Download - Presenting and Pitching skills
Presenting and Pitching Skills
Peter Ramsden
Paramount Learning Ltd
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Aim of the session
1. Be knowledgeable about what to do before making a pitch
2. Identify with how to turn a good proposal into an effective pitch
3. Generate an appreciation for good and bad presentation techniques
4. Provide guidance in order to prepare a well structured and well delivered pitch
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Well Done
Your proposal has made it through stage one and you have been invited to discuss your proposal at a meeting with the client.
What’s your first thought? Really! Fantastic Relief Panic Oh no I have to make a formal presentation!
What do we need to do to secure the business?
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What do we need to consider in making an effective pitch?
Audience Location Duration Content/Message Structure Delivery Methods Practice Do’s and Don'ts
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Audience
Try to find out Who will be there? What are their roles and
responsibilities Who else might be pitching Consider who will be
attending from your company Match numbers and skills as
appropriate Be aware of client corporate
style and reflect in your behaviour and look
Research your audience
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Location; Where, When and
What facilities are available Flipchart Overhead Projector (OHP) Data projector Projector Screen Whiteboard Interactive Whiteboard Room size, layout etc
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Important to find out for a number of reasons Knowing how long you have helps you develop
a well timed and structured presentation Determines the maximum volume of
information you can deliver People typically prefer shorter rather than
longer presentations Shorter high impact presentations are
generally more memorable It’s better to finish one minute early than five
minutes late
Duration?
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The Content/Message Be confident; you have been invited to
present Review the tender and your proposal
once again Identify any key points and ensure these
are included in your pitch Review your pre-proposal notes
Which areas did you deem to be important; accommodate into your pitch
Create a list of any questions they might ask and be ready to provide a well prepared response. What messages do you want
the audience to take away?
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Preparation methods
Determine the structure of the proposal
Methods of creating a basic structure Mind mapping A4-A5-A6 Length of presentation
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Example Mind Map
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Structure
Introduction Thank the audience for the opportunity to present Who am I or Who are we? Briefly outline what you are going to talk about? Advise if you will take questions during or at the end?
Main Body Break into segments Focus on details as and when appropriate
Wrap Up Summarize, And finally, In conclusion
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Delivery; How People Listen
Attention Span Bite Size Chunks Repetition (Milestones) Visual, Auditory, Kinesthetic
(VAK) Observe non verbal
communication Conditioned for breaks Use our own set of filters What’s my name?
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Attention
Time
Listening: Attention Span
High
Low
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Delivery; What Makes People Listen
Self Interest; What’s in it for me/us? Try to guess what they want to hear
Who is speaking Can this person solve my issue
What are they saying Is this relevant and easy to understand
How they are delivering the message Are they engaging or vague and boring
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What motivates people to buy?
Credibility Expertise Passionate Honesty Independent referrals Economics Specifications Timing/convenience
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Presentation Styles
Positive Warm Honest Friendly Exciting Passionate Knowledgeable Confident Organised
Negative Arrogant Vague Patronising Monotonous Closed Complex (Depends on Audience) Nervous Irrelevant
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Getting Ready
Be Yourself Make an impressive start
Deep breaths Smile Introduce yourself Who am I Why am I here What am I going to say
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Do’s and don’ts
Practice, Practice, Practice If possible arrive early.
Check projector Audience seating Room temperature, lights, layout etc
Take backups. Powerpoint, printouts, OHP Never start with an apology
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Do’s and don’ts
Visual Aids Can work for and against you Can be prepared in advance Flipcharts, Whiteboard, Powerpoint, OHP’s,
Slides Keep simple; Easily legible Concentrate on the audience not the aid
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Do’s and don’ts
Use eye contact Do not walk in front of the screen Control nerves through deep breathing When using Acetates
Beware of the shakes Fans can be noisy Can draw on them directly to illustrate a point
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Do’s and don'ts
Avoid handouts unless essential to make a point; distribute at the the end
Watch out for err’s and um’s Control of hands
Clicking pens Shuffling coins in pocket Hand over mouth Scratching
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Do’s and don'ts
Control of Body/Feet Shuffling Walking backward and forwards Stand upright
Invest in a presenter Use ‘and finally’ to raise interest once only Use peoples names if you know them
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Do’s and Don’ts
Voice and Vocabulary Vary pace and tone Speak to the back of the room Avoid jargon
• PowerPoint shortcuts Shift B = Black Screen Shift W = White Screen Right mouse click allows pointer options
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In Summary (4P’s)
Preparation Audience, Location, Message, Structure, Delivery Review tender and proposal
Practice Try it out Refine
Pitch You should now be ready to make you pitch
Purchase order?
Presenting and Pitching Skills
Thank YouQuestions Please