Methodology

Our Approach

 

Most business communications pertain to informing, influencing, and selling. There are myriad forms of business communications including: venture capital pitches, sales presentations, keynote speeches, TED Talks, legal arguments, status reports, marketing collateral, and formal requests for time, money, and personnel.

 

Great communication grabs attention and leads audiences to a predetermined outcome / course of action. At Pitch & Present, we help clients "get what they want" by following the 7 Steps to Success:

 

1. Clarify Your Goals

 

You must know what you want to get what you want, so we encourage clients to create a list of audience-centric behavioral outcomes. In other words, we prompt clients to ask, “What do I want from my audience? How do I define success?” This list specifies behaviors, timeframes, and quantities, and allows us to craft a communication strategy that achieves your objectives.

 

2. Understand Your Audience

Ultimately, the success or failure of a presentation depends on whether or not the audience is motivated to act. In order to influence your audience, you must first have a basic understanding of the wants, needs, and pain-points of its members. Failure to identify these characteristics often results in presentations that are generic and non-persuasive.

 

3. Solve Their Problems

The key drivers of human behavior are the avoidance of pain and the seeking of pleasure. With this in mind, we help you develop an audience-centric hierarchy of (emotional and empirical) Key Persuaders, and incorporate them into a Communication Plan that maximizes success.

 

4. Write Your Script

As the old Hollywood saying goes, “If it ain’t on the page, it ain’t on the stage.” The same holds true for business presentations, so we help you prepare a "script" that incorporates Key Persuaders and weaves a compelling story. "Well-crafted” translates to “Well-presented”, so we write and rewrite to ensure that nothing is left to chance. You will emerge from this process with content that serves as the platform for your success.

5. Bring It To Life

 

Winning business presentations harness the power of visual aids (slides), such as charts, diagrams, and photographs. Most presenters, however, do not understand how to properly incorporate these materials, which is why so many presentations fail. We help you create visually compelling props that grab attention, make your point, and have lasting impact.

 

6. Answer Questions Like A Pro

Q&A is the portion of your presentation where you relinquish some control and give your audience an opportunity to see you think on your feet. Your ability to answer questions in real-time may be the most determinative part of your presentation, because it takes just one "bad" answer to undermine your credibility. Q&A also gives you an opportunity to support your argument and reinforce your message. With this in mind, we help you prepare for (and master) Q&A via real-world practice sessions, where you learn to handle even the most challenging questions with confidence, control, and executive presence.

 

7. Practice, Practice, Practice

As with anything worth doing well, delivering a great presentation requires practice. Our goal is to arm you with all the tools necessary to practice on your own, and self-coach your way to greatness. As the author Richelle Goodrich said, "Do it again. Play it again. Sing it again. Read it again. Write it again. Sketch it again. Rehearse it again. Run it again. Try it again. Because again is practice, and practice is improvement, and improvement only leads to perfection.” 

Genius is the ability to put into effect what is on your mind.

- F. Scott Fitzgerald

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