Wisdom on a Wednesday – Presentation and Pitching

Guest Post by Daniel Laing

Today’s Wisdom on a Wednesday’s post is on the topic of presentations/pitching. The reason I have chosen this topic is to help people improve on their pitching. Additionally, it has also been chosen to help people become aware of what some of the dubious trainers do, so they don’t fall victim to them.

Presentations are one of the few things where the audience focuses on how someone delivers it, as much as the content. Some dubious trainers take advantage of this and use it as a way to emotionally manipulate people and mislead them.

Today I will be doing a breakdown of a simple structure, which hopefully will help you. It will be Why, What and How method.

Step 1: Why

This is the start of the presentation. You do this first, as in human psychology people pay attention to the first 10 seconds and the last 10 seconds. Therefore, it needs to be impactful, so you can maintain their attention. Otherwise the audience will tune out and end up playing on their phones.
In the Why part, you focus on why you started the business and why your cause/ mission is important. This is also done to help build an emotional connection with the audience.

Certain trainers tend to abuse this part, where they do an X factor style sob story about their “charity” or a certain Scottish person does his weekly cry. These people are doing that to emotionally manipulate you, to try to build your trust. What can help you with this, is being someone with you that has low empathy and relies on logic, so they will help you to look at the facts. These trainers refer to these people as “neg heads”.

Step 2: What

In this part you focus on what your product/ service does, as well as the problem you are solving. This is where your market research comes in, as you will hopefully be able to demonstrate the market need. If you are pitching to investors, you would include your competitors analysis in, to demonstrate that you are knowledgeable in the market you are entering.

At this part of the presentation, certain trainers will dance around like children’s entertainers, get people to clap/ bring on plants to tell their story. They will also gloss over certain facts. This is because those trainers have limited knowledge, so they are trying to wear you down or inject you with hype and lots of false hope. At this point, what will help you is going on your phone and doing more research on the topics they are glossing over. As this is where the difficulties and the realities of the industry tend to be.

Step 3: How

This is where you demonstrate how you will achieve what you have said, plus this is where you include the price of your product/service. You would also include how you and your team are credible. This is the part where you NEED to know your numbers, without missing a beat. Otherwise, if you are pitching to investors and you faulter at this part. You will be laughed out of the room. A bad investor would end up giving you money, as they are either a poser or an idiot. Avoid those people as they will mess up your business, as they are more of a hinderance, plus will try to make bad decisions.

In this part with certain trainers and speakers, they will tell you how much of a good Christian they are, to make them seem trustworthy. This is also the part where they will use false scarcity tactics. They will tell you that the offer is ridiculously low and you can only get it today. Yet they do this presentation every week. They may also get their sales people when you enquire to hit you with pressure selling tactics and give you false promises. At this point what will help you is turning round and leaving the room, as hopefully you have realised those people are nothing more than hype men. Like politicians, they talk a good game, but ultimately fail to deliver when it comes to action.

Top tips for structure:

What can help you is the 10/20/30 rule. With that rule, it is:

•10 slides
•spend 20 seconds talking on each one
•No more than 30 bullet points across the 10 slides.

This is so you don’t hit people with information overload, but also to help you from waffling.

Hopefully this can help you, also feel free to ask questions if you need help with presentations on this thread. This article first appeared here

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