:  Speakers do you DREAM? To dream stands for “Do Remember Evert Audience Matters You get more from your audience when you put more preparation into your presentation

“His jargon conceals, from him, but not from us, the deep, empty hole in his mind. He uses technological language as a substitute for technique.” Richard Mitchell

Presentation Training and Coaching is available from the author of this blog. Please visit my presentation training website.

I can transform your speaking and presentations and show you how to become confident influential speakers in a day

Next time in this A-Z: Keynote Speech

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The A to Z of Effective Speaking and Business Presenting ‘I’ ~ Paul M Johnstone

‘I’ in The A – Z

I’d like to ask why are you reading this blog. I think you are reading it because you feel it might be useful to you. It maybe that somebody recommended it. If you think it may be useful that probably means, you feel it may help your career or your business life. All suggesting you have feeling that public speaking and presentation skills may be relevant to you.

There’s something else to, you believe in the power of spoken communications. You must or you wouldn’t still be reading this!  You need or want to be able to express yourself because you believe the ability to inform, persuade and motivate people is an important one. Or that overcoming the nerves you have about public speaking will benefit you in business, in your career and in your social life.

These ‘bite’ sized A – Z blog posts almost 200 of them, will give you just about everything you need so you can become a better public speaker and presenter.

Impromptu

This is the area many people struggle. Having the ability to deliver a quality Impromptu speech is developed over time and takes a little practice.

But there are some basic techniques that will help you. Obviously having knowledge of the subject matter is top of the list.

Everything else is normal presenting. Breath, Pace, Pause, Intro, Structure, Gestures and Conclusion are the same techniques. The difference is, you are speaking without rehearsal. You may take a while to master the art of impromptu speaking, but once you do, watch your career take off.

Speaking and Presenting Tip: the ability to think on your feet is a skill developed over time. Why not take your time and get as much experience as you can.

“It usually takes me more than three weeks to prepare a good impromptu speech.” Mark Twain

I can transform your speaking and presentations and show you how to become confident influential speakers in a day

Next time J is for Jargon

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Let’s stay in Touch 😉

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The A to Z of Effective Speaking and Business Presenting ‘H’ ~ Paul M Johnstone

‘H’ in The A – Z

Handouts

What do you do when the presenter gives you a hand-out? I read mine. While I’m reading what attention do you think I’m paying to the presenter? That’s right none. So how do you deal with distributing additional information?

Unless the audience does not understand the topic I would avoid using them. If you must hand out information I find it best to hand it out once you have finished speaking. Or if you want to it’s not a bad idea to send notes or slides before the meeting.

The only time I think that handouts before the presentation is useful when I know people will be taking notes and I am sure the visual aids are to engage rather than educate. Even then, there is a strong case for you to handout notes at the end of your presentation.

And please save us from PowerPoint slides that do nothing other than act as the speaker notes. I know you readers are way beyond that basic error. Slides:

• Slides are your visual aids which add to your speech and create strong memorable mental images.
• Speaker notes, are to remind you what to tell your audience not to be your speech
• Handouts, are for afterwards and should be self contained

During your presentation you want people to pay attention to your message. By giving the audience copies of the slides beforehand, you are giving them a distraction that often encourages them to tune out of your presentation.

When using visual supports it’s a good move to help your audience take in the imagery rather than getting sidetracked on the handout.

If you absolutely must give handouts during your presentation, you have to give the audience time to take in what you have given them.   If you have a large audience it’s best to have people hand the notes from both ends of the rows. The result could be that you are silent for a few minutes. How will you feel on a stage being quiet while your audience are reading the handout?

Speaking and Presenting Tip: Speaking in meetings.  Leadership is closely associated to speaking and communications skills and helps you reach your goals and climb the career ladder

“If you can’t dazzle them with dexterity, baffle them with bull.” P. T. Barnum

I can transform your speaking and presentations and show you how to become confident influential speakers in a day

Next time I is for Impromptu

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Let’s stay in Touch 😉

Please Add Paul M Johnstone as a friend to your

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Contact Paul through his website
PaulJohnstone@uwclub.net

Paul M Johnstone© I help people become confident, influential speakers!

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The A to Z of Effective Speaking and Business Presenting ‘G’ ~ Paul M Johnstone

‘G’ in The A – Z

Graphics

You have found a resource that I hope you will find helpful. This simple A-Z of effective speaking and presenting will provide you with al the information you need to become a better speaker and business presenter. It is a business blog and as such has been designed for you to dip in and out.

The posts will mostly be tight examinations of salient points and not long ramblings, though I don’t promise and there may be the odd ramble. Also they will be updated three or four times a week meaning you won’t spend hours reading, unless you want to.

When you find items that are helpful or interesting, please comment in the box below.

‘Death by PowerPoint’ is a well known phrase these days, but is it really PowerPoint’s fault? While after dinner speakers rarely use PowerPoint speakers, trainers and business people often do. Apart from Dave Gorman I don’t know any comedians or entertainers who use similar presentation software to enhance their routine.

Personally, I think PowerPoint gets a bad name. This is often down to the people who use it. Effective Business Presentations can be made even better by the right use of PowerPoint.

Surveys have shown that audiences remember up to 40% more of a presentation if they have seen as well as heard it.

The trap many presenters fall into is using PowerPoint to build their presentation in the first place. This makes the slides more like speakers notes than visual aids. And psychologists tell us f we pour our creative energy into a visual medium, we find it hard not te repeat what is on the slides.

After all, it is a “visual aid”, and as such it should ‘Aid’ your presentation not be your presentation.   It should to paraphrase an old advertisement “do exactly what it says on the tin. Images convey more to the audience than words so chose your images to fit your presentations. PowerPoint is ideal for showing graphs, charts and images, which clarify, strengthen and emphasize your message.

PowerPoint will help your audience get your message by smoothing the path between you and them. I saw a great slide once that a drawing of a Victorian couple in a stuffy drawing room, with the caption “Do you come here often”.  The speaker was talking about how stock phrases become clichés and are easier to forget then to remember. That was several years ago and I remember it to this day.

Speaking and Presenting Tip: Both business presenters and public speakers please remember this: The most important element in your speech, Your Audience!

“PowerPoint presentations are now parodies, displayed and blamed for failure to communicate clearly.” Stephen Kosslyn.

I can transform your speaking and presentations and show you how to become confident influential speakers in a day

Next time H is for Hand Outs

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Let’s stay in Touch 😉

Please Add Paul M Johnstone as a friend to your

Facebook:
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Contact Paul through his website
PaulJohnstone@uwclub.net

Paul M Johnstone© I help people become confident, influential speakers!

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The A to Z of Effective Speaking and Business Presenting ‘E’ ~ Paul M Johnstone

‘E’ in The A – Z

Elevator pitch

An elevator pitch, elevator speech, or elevator statement is a short summary used to quickly and simply define a person, profession, product, service, organisation or event and its value proposition.

The name “elevator pitch” reflects the idea that it should be possible to deliver the summary in the time span of an elevator ride, or approximately twenty to thirty seconds. Current thinking is that you should have an Elevator pitch for your business and one for every product or service you promote.

Hold on a moment! That sounds like a lot of elevator pitches to learn.  The term itself comes from the 1930’s when a secretary was often asked how an interviewee performed in the elevator on the way to the interview. A word of caution some people are trying to cram far too much information into 30 seconds. Think of it from the listener’s perspective, ask yourself “How easy is it for them to understand me?”

Lots of people rehearse their elevator pitches. Every sales person should be at the place where, it’s not that they have memorised the pitch, it’s that they should be incapable of forgetting them.

People who have a range of elevator pitches include, project managers, salespeople, evangelists, and policy-makers. What they have in common is that they all rehearse and use elevator pitches to get their point across quickly. It helps start a conversation in the direction you want.

There are several versions of an elevator pitch, but the most common have four sections

Opening Question:   Is a promise of value to be delivered and can be used to set expectation depending on the objective of your elevator pitch.

Power Statement: To work best this should be 7 Words or fewer and contain an emotional hook

Product Differentiator / Value Proposition:

Closeting Hook Paul Johnstone, Speaker Coach & Trainer – I just love helping people win.”

Here is my short Elevator Pitch

How would you like to build your confidence, land more business and position yourself as an expert?

I help people become confident, influential speakers

By teaching people how to overcome their nerves by showing them, how to prepare winning presentations, connect with their audience and get business from speaking. I am looking for people who want that edge for themselves or for their teams

Paul Johnstone, Speaker Coach & Trainer – I just love helping people win.”

Speaking and Presenting Tip: One that speakers know but may get lost in a business presentation. Close with a story, example or whatever you are happy with but stories will always work best because they engage the audience.

“Begin challenging your own assumptions. Your assumptions are your windows on the world. Scrub them off every once in awhile, or the light won’t come in”. Alan Alda

I can transform your speaking and presentations and show you how to become confident influential speakers in a day

Next time F is for Fear

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Let’s stay in Touch 😉

Please Add Paul M Johnstone as a friend to your

Facebook:
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Contact Paul through his website
PaulJohnstone@uwclub.net

Paul M Johnstone© I help people become confident, influential speakers!

Don’t forget to leave a comment: