pitch

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Pitching a story ideaLaura Ruel

November 24, 2009

With concepts from Theresa Lina Stevensand Dale Carnegie & Associates, Inc.

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from Theresa Lina Stevens

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http://www.youtube.com/watch?v=u6eKwv2x44w

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http://ecorner.stanford.edu/authorMaterialInfo.html?mid=85

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http://www.ted.com/index.php/talks/larry_lessig_says_the_law_is_strangling_creativity.html

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http://www.youtube.com/watch?v=hFSPHfZQpIQ

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http://www.ted.com/index.php/talks/jill_bolte_taylor_s_powerful_stroke_of_insight.html

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Selling Your Ideas

TIP For additional advice seeDale Carnegie Training® Presentation Guidelines

Dale Carnegie & Associates, Inc.

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Opening: Give Evidence...

The challenge is to get your listeners not only to agree with you in principle, but also to take action. The Dale Carnegie Training® Evidence - Action - Benefit formula provides a successful process for delivering a motivational, action-oriented presentation.

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Opening: Give Evidence...

• Relate an incident that clearly illustrates your main point.

• Keep an incident focused.• Edit for clarity and relevance.

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Bridge

• Convey a clear, logical transition from your first evidence/incident into action.

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Action

• State the action you recommend.• Be specific: “I recommend…”

TIP State your points clearly

and with confidence.

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Benefits

• State the benefits to your audience for taking this action:– Benefit #1– Benefit #2– Benefit #3

TIP State the benefits in terms

that relate to youraudience’s interests, needs,

and preferences.

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Benefits Review

• Make the actions and benefits credible by using reliable, verifiable evidence. Evidence may take the form of statistics, demonstrations, testimonials, incidents, or exhibits.

• Benefit #1– Evidence

• Benefit #2– Evidence

• Benefit #3– Evidence

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Close

• Restate the specific action you recommend and the key benefits. State the benefits last.

TIP Remember, your sense of

conviction and your involvementwith the content of the

presentation are criticalto its success.