the art of pitch

THE ART OF PITCH

pitching is a long learning

curve

yet can be approached as a scienceRobert Cialdini

The Principles of Persuasion

David RockDirector of the

Neuroleadership Institute

Dan PinkA Whole New Mind

what % of your workis not on the market

because you did not convince the decision

makers ?

Xwork

frustrationmissed

opportunities

P I T C H

Elevator pitch ?• Dale Carnegie

ELEVATOR PITCH3 minutes to convince

workload time to pitchX

concise

so it needs to be

concise

catchy

so it needs to be

concise

catchy

call-to-action

so it needs to be

concise

catchy

call-to-action

so it needs to be

case study:Otis, the first

 elevator pitch  short

straight

show

_CONTENT: what do you want to say?

_PERSUASION: how do you say it?

_CONTENT: what do you want to say??

_PERSUASION: how do you say it?

S O W H A T ?that’s how you often feel

when someone finishes his pitch

what do you want them to

KNOW

prepare

what do you want them to

KNOWwhat do you want them to

FEEL

prepare

what do you want them to

DOhow do you want them to

FEELwhat do you want them to

KNOW

prepare

WHAT’S IN IT FOR THEM?

_who is your audience?

_what are their KPIs?

_where does motivation comes from?

how do youtrigger action ?

change is often perceived just

like this mountain.

far away, hard to achieve,

dangerous.

not changing is often perceived just as staying

home.

it’s comfortable.that’s what

we’ve always done.

but are you sure it’s safe?

BENEFITS AND RISK OF CHANGING

BENEFITS AND RISK OF NOT CHANGING

NO

CHAN

GECH

ANGE

BENEFITS RISKS+ +-

-your audience perceive

the great benefits… …and very little risk in

changing

your audience perceive little benefits…

…and high risks in not changing

NO

CHAN

GERISKS

+and showing the

risks of not changing might be

your best ally.

CLARITY

_THE CONTENT: what do you want to say?

_THE PERSUASION: how do you say it?

_BE UNIQUE

a Hollywood study showed the

importance of first impression

I SLEEP_slickness_trying too hard_not clear / organized

I LISTEN_passion_wit_quirkiness

or

greek taught us_ethos

_pathos

_logos

ETHOS_who are you?

_why are you legitimate?

_what is your reputation?

PATHOS_your sentimental affect with your audience

_what’s our story?

_why would I want to do this for you?

LOGOS_make sense

_be organized

_run them through your reflexion

ATTUNEMENTget into people’s mind

what do they think about?

they probably never heard about your project before…

and need to understand a lot

of inputs

the objective:

recreate your

EURÊKA MOMENT

…then leave room forCOBUILDING

THE ULTIMATE PITCH TOOLBOX

ONE WORDyour powerful idea should be summerized

in one word that you want them to remember.

SEARCH

J’ADORE

QUESTIONS?questions trigger the attention of your audience as they will try to come up with the… make sure their

answer is the same as yours.

"IF IT DOESN'T FIT, YOU MUST ACQUIT”

rhyming taglines and messages tend to work better on retention

and persuasion

RHYMING PITCH

TWITTER PITCH

question

inform

promote

SUBJECT PITCHone line makes you stand out

PITCH ADVICE

FAIRY TALEa common way to organize your pitch

is to follow the fairy tale rythm.

ONCE UPON A TIME

_start with a real and personal example to anchor your topic in reality

ONCE UPON A TIME

EVERYDAY

_show how your example is relevant to everyday life situations

ONCE UPON A TIME

EVERYDAY

ONE DAY

_introduce the game changer that is threatening or creating new opportunities

ONCE UPON A TIME

EVERYDAY

ONE DAY

BECAUSE OF THAT

_explain the changes in the industry and how it might affect them

ONCE UPON A TIME

EVERYDAY

ONE DAY

BECAUSE OF THAT

BECAUSE OF THAT

_explain what you need to change to adapt to the new situation

ONCE UPON A TIME

EVERYDAY

ONE DAY

BECAUSE OF THAT

BECAUSE OF THAT

UNTIL FINALLY

_what are the objectives? what will be the new situation after the change?

PRATICEYOUR PITCH

THANKYOUjxo@mercury80.combruno@mercury80.com