Culture

How-to: ‘Pitch’ Perfect


Image: Brian Talbot on Flickr Creative CommonsOriginally posted as ‘Perfect Pitch’ at Speaking Well In Public‬’s Facebook page.
Perfect Pitch:

A three-step approach to pitching for your next contract.

Any business pitch needs to show that you’ve considered them and their needs, what you have to offer them and how great you could be together.

Step 1 – about them:

Know their task; what they’re all about, and the pride they take in their achievements and successes.

Understand their values, beliefs and goals, and how they perceive their image and reputation.

Empathise with their worries, the issues, problems and challenges they face, the efficiencies they’re called on to deliver and the mistakes they regret.

You’re telling them ‘we know who you are, we respect and take you seriously, and we know what it’s like, because we’ve listened.

Step 2 – about you:

Ensure they know what you do, what you’re great at and what you’re currently doing.

Be able to highlight your USP, what’s so special about you, your success stories, awards and achievements.

You’re telling them ‘we’re experienced, qualified and skilled, we’ve done this before for people you respect, and we can do this for you, too – we’re a fit.’

Step 3 – about us:

Talk about your practical, realistic solutions.

You’re telling them ‘you’ve got a problem – we’ve got what you need.’

‘Here’s how we’ll help you, our specific proposals, how we’ll benefit you.’

‘We understand what’s wrong and what you want to achieve; you can trust us and we’ll work together to make it better. This is our promise to you.’

So next time you’re preparing a pitch, think through these three steps while you plan, and use them as the basis for your presentation.

And finally … remember that people don’t hire Powerpoint presentations; they hire people. PH

Related: How-to: Risk versus Appetite

Image: Brian Talbot on Flickr, Creative Commons

About Philippa Hammond

Speaking Well In Public offers a portfolio of public speaking courses for business, performance and social occasions designed and developed by Philippa Hammond, combining her skills and techniques as an award-winning trainer, working actor and voice artist. Philippa is a member of Equity and the Chartered Institute of Personnel and Development.

Discussion

No comments yet.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

Twitter Updates

Follow us on Twitter @EverythingExpre

Find Us on Facebook

Enter your email address to follow this blog and receive notifications of new posts by email.

Categories

Library

BBC World News

BBC World News
Opens the BBC World News page.
%d bloggers like this: