pitch your business ideas( entrepreneur skillnets
DESCRIPTION
A Pitch Masterclass for radio sales teamsTRANSCRIPT
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www.aristo.ie
6-3-1
This talk will tell you how to be the one that is remembered!
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Aristo Philosophy
Stop delivering
• Speeches (no audience)• Lectures (boring)• Sermons (churches empty)• Presentations (uninteresting)
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Have a Conversation (Chat)
• Aristo promotes the art of extended conversation
• Have a conversation be it with
1-5-50 or 500 people
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“Pitch your Ideas to Increase Sales ”
(Create messages that Stick)
Andrew C. Keogh
Aristo Connect 2 Grow
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Confidence to Connect
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Build Relationships
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Create Trust
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Connect 2 Grow
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Brendan Kennelly Prof. of English at Trinity College says-----
There are two requirements for learning,
“ask questions and have fun”
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Course Mechanics
• Coaching• Timing• Presentation Format
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Learning Objectives• Learn how to develop rapport with your audience
• Get more time in front of your prospects
• Develop exciting openings and closings to your that will engage your listeners
• Create presentations that stick in your listeners mind long after you have left the room
• Conduct effective Questions and Answers sessions
• Use Are – Do – Get – Formula (developed by Aristo) and win more business
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Outline of Day
• Make a Good First Impression
• Are Do Get
• Memorable Marketing Message
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Make a Good First Impression
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Profile Qualities of Good Person
• ???????????
• ????????????
• ????????????
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First ImpressionsFirst Impressions
• Name• Position• Need• Incident
• Name• Position• Need• Incident
QualitiesQualitiesQualitiesQualities
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Who ate the Frog?
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‘The Pitch Basics’ARE DO
GET
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Tip Scales in your Favour
Use:
• Are • Do • Get
To connect successfully
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Relationship Building
Name ?
Factual Causative Value -Based
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“A gossip talks about others, a bore talks about himself, a salesman talks about his product – and a brilliant conversationalist talks about you.”
Andrew Keogh
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ARE GETDO
The Basics: Preparation
Situation AppraisalObjectivesMeasure of SuccessValue to Orginisation
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3 Types of Buyers
• Influencer
• Admin. Buyer
•Economic Buyer
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ARE GETDO
The Basics: Delivery
Situation Appraisal
Objectives
Measure of Success
Value to Orginisation
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80% of our Success Relies on "Soft Skills"
Many recent studies have shown that “Technical Skills” (our natural skills and learned skills through training and experience) only represent at best 20% of the input into our performance. The remaining 80% which affects our performance comes from our "Personal Skills"
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Structure for Talk
J0388453.wav
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7 great reasons why you are better• Radio offers effective targeting
( different stations attract different listeners)
• Radio reaches people at relevant times and places(another activity)
• Radio reaches out in an ad avoidance world
• Radio has a ‘Multiplier Effect’ on other media(audio only- stimulates different part of brain)
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7 great reasons why you are better• Radio creates a large share of mind
for a brand (more frequent - 14 hours - low entry level)
• Radio Drives Response (call to action – especially on line)
•Radio is a Friend
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Summary: Learning Objectives
• Learn how to develop rapport with your audience
• Get more time in front of your prospects
• Develop exciting openings and closings to your that will engage your listeners
• Create presentations that stick in your listeners mind long after you have left the room
• Conduct effective Questions and Answers sessions
• Use Are – Do – Get – Formula (developed by Aristo) and win more business
![Page 29: Pitch your business ideas( entrepreneur skillnets](https://reader035.vdocuments.net/reader035/viewer/2022062319/554c29f3b4c905191f8b4acd/html5/thumbnails/29.jpg)
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Memorable Marketing MessageSTACK
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Lunch Break
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Memorable Marketing Message
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Memorable Marketing Message
Plan: Who is your audience?
• Connect: (in 20words or 7 sec.)• Who are you? (introduce yourself)• What do you do? (KISS)• How are they better? • Action
• Q&A• Repeat how are they BETTER
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• Ask a question
• Pay your listener a compliment
• Relate a dramatic or humorous incident
• Deliver a startling statement with power and conviction
• Create mystery or intrigue
• Ask a question
• Pay your listener a compliment
• Relate a dramatic or humorous incident
• Deliver a startling statement with power and conviction
• Create mystery or intrigue
Open your talk in 20 words or 7 seconds by doing one of the following;
Openings
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Propose a change Dramatise your ideas Repeat the benefit Use an appropriate quotation Speak on a personal level (story) Appeal to a persons nobler
motives
Propose a change Dramatise your ideas Repeat the benefit Use an appropriate quotation Speak on a personal level (story) Appeal to a persons nobler
motives
ClosingClosingClose your talk in 20 words or 7 seconds by doing one of the followingClose your talk in 20 words or 7 seconds by doing one of the following
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Question & Answers
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vote:
• Who ate the Frog
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A study conducted by AT&T and Stanford University revealed that the top predictor of professional success and upward mobility is how much you enjoy and how good you are a public speaking.
In this study the single best question to predict high earnings was, "Do you enjoy giving speeches?"
Will what we are doing help my career?
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www.aristo.ie
Summary: Learning Objectives
• Learn how to develop rapport with your audience
• Get more time in front of your prospects
• Develop exciting openings and closings to your that will engage your listeners
• Create presentations that stick in your listeners mind long after you have left the room
• Conduct effective Questions and Answers sessions
• Use Are – Do – Get – Formula (developed by Aristo) and win more business
![Page 40: Pitch your business ideas( entrepreneur skillnets](https://reader035.vdocuments.net/reader035/viewer/2022062319/554c29f3b4c905191f8b4acd/html5/thumbnails/40.jpg)
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Aristo Logo
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Confidence to Connect
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Build Relationships
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Create Trust
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Connect 2 Grow