Would you refer this nincompoop to your business contacts?

Would you refer this nincompoop to your business contacts?With our #Referability Boot Camp coming up in a short time, this very timely video and article by video producer Neil Ben and sales speaker / trainer Leigh Ashton respectively, highlight some of the key points that you need to remember if you’re introducing yourself in 60 seconds at a business event.

NB: If you’re in the Milton Keynes, England area, do yourself a favour and book yourself into the #Referability Boot Camp on July 23rd … and never again risk the hideous chance you might come across like the nincompoop in this video….

Now, over to Leigh for her thoughts on how to get your 60 second pitch right…

In my role I get exposed to lots of presentations and pitches – so I thought I’d offer you some pointers for when you next present. Some of these tips seem obvious (but sadly not practiced enough) and others less so. So, whether it’s a one minute presentation at a networking event, or a 1 hour pitch for a life-changing contract, pick out the ones that will help you personally.

Preparation

Prepare – and early! Never leave it until the last minute. Never ‘wing it’ – it shows! Research your facts, stats, case studies – anything that will help make your pitch more engaging and informative.

Practice

When was the last time you practised? Did you film yourself? How was your timing? Who do you respect that could watch you? What habits should you eliminate? What should you do more of? How can you make your style more engaging? Train your brain!

Don’t get into a state

Nerves are natural but you can take steps to minimise them. Ask yourself…How much value can I give today? If you can, talk to the audience informally before the start of the presentation – it will help you relax. Remind yourself you’re there to give them the benefit of your experience, knowledge and expertise. And remember – although these might be hardened professionals, no-one will be thinking “I hope this guy is rubbish”. They may not buy from you, but they want you to succeed on a personal level.

Non verbal communication

It’s true that most of your communication will not be with your words. Your audience will notice how you’re dressed. They will notice how your facial expressions reflect or not the words you’re speaking. They will notice your body language. So yes, no folded arms and keep hands away from pockets! Use a range of voice tones to keep your content fresh.

Content

A one way sales pitch is likely to work less and less nowadays. It really is better if you’re NOT doing most of the talking – it’s just not engaging enough. So, even if the meeting is billed as a presentation by you, open up a two way dialogue early…”before I start if it’s alright with everyone I’d like to ask you a few questions, is that OK?” The less they expect this, the more impact you will have – providing you carefully craft those early open questions to give you exactly what you need.

Structure

You’ll need to manage the presentation so that you include the following…

  1. Clarity – who you are and what you do
  2. Credibility – set out why you’re worth listening to (“you’ll benefit from 18 years’ experience in the xyz sector”)
  3. Their pains – home in on the problems they have (see below)
  4. Your solutions – what you are bringing to the table
  5. Pre-empt their objections
  6. The next step – How do they want to go forward

Less of WE, more of YOU

It’s really easy to talk about you, your company and how good your products and services are. For example you probably use sentences like “we do this“, “we’re an award winning XX”. That’s a mistake. Be sure to talk in “You” language instead.  So, use things like “you will get”, “you can experience the benefit of 100 years experience” and so on. This of course assumes you’ve done your homework beforehand. Many don’t bother to find out what the audience REALLY needs. Only when you truly understand what’s going on in their heads, can you truly address their needs.

Questions and answers

Many presenters ask for Q & A’s right before the end. This leaves them vulnerable as, if someone asks something distracting or even damaging, this might be the lasting impression your audience has. Put your Q & A’s near to, but not at the end of the session – then you can answer them and go on to conclude the presentation by hitting them with your powerful closing message. Note from Suze: this, especially, is a great idea and well worth using. I certainly will from now on.

All of these quick tips won’t be suitable every time, but you’ll soon get to know which to bring in depending on the event, presentation or pitch that is coming up.

Hope this helps!

Leigh

Would you refer this nincompoop to your business contacts?

Leigh Ashton

Leigh Ashton is the author of “iSell,” a speaker, trainer and coach. She helps people incorporate psychology alongside practical selling skills – leading to positive changes in their attitude, their approach and their sales results. She has found a way to leverage her Intellectual Property via an online platform  – Sasudi.com – which is launching Autumn  2015. You can pre-register for this here … and if you’d like a copy of Leigh’s free report, “5 Easy Ways To Love Selling,” click here.

Finally … if you’re in the Milton Keynes, England area, don’t forget to book yourself into the #Referability Boot Camp on July 23rd … and never again risk the hideous chance you might come across like that poor nincompoop in the video above….

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