Presentation Delivery

Principles of

Tips on how to think like a Presenter

John FallonPresentation Skills Consultant

Developing Your Elevator Speech

“It doesn’t matter what you are selling; maybe it’s an idea for a new business, an existing

product or service , or a project. It also doesn’t matter who you are selling it to; maybe they are an investor, a potential customer, or a potential client. In order to have a chance of closing the deal, you first need the audience to listen to

what you have to say.” - Chris O’Leary

An “Elevator Pitch” is an overview of an idea, product, project, person or other Solution to a problem and is designed to get a conversation

started.

An “Elevator Pitch” is designed to quickly catch the attention of the audience, persuade them to

pay attention to what you have to say, and convince them that they want to hear more.

An “Elevator Pitch” answers the questions:What is it, Who needs it, Why do they need it future, and Who are you to see the problem and develop the

solution?

An “Elevator Pitch” is Concise using as few words as possible

An “Elevator Pitch” is Clear so that it can be understood by anyone

An “Elevator Pitch” is Compelling by explaining the problem and the solution

An “Elevator Pitch” is Credible and explains why you are qualified

An “Elevator Pitch” is Conceptual and doesn’t go into too much detail

An “Elevator Pitch” is Concrete by being specific and tangible

An “Elevator Pitch” is Consistent by having each variation deliver the same basic message

An “Elevator Pitch” is Customized by addressing the specific concerns and concerns of the audience

An “Elevator Pitch” is Conversational by starting a conversation with an audience

An “Elevator Pitch” is designed to be a primer / intro to what you are selling

An effective “Elevator Pitch” is designed to give the audience just enough

information to want to know more

Elevator Speech… Why 30 Seconds

Time ConstraintAttention SpanTelevision and RadioThe Sound Bite

Elevator Speech… Your ObjectiveKnow what you want to sayHave a single, clear cut objectiveFind Your ObjectiveDiscover the “Hidden” objective

Elevator Speech… Who’s Listening?

Find the right personKnow who you’re talking toKnow your listeners and what they want

Elevator Speech… The Right Approach

How to get thereHow to find the right approachObjective and approach are essential to each otherKnow what you want, who can give it to you and how to get it

Elevator Speech… The Hook

Find your hookUse humor as a hookUse a visual hookStart a “Hook” bookGets the audiences attention

Elevator Speech… Your SubjectHow to develop your subject: Know your objective,

listener and approachAsk yourself the following questions: What am I talking about? who is involved?where is it?when is it?why is it?how do I do it?

Elevator Speech… Your Subject

Check your answers against these questions…do they reinforce/explain the objective?do they relate to the audience?do they correspond to my approach?

Elevator Speech… Ask for itClose the message: base the close on your audienceDemand for action close: calls for a specific action within a time frameDemand for reaction close: a soft sell that uses the power of suggestion

Elevator Speech… Paint a pictureImagery- colorful imagesClarityPersonalizing Emotional appeal- touching the heart

Elevator Speech… The Spotlight is on You

First ImpressionsStyle and Image:– facial expressions, eye contact, posture, gestures, body movements, tone of voice, physical appearance and clothing

Smile

Elevator Speech… One or a Thousand

Never memorize Never Read Outline your talk Rehearse Vary the message for variety

Elevator Speech… Any Place, Any TimeOn the phoneAnswering machinesMeetingsRestaurantsToasts

Bottom line…ALWAYS BE PREPARED