Principles of Presentation Delivery- Developing Your Elevator Speech
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Transcript of Principles of Presentation Delivery- Developing Your Elevator Speech
Presentation Delivery
Principles of
Tips on how to think like a Presenter
John FallonPresentation Skills Consultant
Developing Your Elevator Speech
“It doesn’t matter what you are selling; maybe it’s an idea for a new business, an existing
product or service , or a project. It also doesn’t matter who you are selling it to; maybe they are an investor, a potential customer, or a potential client. In order to have a chance of closing the deal, you first need the audience to listen to
what you have to say.” - Chris O’Leary
An “Elevator Pitch” is an overview of an idea, product, project, person or other Solution to a problem and is designed to get a conversation
started.
An “Elevator Pitch” is designed to quickly catch the attention of the audience, persuade them to
pay attention to what you have to say, and convince them that they want to hear more.
An “Elevator Pitch” answers the questions:What is it, Who needs it, Why do they need it future, and Who are you to see the problem and develop the
solution?
An “Elevator Pitch” is Concise using as few words as possible
An “Elevator Pitch” is Clear so that it can be understood by anyone
An “Elevator Pitch” is Compelling by explaining the problem and the solution
An “Elevator Pitch” is Credible and explains why you are qualified
An “Elevator Pitch” is Conceptual and doesn’t go into too much detail
An “Elevator Pitch” is Concrete by being specific and tangible
An “Elevator Pitch” is Consistent by having each variation deliver the same basic message
An “Elevator Pitch” is Customized by addressing the specific concerns and concerns of the audience
An “Elevator Pitch” is Conversational by starting a conversation with an audience
An “Elevator Pitch” is designed to be a primer / intro to what you are selling
An effective “Elevator Pitch” is designed to give the audience just enough
information to want to know more
Elevator Speech… Why 30 Seconds
Time ConstraintAttention SpanTelevision and RadioThe Sound Bite
Elevator Speech… Your ObjectiveKnow what you want to sayHave a single, clear cut objectiveFind Your ObjectiveDiscover the “Hidden” objective
Elevator Speech… Who’s Listening?
Find the right personKnow who you’re talking toKnow your listeners and what they want
Elevator Speech… The Right Approach
How to get thereHow to find the right approachObjective and approach are essential to each otherKnow what you want, who can give it to you and how to get it
Elevator Speech… The Hook
Find your hookUse humor as a hookUse a visual hookStart a “Hook” bookGets the audiences attention
Elevator Speech… Your SubjectHow to develop your subject: Know your objective,
listener and approachAsk yourself the following questions: What am I talking about? who is involved?where is it?when is it?why is it?how do I do it?
Elevator Speech… Your Subject
Check your answers against these questions…do they reinforce/explain the objective?do they relate to the audience?do they correspond to my approach?
Elevator Speech… Ask for itClose the message: base the close on your audienceDemand for action close: calls for a specific action within a time frameDemand for reaction close: a soft sell that uses the power of suggestion
Elevator Speech… Paint a pictureImagery- colorful imagesClarityPersonalizing Emotional appeal- touching the heart
Elevator Speech… The Spotlight is on You
First ImpressionsStyle and Image:– facial expressions, eye contact, posture, gestures, body movements, tone of voice, physical appearance and clothing
Smile
Elevator Speech… One or a Thousand
Never memorize Never Read Outline your talk Rehearse Vary the message for variety
Elevator Speech… Any Place, Any TimeOn the phoneAnswering machinesMeetingsRestaurantsToasts
Bottom line…ALWAYS BE PREPARED