Help companies say YES

Rob Woods, Woods Training Ltd

• The biggest reason for influencing failure

• The biggest reason for influencing failure• Good riddance elevator pitch nonsense

• The biggest reason for influencing failure• Good riddance elevator pitch nonsense• Something Exciting

• The biggest reason for influencing failure• Good riddance elevator pitch nonsense• Something Exciting • Two essential ingredients

• The biggest reason for influencing failure• Good riddance elevator pitch nonsense• Something Exciting • Two essential ingredients

For best results

• Be truly open to new thoughts

• Play (100%)

• Capture your ideas

Why do most pitches fail?

What the company sees is different to what you see

Why do most pitches fail?

• You pitch about you, not about them

• Hen• Bus• Potato• Then• Hit• Potato• Seven• The Grand Old Duke of York• Potato• Field• Potato• Never • Scissors

We are most likely to remember things which

A) Which we heard F………..

B) Which we heard L…………

C) Which S………….O…….

D) And which are R……………..

But where do you find the most important idea in most

presentations?

Understand them – Some techniques

a) In the meeting, really listen

b) Call previous partners

c) Field research: e.g. before Alzheimer’s Society’s pitch

A) Summary, then ask questions

B) Understand them

C) Match what you say to their wants

The myth of the elevator pitch

If you need to get a conversation going:

‘Well you know how…’

• Well you know how… …everyday situation

• And what’s bad about that is… …Bad result / feeling

• So one thing we do is… way we help corps / our beneficiaries

• And what’s great about that is… …Positive result

Match what you say to their wants

1) Confidently state that you can help them ( i.e. get what they want)

‘If you want to influence, non-verbally convey a feeling:

…just north of confidence… (and just south of arrogance)’.

Peter Thomson

Match what you say to their wants

1) Confidently state that you can help them

2) Demonstrate that you can help them.

What do people usually say and write?

Prepare, so you can demonstrate

Evoke their need before you give your solution

Evoke their need before you give your solution

Demonstrate you can help them

• Use stories, examples, demonstrations

How do stories help the influencer?

Two essential persuasion ingredients:

1)What stories sum up the problem?

Two essential persuasion tools:

1)What stories sum up the problem?

2) How will you convey your solution works?

Share a story about a company gaining a benefit

Prostate Cancer Charity

Ideal Story Structure

A) Who is it about?B) What problem do they face?C) What did someone do to tackle that problem?D) What was the result?

Cut to the crash

Secrets of Successful Fundraising

• Full day results workshop• 12th September• Central London

What are the four most common enemies of corporate fundraising

success?

Problems

• Confidence evaporates

Problems

• Work too late

Problems

• Not confident• Work too late, too often• Feel stuck in a rut personally

Problems

• Work too late, too often• Feel stuck in a rut personally• Not confident in key situations• Influencing techniques not working

Secrets of Successful Fundraising

• The key to confidence

Secrets of Successful Fundraising

• The key to confidence• The simplest way to transform results

Secrets of Successful Fundraising

• The key to confidence• The simplest way to transform results• The secret to happy career development

Secrets of Successful Fundraising

• The key to confidence• The simplest way to transform results• The secret to happy career development• The magic formula

Secrets of Successful Fundraising

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£197

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Secrets of Successful Fundraising

Normal price –

£197

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44 Tips to help you

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• The biggest reason for influencing failure• Good riddance elevator pitch nonsense • Two essential ingredients

What are you going to do now to get the results you deserve?

Stay in touch

• www.woodsconsultancy.co.uk• @woods_rob

Good luck!