2 tia presentation 'presenting your venture' 20120929
TRANSCRIPT
Presenting Your Venture
THOUGHT INTO ACTION INSTITUTE
September 2012
WIRELESS:U/N: tia
P/W: colgate
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Topics For Discussion• Thinking Like An Entrepreneur
• Presenting your Business/Organization in the Most Effective Way
o We will focus on this at every session, large and small
o It is a Huge Differentiator;
o You can not execute it if you are can not explain it to all of your constituencies
• How to Get What you Want; If You Know How to Ask, You Will Get What You Need
What Do They Have In Common
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Constitution Of A Founder• Passionate
• Flexible
• No fear of failure
• Decisive
• Perseverance
• Can Take Criticism
• Ruthless
• Powerful Work Ethic
• Leader
• Life Begins at Edge of Comfort Zone
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Have In Common?• The Answer is Not: None of them Graduated From
College-Although True.
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Your Business/Product/Organization/etc.• Four Components of the 30-60 Second Elevator Pitch
o Your Business/Product/Organization Name
o Problem you are attempting to solve
o Your Solution
o Key Benefits
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What Is Your Idea? (In 30 Seconds)• The promised land: clarity, simplicity, and jargon-free.
• Try writing it before you try saying it…and then trim everything that isn‘t essential.
• And then, be able to say it in one breath……
• The test: can you present your idea in a way that produces reactions to the idea, rather than ―Hmm—not sure I understand it.‖
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Student Entrepreneurs; Your Ventures
Volunteers to the Front of the Room
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‗Company-Maker‘ Interactions• In any meeting or conversation, there is only One Goal:
o Getting AGREEMENT from that person to do something that advances YOUR Interest in the TIME FRAME that You want it done.
• You are going to have to ask for it.
• But, it is a process
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Getting Agreement• How Do You Get Agreement
o Plan and Know what Success Looks Like
• ―don‘t wing it‖
• Research and Understand the other side‘s pleasure and pain points; Develop a story around being aligned
• Collaborative Selling-The customer is a partner and you are there to solve his problems and meet his needs.
o For entrepreneurs, sales in not a numbers game
o One important customer/relationship can be a company-maker
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Maximizing Your Points Of Contact• Be very explicit about what you want and what your
product/service/organization will do for the customer
o Refine to perfection your 30-60 second pitch of what your business or organization does and how it benefits the person you are meeting with.
• Make sure they understand that you will not waste their time
• Employ an ―agree-as-you go‖ process
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Asking For The Order• The ―order‖ is what you want from the person you are
speaking with that advances your interest. Can range from a second meeting to a big check
• Don‘t be afraid to ask for a lot. Top producers have high turn down rates
• If you are not meeting some resistance, you are not asking for enough
• Make sure that both sides know what has been agreed to; Follow-up email.
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Most Powerful Words After Agreement• I am committed to delivering you X by Y date.
• Your personal brand will be completely tied to fulfilling this promise.
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Motivational Clichés - I Got Hundreds• "Only those who will risk going too far can possibly find
out how far it is possible to go." -- T.S. Eliot
• "Go out on a limb. That's where the fruit is." -- Jimmy Carter
• "If things seem under control, you are just not going fast enough." -- Mario Andretti
• "Pearls don't lie on the seashore. If you want one, you must dive for it." -- Chinese proverb
• "You'll always miss 100% of the shots you don't take." --Wayne Gretzky
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Goal Of A Presentation• Persuade the Audience to Actually Do Something that They
May Not Have Been Planning on Doing before Hearing Your Presentation.
-OR-
• Build Alignment Among the Audience on Values, Goals and Actions
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How To Accomplish Presentation Goals
• Fascinate
• Captivate
• NOT Educate
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Impact Of Your Presentation?• Most research suggests that impact is determined:
o 50%: by body language/how you visually ‗present‘
o 40%: by how you sound/tone of voice
o 10%: by content/what you say
• Even if overstated, the implications are clear…..
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How To Start• Don‘t build to your ―conclusion‖ – Start with it.
o My business is going to make investors a ton of money because…
o This organization will improve the lives of millions by….
o Adoption of this technology will slow the melting of the polar ice cap by…
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Some Pretty Basic Rules• You will be nervous.
o Public Speaking is a greater fear than death
• Your technology will at some point break down
o Know it cold without slides
• Don‘t overwhelm the audience with data
o No one wants to drink water from a fire hose
• Keep it simple
o Tell them the time, not how the watch works
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What Does ‗Keep It Simple‘ Mean?• Get to the ―core of the idea‖
• Simple does not mean ―dumbing down‖, mono syllables or sound bites.
• This process is difficult; What is your most important point? You have many good ones but only one Most Important.
• But you have to come up with the ―core‖. Everything else flows from it.
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Core Ideas• ―Southwest is THE Low-fare Airline‖
• ―It‘s the economy, stupid‖
• These Messages are both Core and Compact. Vital and Simple;
• You need both. Compact is Not a Virtue without Core
o “The world is flat”
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Key To Presentation Success Is SUCCESS• Simple
• Unexpected
• Concrete
• Credible
• Emotional
• Stories
• Stickiness
From Made to Stick by Chip and Dan Heath
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A Few Tips To Keep In Mind• Show your audience you are happy to be there!
• Take the time to read your audience…and respond
• Focus on your audience, not yourself: tell them only what they need to know--not all that you know
• Energy is a tool…it is contagious…and better than a triple espresso for your audience. And it can be delivered by your voice, body, and face. Use it.
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One Bad Meeting Can Kill All Your Work• Feedback I received from a top Political Consultant for a
Candidate I am working with for NYS Senate
o he wasn't prepared. It is incredibly frustrating. I had been really clear in my emails as to what needed to happen this morning.
o He also needs to aggressively hire a campaign consultant to do messaging, media, print material, calls and field. I had given him the name of a consultant who I think would be the right fit - and he didn't make that meeting happen
o He's meeting with the Newsday ed board on Tuesday and is not prepared in the least. I also hope his delivery at the ed board is slightly more animated than it is in meetings with me.
o He needs a coach/trainer/dominatrix to make this happen
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A Few Tips To Keep In Mind• Don‘t read notes—there is nothing duller on earth than
watching someone read
• Present to the audience. Think about connecting with your audience
• Get them involved/engaged: intellectually (questions), physically (your movement), visually (you, visuals, props), aurally (your voice, music, sounds)
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A Few Tips To Keep In Mind• PRESENT WITH PASSION---it is contagious!
• Remember---you are selling your idea…and selling is the transfer of emotions…so emote!!
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It‘s About Winning
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How To End• You are there for a reason…make sure you know what it is
• Call to Action
• Ask for the Order
• Get Buy-in and Commitment for Next Steps
OTHERWISE, WHAT WAS THE POINT OF WASTING YOURS AND THEIR TIME