help companies say yes rob woods, woods training ltd
TRANSCRIPT
Help companies say YES
Rob Woods, Woods Training Ltd
• The biggest reason for influencing failure
• The biggest reason for influencing failure• Good riddance elevator pitch nonsense
• The biggest reason for influencing failure• Good riddance elevator pitch nonsense• Something Exciting
• The biggest reason for influencing failure• Good riddance elevator pitch nonsense• Something Exciting • Two essential ingredients
• The biggest reason for influencing failure• Good riddance elevator pitch nonsense• Something Exciting • Two essential ingredients
For best results
• Be truly open to new thoughts
• Play (100%)
• Capture your ideas
Why do most pitches fail?
What the company sees is different to what you see
Why do most pitches fail?
• You pitch about you, not about them
• Hen• Bus• Potato• Then• Hit• Potato• Seven• The Grand Old Duke of York• Potato• Field• Potato• Never • Scissors
We are most likely to remember things which
A) Which we heard F………..
B) Which we heard L…………
C) Which S………….O…….
D) And which are R……………..
But where do you find the most important idea in most
presentations?
Understand them – Some techniques
a) In the meeting, really listen
b) Call previous partners
c) Field research: e.g. before Alzheimer’s Society’s pitch
A) Summary, then ask questions
B) Understand them
C) Match what you say to their wants
The myth of the elevator pitch
If you need to get a conversation going:
‘Well you know how…’
• Well you know how… …everyday situation
• And what’s bad about that is… …Bad result / feeling
• So one thing we do is… way we help corps / our beneficiaries
• And what’s great about that is… …Positive result
Match what you say to their wants
1) Confidently state that you can help them ( i.e. get what they want)
‘If you want to influence, non-verbally convey a feeling:
…just north of confidence… (and just south of arrogance)’.
Peter Thomson
Match what you say to their wants
1) Confidently state that you can help them
2) Demonstrate that you can help them.
What do people usually say and write?
Prepare, so you can demonstrate
Evoke their need before you give your solution
Evoke their need before you give your solution
Demonstrate you can help them
• Use stories, examples, demonstrations
How do stories help the influencer?
Two essential persuasion ingredients:
1)What stories sum up the problem?
Two essential persuasion tools:
1)What stories sum up the problem?
2) How will you convey your solution works?
Share a story about a company gaining a benefit
Prostate Cancer Charity
Ideal Story Structure
A) Who is it about?B) What problem do they face?C) What did someone do to tackle that problem?D) What was the result?
Cut to the crash
Secrets of Successful Fundraising
• Full day results workshop• 12th September• Central London
What are the four most common enemies of corporate fundraising
success?
Problems
• Confidence evaporates
Problems
• Work too late
Problems
• Not confident• Work too late, too often• Feel stuck in a rut personally
Problems
• Work too late, too often• Feel stuck in a rut personally• Not confident in key situations• Influencing techniques not working
Secrets of Successful Fundraising
• The key to confidence
Secrets of Successful Fundraising
• The key to confidence• The simplest way to transform results
Secrets of Successful Fundraising
• The key to confidence• The simplest way to transform results• The secret to happy career development
Secrets of Successful Fundraising
• The key to confidence• The simplest way to transform results• The secret to happy career development• The magic formula
Secrets of Successful Fundraising
Normal price –
£197
s
Secrets of Successful Fundraising
Normal price –
£197
50% early bird discount - £97
s
Bonus 1
How to be a Millionaire Magnet
44 Tips to help you
get more meetings with major donors
using your phone
Bonus 2 – Free Coaching slot prize draw
70 minute coaching slot – normal price £197
• Secrets of Successful Fundraising• How to be a Millionaire Magnet• Chance to win a coaching slot• 50% discount for first 10 people
• The biggest reason for influencing failure• Good riddance elevator pitch nonsense • Two essential ingredients
What are you going to do now to get the results you deserve?
Stay in touch
• www.woodsconsultancy.co.uk• @woods_rob
Good luck!