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Top Ten Gifts For Men

Jennifer Mckay

Top ten tips for a winning pitch

1. ?Hook? your audience

Make your audience want to listen by giving a strong hook at the beginning.

Active listening is hard work and without this motivation to listen your audience

will switch on and off randomly. Some examples include an opportunity e.g. to

make money or grow their business, fear factor e.g. the consequences of not

taking action. Others include a killer fact or engaging rhetorical question. See

Presenting To Win's top ten attention grabbers.

2. Show enthusiasm for winning the business

Showing that you are keen to win the business is viewed positively so tell your

audience you are very excited about the prospect of working with them. It is often

the case that when there is very little to differentiate presenting teams that the

audience select the team who ?really wanted the business?.

3. Give relevant information only

In terms of content the biggest mistake presenters make is ?information dump?.

Successful presenters are selective about the facts and information they present

sticking to the most important and relevant for their audience.

4. Use the ?You? factor

It is important that you make your content relevant. Therefore, the term ?You?

should be used throughout. This way you can state benefits very clearly and

demonstrate that you understand the audience's issues and problems.

5. Give examples for credibility

There is no point telling your audience you are innovative or experienced unless

you can prove it. So, use relevant examples to back up your case.

6. Be clear about your USP's

Your USP's are your unique selling points i.e. areas where you add value over

and above your competitors. It is important that your audience know how you

stack up against the competition but avoid naming your competitors in your pitch.

7. Use rhetorical questions to engage

Rhetorical questions are very powerful as they make your audience think about

your proposition. They can also be used to emphasise your USP's e.g. ?Given

the ratings of our analysts, who else could put over a more credible story to the

investment community??

8. Deliver enthusiastically

Make sure your body language is open and use your hands to make gestures

supporting your content. Vary the pace and pitch of your voice and scan

everyone in the audience.

9. Put strap lines on visuals

These are key messages along the foot of your visuals. You should have three

key strap lines, which are your three key messages, i.e. your three strongest

reasons for being appointed. That way your audience take in the messages using

two senses instead of one.

10. Anticipate questions and prepare answers

Many business pitches fail in the question and answer session, especially when

a team is pitching. Therefore, it is vital that you anticipate questions and prepare

the answers, deciding who will answer each question.

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