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"Tips & tricks to adapt your pitch to your audience" by Maria Mocerino
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Transcript of "Tips & tricks to adapt your pitch to your audience" by Maria Mocerino
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TIPS & TRICKS TO ADAPT YOUR PITCH TO YOUR AUDIENCE
MARIA MOCERINO, PUBLIC SPEAKING COACH
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TheFamily
code: lamifasisi
WIFIWIFI
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DISAGREE ON TWITTER!#TFWORKSHOP
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#TFWORKSHOP
TIPS & TRICKS TO ADAPT YOUR PITCH TO YOUR AUDIENCE
MARIA MOCERINO PUBLIC SPEAKING COACH AT THEFAMILY
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19/05/2016
Adapt your Pitch to your Audience Maria Mocerino: Public Speaking Coach chez TheFamily.
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19/05/2016
Requires a Different FocusLead with what the audience cares most about, and the rest will follow
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SYMBIOSIS: Building mutually beneficial relationships
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But NOT a “YES” or “NO” question.
Start with a question
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“Judge a man by his questions rather than his answers.” -Voltaire
“There is no such thing as a worthless conversation provided
you know what to listen for.”
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Pitching is having a REAL conversation and
doing more LISTENING than
TALKING.
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What do they want/need? What is your objective?
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Do your Research
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Find the holes.
Make a Connection
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Focus on the problem
The problem your target market faces
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and solutions
What will your product/service do for THEM?
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Show your PassionMake it personal
Show feelingEmotion-packed words
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THE ELEVATOR PITCH
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What is this pitch for?What do you want them to DO?
Focus on your objective
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What do you do?What do you want them to
REMEMBER?
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What makes you Unique?What’s your USP? (Unique Selling Proposition)
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But NOT a “YES” or “NO” question.
ASK questions
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Make a ConnectionEXPRESS an interest LEARN as much as you can* (investors)
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THE CUSTOMER
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Do your Research
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What do they Want?
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Focus on the problem
THEIR problem.
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and solutions
What will your product/service do for THEM?
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What makes you Unique?What’s your USP? (Unique Selling Proposition)
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Provide PROOF
Support your claimsProve your benefitsShow your success
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aka DATAA story
StatisticsCustomer Feedback
KPI/Retention/Metrics
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But NOT a “YES” or “NO” question.
Remember: questions!
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Make a ConnectionEXPRESS an interest LEARN as much as you can* (investors)
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THE INVESTOR“If you fail at pitching, you won’t raise $$/€€/ETC.”
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They only look scary
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Do your Research
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What do they want?
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BE CLEAR
about what you do…
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KNOWLEDGE OF MARKET
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EXECUTION
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What have you learned?
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and Vision
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What makes you Unique?What’s your USP? (Unique Selling Proposition)
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Focus on the problem
THEIR problem.
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and solutions
What will your product/service do for THEM?
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Care about your clients
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THEY LOVE YOU
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You and your Team
YOUR STORY RELATIONSHIP
ACCOMPLISHED YOUR PLAN
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Provide PROOF
Support your claimsProve your benefitsShow your success
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aka DATAA story
StatisticsCustomer Feedback
KPI/Retention/Metrics
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Sensation of Acceleration
Start slow with emotion, anecdotes ACCELERATE with (DATA)
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What questions did they ask you? Take notes after your meetings
REMEMBER questions
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THE PRESS
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Do your Research
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What do they Want?
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It’s NOT an “AD”
RESEARCH the outlets HELP them serve their readers.
READERS are potential customers
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Personalize itNo stock emails
Be gracious
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Make a Connection
Express an INTEREST in their readers/publicationLEARN as much as you can
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Think about your story
THREE big milestonesAND next few steps in the story.
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What questions did they ask you? TAKE NOTES
Ask them what they’re writing about
Remember: questions!
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Things to Remember
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Keep it Simple
Simple languageConversational
Don’t say everything.
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Body Language
What is YOUR body saying?What is your AUDIENCE saying?
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First and LastKNOW your FIRST and
LAST sentence by HEART.
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Sensory TRIGGERS
Hit the 5 senses
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Provide Real Examples
Stories that are relevant to the audienceStatistics
DATA
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BelieveIf you don’t believe, why should
we?
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Call to Action
END with a CALL TO ACTION
Different AUDIENCES=Different CTA
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There are opportunities
everywhere and everyday.
Practice Makes Perfect
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Be InauthenticYou’re more than you think you are.
Practice Makes Perfect
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Thank you.Maria [email protected]
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QUESTIONS?
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SEE YOU SOON! LOVE. THEFAMILY.CO