www.aristo.ie

www.aristo.ie

6-3-1

This talk will tell you how to be the one that is remembered!

www.aristo.ie

Aristo Philosophy

Stop delivering

• Speeches (no audience)• Lectures (boring)• Sermons (churches empty)• Presentations (uninteresting)

www.aristo.ie

Have a Conversation (Chat)

• Aristo promotes the art of extended conversation

• Have a conversation be it with

1-5-50 or 500 people

www.aristo.ie

“Pitch your Ideas to Increase Sales ”

(Create messages that Stick)

Andrew C. Keogh

Aristo Connect 2 Grow

www.aristo.ie

Confidence to Connect

www.aristo.ie

Build Relationships

www.aristo.ie

Create Trust

www.aristo.ie

Connect 2 Grow

www.aristo.ie

Brendan Kennelly Prof. of English at Trinity College says-----

There are two requirements for learning,

“ask questions and have fun”

www.aristo.ie

Course Mechanics

• Coaching• Timing• Presentation Format

www.aristo.ie

Learning Objectives• Learn how to develop rapport with your audience

• Get more time in front of your prospects

• Develop exciting openings and closings to your that will engage your listeners

• Create presentations that stick in your listeners mind long after you have left the room

• Conduct effective Questions and Answers sessions

• Use Are – Do – Get – Formula (developed by Aristo) and win more business

www.aristo.ie

Outline of Day

• Make a Good First Impression

• Are Do Get

• Memorable Marketing Message

www.aristo.ie

Make a Good First Impression

www.aristo.ie

Profile Qualities of Good Person

• ???????????

• ????????????

• ????????????

www.aristo.ie

First ImpressionsFirst Impressions

• Name• Position• Need• Incident

• Name• Position• Need• Incident

QualitiesQualitiesQualitiesQualities

www.aristo.ie

Who ate the Frog?

www.aristo.ie

‘The Pitch Basics’ARE DO

GET

www.aristo.ie

Tip Scales in your Favour

Use:

• Are • Do • Get

To connect successfully

www.aristo.ie

Relationship Building

Name ?

Factual Causative Value -Based

www.aristo.ie

“A gossip talks about others, a bore talks about himself, a salesman talks about his product – and a brilliant conversationalist talks about you.”

Andrew Keogh

www.aristo.ie

ARE GETDO

The Basics: Preparation

Situation AppraisalObjectivesMeasure of SuccessValue to Orginisation

www.aristo.ie

3 Types of Buyers

• Influencer

• Admin. Buyer

•Economic Buyer

www.aristo.ie

ARE GETDO

The Basics: Delivery

Situation Appraisal

Objectives

Measure of Success

Value to Orginisation

www.aristo.ie

80% of our Success Relies on "Soft Skills"

Many recent studies have shown that “Technical Skills” (our natural skills and learned skills through training and experience) only represent at best 20% of the input into our performance. The remaining 80% which affects our performance comes from our "Personal Skills" 

www.aristo.ie

Structure for Talk

J0388453.wav

www.aristo.ie

7 great reasons why you are better• Radio offers effective targeting

( different stations attract different listeners)

• Radio reaches people at relevant times and places(another activity)

• Radio reaches out in an ad avoidance world

• Radio has a ‘Multiplier Effect’ on other media(audio only- stimulates different part of brain)

www.aristo.ie

7 great reasons why you are better• Radio creates a large share of mind

for a brand (more frequent - 14 hours - low entry level)

• Radio Drives Response (call to action – especially on line)

•Radio is a Friend

www.aristo.ie

Summary: Learning Objectives

• Learn how to develop rapport with your audience

• Get more time in front of your prospects

• Develop exciting openings and closings to your that will engage your listeners

• Create presentations that stick in your listeners mind long after you have left the room

• Conduct effective Questions and Answers sessions

• Use Are – Do – Get – Formula (developed by Aristo) and win more business

www.aristo.ie

Memorable Marketing MessageSTACK

www.aristo.ie

Lunch Break

www.aristo.ie

Memorable Marketing Message

www.aristo.ie

www.aristo.ie

Memorable Marketing Message

Plan: Who is your audience?

• Connect: (in 20words or 7 sec.)• Who are you? (introduce yourself)• What do you do? (KISS)• How are they better? • Action

• Q&A• Repeat how are they BETTER

www.aristo.ie

• Ask a question

• Pay your listener a compliment

• Relate a dramatic or humorous incident

• Deliver a startling statement with power and conviction

• Create mystery or intrigue

• Ask a question

• Pay your listener a compliment

• Relate a dramatic or humorous incident

• Deliver a startling statement with power and conviction

• Create mystery or intrigue

Open your talk in 20 words or 7 seconds by doing one of the following;

Openings

www.aristo.ie

Propose a change Dramatise your ideas Repeat the benefit Use an appropriate quotation Speak on a personal level (story) Appeal to a persons nobler

motives

Propose a change Dramatise your ideas Repeat the benefit Use an appropriate quotation Speak on a personal level (story) Appeal to a persons nobler

motives

ClosingClosingClose your talk in 20 words or 7 seconds by doing one of the followingClose your talk in 20 words or 7 seconds by doing one of the following

www.aristo.ie

Question & Answers

www.aristo.ie

vote:

• Who ate the Frog

www.aristo.ie

A study conducted by AT&T and Stanford University revealed that the top predictor of professional success and upward mobility is how much you enjoy and how good you are a public speaking.

In this study the single best question to predict high earnings was, "Do you enjoy giving speeches?"

Will what we are doing help my career?

www.aristo.ie

Summary: Learning Objectives

• Learn how to develop rapport with your audience

• Get more time in front of your prospects

• Develop exciting openings and closings to your that will engage your listeners

• Create presentations that stick in your listeners mind long after you have left the room

• Conduct effective Questions and Answers sessions

• Use Are – Do – Get – Formula (developed by Aristo) and win more business

www.aristo.ie

Aristo Logo

www.aristo.ie

Confidence to Connect

www.aristo.ie

Build Relationships

www.aristo.ie

Create Trust

www.aristo.ie

Connect 2 Grow

www.aristo.ie

Email: andrew@aristo.ieif you wish to receive copy of

this PP presentation