Pitch to Win Sales & Investment - Wayra Dublin Presentation
37
1 6-3-1 This talk will tell you how to be the one that is remembered!
-
Upload
andrew-keogh -
Category
Business
-
view
233 -
download
6
description
Talk to short listed teams for Wayra Dublin programme starting October 2013 on how to prepare pitch content to selection panel.
Transcript of Pitch to Win Sales & Investment - Wayra Dublin Presentation
1
6-3-1
This talk will tell you how to be the one that is remembered!
2
“ Find Your Story and get people to believe in You”
Liam Casey PCH
3
` ‘Pitching to Win Sales & Investment’
4
• Sermons (churches empty)
• Slide Presentations (majority uninteresting)
• Sales Presentations (no one wants to be sold to!)
Stop Delivering!
`The Aristo Philosophy
5
Aristo promotes the art of extendedconversation
Have a conversation be it with
1, 5, 50 or 500 people.
`The Aristo Philosophy
Start Having a Conversation
6
` We have Coached
7
` ‘Pitch to Win Investment’
‘Create Your Story’
8
`Qualities of Your Hero
• ???????????
• ????????????
• ????????????
9
` Padraig Harrington` Paul O’Connell
10
“Designing a presentation without the audience in mind is like writing a love letter to ‘ whom it may concern’ “
Nancy Duarte
Who is your audience?
11
1. Open
(Connect in 20 words or 7 sec.)
2. Body
(Concentration ON-OFF-ON-OFF-ON-OFF-ON-OFF ON -OFF-ON-OFF)
3. Close
(If they remember your take home message you are a success)
` The Basics
12Niklas Zennstrom
Tell a Story
13www.aristo.ie
Template
“ Despite the fact that Father Ted was basically an Irish ‘Only Fools and Horses‘ with a soft, surreal twist (the three male characters in both are almost identical”
- Graham Linehan
14
` The Sales - Template
Better?
ProblemSolved?
Team?
DO?
15
` Tell Your Story!
Core
•Plan: Who is your audience?
•Connect: Step 1: get attention 20 words or 7 sec.Step 2: problem you solve
•Who are you? (introduce yourself)•What do you do? (KISS)•How is your customer BETTER? •Action
USP-Elevator Pitch- HCP
16
`Cake or Worm?
17
` ‘Pitch to Win Investment’
‘Create Your Story’
Summary:
18
“If a potential customer has made time to meet you, this means they have a problem to solve or a project in mind and they expect that you are not simply coming to tell them what you do, but that you have put some real thought into how you are going to help them solve their problem”
- Deirdre McPartlinEnterprise Ireland Düsseldorf
19
` The Sales - Template
Better?
ProblemSolved?
Team?
DO?
20
` ‘Pitch to Win Investment’
‘Tell Your Story’
21
` The Funding-Template
Better?
ProblemSolved?
U?
DO?
Sell?
Team?
£
CM
Ask?
22
Analogy: Planning a journey is like planning a talk
"One good analogy is worth three hours discussion."(Dudley Field Malone)
Better
Connect
Do/Sales
Who?
Problem/Market
Audience
Prepare
Action
Plan your Talk
23
The Close – How are they better?
“ A speech is like a love affair any fool can start it, but to end it requires considerable skill “
Lord Mancroft
conceal
24
`Cake or Worm?
25
Pitch Structure Who is your Audience?
• Connect: (get attention)• What PROBLEM do you solve?• How do you DO this? (KISS)• How many have you SOLD?• Competition (we are like)• Finances (your ambition) (Milestones+ Executions)• Who are you? (team) • Call for Action• How are customers BETTER?
(always finish with how customers will be better)
` Pitch Template
26
HEADLESS BODY IN TOPLESS BARNew York Post on a local murder
FREDDIE STAR ATE MY HAMPSTER Sun: story was a fabrication
ICE CREAM MAN HAS ASSETS FROZENBBC News
SUPER CALEY GO BALLISTICCELTIC ARE ATROCIOUSSun on Inverness Caledonian Thistle beatingCeltic in the Scottish Cup
` Opening: Newspaper Headlines!
27
Commercial Acumen
28
29
use metaphors we are like;
Business Model
30
How big is your ambition
•To Big
• To Small
Don’t tell VC how to spend
their money (it’s rude)
Financials
31
Why are you different/better?
Competition
32
Team
33
` Milestones
Core
“If you can do it, it ain't braggin”.
Dizzy Dean Baseball pitcher
34
` Questions & Answers
35
And they will!
This is the judgement your listener is continually making:
Do I believe / trust this person?
My final piece of advice to you is;
• Speak from your life’s experience• Speak with energy and enthusiasm• Speak in terms of your listeners interest
Test
36
web:
www.aristo.ie
email:
http://ie.linkedin.com/in/andrewkeogharisto
phone:
01 8208552
twitter:
@aristoc2g
`My Contact Details
37
` ‘Pitching to Win Sales & Investment’
Discuss:
