Category Archives: Pitching

Action Learning!

A great note from colleague Oliver, just before the Christmas break..

“I hope you’re well. It’s Oliver here from Passion Digital (we took your presentation training a few weeks ago). I wanted to get in touch as we had an important pitch for a big client last week. I tried to implement a lot of techniques you taught us, particularly ‘load, aim, shoot’ and afterwards got a lot of good feedback from more senior people in the business saying my presentation style has drastically improved since your training.

We haven’t heard back from the client yet but we are all hopeful following the strong pitch. Just wanted to say thanks again for the session and let you know that the tangible results are already being seen! Also, feel free to quote me in any marketing messaging if you do that sort of thing.Have a lovely Christmas.

Oliver – thank you and happy 2019 

 

 

Reading to forget – Questioning to remember

William Cho’s article in Medium makes some telling points about recalling and applying what we read. The same points can be made about TRAINING!

As the training guy helping people to pitch their business ideas. His points about learning through questions, piece by piece is a BIG message for those like me who deliver training:  How can we turn our magic into summarised questions at the end of a module or a day’s session so the delegates in our program really get it!

 

Thank you William

The Ten Truths

This is a presentation and conversation that I have had with a number of clients across the years. I am dusting it off and bringing it back into the foreground for 2018. Some of the points are obvious yet the obvious gets overlooked in the  heat of battle.

Some of the points are provocative and provocation is sometime the only way to win.

Here is your link to the PDF

If you want to discuss any of the ideas here to turn the whole piece into a team game or seminar let me know and we can easily arrange to make it so.

Questions, often without warning

Q: “Sniper Control” How do we handle those questions or statements that come at anytime often without warning in our meeting?

1 Apply the advice in ‘Handling Q&A’ and ask the person a question back, for example “Before I answer, what is behind your question?”  Questions give you control.

2 Ensure you have accommodated all the political opinions in the room and if you think a question will arise that will stump you, ask a colleague for advice before you leave for the meeting.

Q: Presenting without PowerPoint, Can we?    A: Yes, especially with creative ideas. Perhaps you can demonstrate what it is you wish to sell or create the idea in front of the meeting on a flip chart? Better still get them to build alongside you – bring a pad of paper and marker pens to the meeting (No batteries, Windows updates or power cables are needed for these techniques)

You aren’t using enough rituals.

A great piece via info@hereforth.com and by Eric Barker at TIME   This excellent article prompts thoughts about using rituals to win new business! © 2015 Time Inc. All rights reserved.

So, below are ideas for NB ritual questions/notes to self

BEFORE your meeting Objectives clearly established? Clear understanding of the Client’s agenda? Anticipation of likely push back from Client’s end?

DURING your meeting  Is the idea, proposal and conversation really tailored to the Client’s agenda? Was the story clear? Was the story persuasive? Were the questions well handled? Did the meeting finish with clear actions and next steps?

Another good ritual? Read all about emerging technologies sensibly applied at http://www.hereforth.com  Once a week the hereforth newsletter appears and is quite brilliant