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