leave up make people - harvard university · you’re pitching…! they’re overwhelmed and on...
TRANSCRIPT
![Page 1: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/1.jpg)
Stand Up
Terri Trespicio | October 2018
How to Advocate for Your Ideas, Leave an Impression, and Make People Laugh (even if you’re not funny)
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 2: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/2.jpg)
When is the last time got someone to listen? Really listen.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 3: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/3.jpg)
When is the last time got someone to listen? Really listen.
What were you doing? Saying? Talking about? What was the outcome?
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 4: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/4.jpg)
When is the last time got someone to listen? Really listen.
What about when it didn’t go so well?
What were you doing? Saying? Talking about? What was the outcome?
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 5: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/5.jpg)
Me bombing. The 1st time.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 6: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/6.jpg)
Stand-up comedy is totally unnatural.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 7: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/7.jpg)
Ideal combo= They listen, and you don’t bomb.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 8: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/8.jpg)
Being creative is not enough.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 9: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/9.jpg)
Being passionate is not enough.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 10: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/10.jpg)
Neither is being good at your job.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 11: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/11.jpg)
You need to be able to compel someone to act.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 12: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/12.jpg)
I’ve spent my career trying to get and keep people’s attention.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 13: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/13.jpg)
I work as a brand advisor, writer, speaker, and work with individuals & brands on messaging.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 14: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/14.jpg)
My TEDx talk, “Stop Searching for Your Passion,” has earned 4+ million views.
![Page 15: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/15.jpg)
People were listening. And it wasn’t because of me.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 16: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/16.jpg)
What causes zone-out?
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 17: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/17.jpg)
Boredom. Distraction. Don’t understand. Don’t care.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 18: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/18.jpg)
Welcome to the attention economy
● Everyone is fighting for attention
● We have less of it to offer
● The price of your attention just went up
![Page 19: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/19.jpg)
Let’s define “pitch.”
![Page 20: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/20.jpg)
Anything you’re trying to get attention, resources, or support for.
![Page 21: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/21.jpg)
…the startup you want to launch…the job you want to land…the course you want to teach…the talk you want to give…the book you want to write
…the CEO you want to meet for coffee.
![Page 22: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/22.jpg)
What’s one thing you want or need attention or resources for right now?
![Page 23: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/23.jpg)
Who do you need to pitch?
![Page 24: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/24.jpg)
What do they want?
![Page 25: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/25.jpg)
What if this was your boss?
![Page 26: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/26.jpg)
Or this?
…or this?
![Page 27: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/27.jpg)
How hard would it be to get their attention—and keep it?
![Page 28: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/28.jpg)
You’d have to know how they think. What they want. And why.
![Page 29: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/29.jpg)
What to assume about people
you’re pitching…
● They’re overwhelmed and on deadline.
● They’re distracted.
● They’ve heard everything at least five times already.
● They’re mad about something.
● They’re probably hungry.
![Page 30: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/30.jpg)
CONNECT
![Page 31: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/31.jpg)
You can’t make things happen until you enlist the interest of others.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 32: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/32.jpg)
This is about trust.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 33: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/33.jpg)
Trust comes before information, argument, or reason.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 34: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/34.jpg)
Has a speaker ever really, really turned you off?
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 35: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/35.jpg)
Public speakingis a conversation.
1: 11: many
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 36: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/36.jpg)
Your job: Make someone feel they’ve benefited as a result of that connection.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 37: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/37.jpg)
Never assume we know what you’re talking about.
(Because we don’t.)Copyright © 2018 Terri Trespicio All rights reserved.
![Page 38: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/38.jpg)
Ask yourself this one Q:
WHY DO THEY CARE?
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 39: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/39.jpg)
Write down: 3 reasons why this matters to you
![Page 40: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/40.jpg)
Write down: at least ONE reason why it matters to them.
![Page 41: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/41.jpg)
Where is the overlap?
![Page 42: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/42.jpg)
Never underestimate the power of story.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 43: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/43.jpg)
Has become the gold standard of public speaking
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 44: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/44.jpg)
![Page 45: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/45.jpg)
Why do we listen to TED speakers?
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 46: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/46.jpg)
They make us feel smarter, more informed, and more optimistic.
In 18 minutes or less. Copyright © 2018 Terri Trespicio All rights reserved.
![Page 47: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/47.jpg)
Authority
Authenticity
Vulnerability
Passion
Compassion
Curiosity
Bravery
Hallmarks of a TED-worthy
SPEAKER
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 48: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/48.jpg)
Hallmarks of a TED-worthy
TALK
…Addresses a universal
problem or concern
…Emerges from curiosity
…Takes a stance
…Tells a story
…Challenges an idea
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 49: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/49.jpg)
![Page 50: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/50.jpg)
Authority
Authenticity
Vulnerability
Passion
Compassion
Curiosity
Bravery
Hallmarks of a
COMIC
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 51: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/51.jpg)
Hallmarks of a great
SET
…Addresses a universal
problem or concern
…Emerges from curiosity
…Takes a stance
…Tells a story
…Challenges an idea
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 52: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/52.jpg)
Also, they’re never boring.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 53: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/53.jpg)
There is no such thing as a boring topic. (Or an interesting one.)
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 54: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/54.jpg)
COMPEL
![Page 55: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/55.jpg)
Being passionate is good.
Being compelling is better. Copyright © 2018 Terri Trespicio All rights reserved.
![Page 56: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/56.jpg)
“At the crucial moment, when it is most important to be convincing, 9 out of 10 times we are not.”
Oren Klaff, Pitch Anything
![Page 57: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/57.jpg)
What doesn’t work
“I’m really passionate about this.”
Driven by your desire, not theirs.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 58: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/58.jpg)
“We worked really hard on this.”Assumes that effort
creates demand.
What doesn’t work
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 59: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/59.jpg)
“This is important.”
Implies that your work is the priority.
What doesn’t work
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 60: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/60.jpg)
Being more interested in what you get than in what you deliver.
What doesn’t work
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 61: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/61.jpg)
Powerfully communicate the value of your idea to someone else.
The way to get buy-in…
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 62: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/62.jpg)
So why is this so hard?
![Page 63: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/63.jpg)
We’re too close to it.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 64: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/64.jpg)
We’re too attached to it.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 65: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/65.jpg)
We haven’t made it a win-win.
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 66: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/66.jpg)
“There is a fundamental disconnect between the way we pitch anything and the way it is received by our audience…”
Oren Klaff, Pitch Anything
![Page 67: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/67.jpg)
Oren Klaff
Raises capital for businesses looking to expand fast.
He does it at a rate of $2MM per week.
Pitch Anything
![Page 68: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/68.jpg)
A very short lesson in evolution.
![Page 69: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/69.jpg)
A very short lesson in evolution.
Pitch Anything, Oren Klaff
![Page 70: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/70.jpg)
A very short lesson in evolution.
Pitch Anything, Oren Klaff
Filters incoming messages
![Page 71: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/71.jpg)
A very short lesson in evolution.
Pitch Anything, Oren Klaff
Interprets meaning, social situations
![Page 72: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/72.jpg)
A very short lesson in evolution.
Pitch Anything, Oren Klaff
Problem solving, reason
![Page 73: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/73.jpg)
A very short lesson in evolution.
Hey what’s up? Not much. You?
![Page 74: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/74.jpg)
A very short lesson in evolution.
I have an amazing idea. Stop talking.
![Page 75: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/75.jpg)
A very short lesson in evolution.
You don’t pitch a smart idea from your neocortex to theirs.
![Page 76: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/76.jpg)
A very short lesson in evolution.
You have to go around back, like everyone else.
![Page 77: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/77.jpg)
![Page 78: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/78.jpg)
Pitch Anything, Oren Klaff
• If it’s not dangerous, ignore it. • If it’s not new/exciting, ignore it. • If it’s new, summarize it.
**Do not send anything up for solving unless the situation is extraordinary.**
![Page 79: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/79.jpg)
Our brains are wired to weed most things out.
![Page 80: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/80.jpg)
The croc brain wants…
Simple. Clear.
Nonthreatening.
PLUS: intriguing/novel.
![Page 81: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/81.jpg)
Make your case.
![Page 82: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/82.jpg)
Let’s talk about the do’s and don’ts of public speaking.
![Page 83: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/83.jpg)
Start strong.Too much throat clearing.
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 84: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/84.jpg)
Listen to yourself.
Tics that signal a lack of authority
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 85: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/85.jpg)
Consider the audience
The curse of knowledge
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 86: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/86.jpg)
Stick to the point, and tell it new,
every time
Stories that ramble, complicate, or require previous knowledge
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 87: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/87.jpg)
Know what you’re there to say
Winging it
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 88: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/88.jpg)
Show vulnerability, accessibility
Bragging(includes humble
bragging)
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 89: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/89.jpg)
Get laughs through honesty
Making lame or risky jokes.
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 90: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/90.jpg)
Getting laughs
Copyright © 2018 Terri Trespicio All rights reserved.
![Page 91: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/91.jpg)
Copyright © 2018 Terri Trespicio All rights reserved.
Laughs are not just for pros.
![Page 92: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/92.jpg)
Copyright © 2018 Terri Trespicio All rights reserved.
Laughter has a role:It connects. It punctuates. It releases tension.
(Gil Greengross, evolutionary psychologist & humor researcher)
![Page 93: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/93.jpg)
Copyright © 2018 Terri Trespicio All rights reserved.
Specificity.What gets laughs…
![Page 94: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/94.jpg)
Copyright © 2018 Terri Trespicio All rights reserved.
Specificity.What gets laughs…
Truth.
![Page 95: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/95.jpg)
Copyright © 2018 Terri Trespicio All rights reserved.
Specificity.What gets laughs…
Truth.
Self-deprecation.
![Page 96: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/96.jpg)
Copyright © 2018 Terri Trespicio All rights reserved.
Specificity.What gets laughs…
Truth.
Self-deprecation.
Surprise.
![Page 97: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/97.jpg)
CONVERT
![Page 98: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/98.jpg)
The fantasy…
![Page 99: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/99.jpg)
![Page 100: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/100.jpg)
![Page 101: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/101.jpg)
Aaaaand that’s not how it always works out.
![Page 102: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/102.jpg)
I had a side hustle for a while.
![Page 103: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/103.jpg)
![Page 104: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/104.jpg)
![Page 105: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/105.jpg)
![Page 106: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/106.jpg)
I fell prey to the worst myth in marketing:
![Page 107: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/107.jpg)
If something is good enough, it will sell itself.
NOPE!
![Page 108: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/108.jpg)
Then, I met Sally.
![Page 109: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/109.jpg)
![Page 110: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/110.jpg)
Sales wasn’t about me at all.
It was about them.
![Page 111: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/111.jpg)
This changed everything.
![Page 112: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/112.jpg)
Maybe you don’t see yourself as a sales professional. (Neither did I.)
![Page 113: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/113.jpg)
![Page 114: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/114.jpg)
You’ve won a free
trip to St. Thomas!
![Page 115: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/115.jpg)
Top 3 Rookie Recruiters of the Year
![Page 116: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/116.jpg)
“A sale is made in every exchange of ideas or communication. There are no exceptions.”
Grant Cardone, Sell or Be Sold
![Page 117: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/117.jpg)
We’re all in sales.
![Page 118: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/118.jpg)
OLD GOAL:
What you want.
![Page 119: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/119.jpg)
Your new goal
What they want.
![Page 120: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/120.jpg)
OLD GOAL:
Get a yes.
![Page 121: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/121.jpg)
Your new goal
Get engagement
![Page 122: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/122.jpg)
OLD GOAL:
Sell a single idea
![Page 123: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/123.jpg)
new goal
Pitch a range of solutions
![Page 124: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/124.jpg)
![Page 125: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/125.jpg)
Make yourself
Indispensable
![Page 126: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/126.jpg)
Thank you!
But wait! There’s more…
![Page 127: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/127.jpg)
Want to come up with better ideas?
![Page 128: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/128.jpg)
Ask better questions.
(I’m totally just going to give this to you.)
![Page 129: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/129.jpg)
Want to be a better presenter?
![Page 130: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/130.jpg)
LIVE!April 4 & 5, 2019
2 days to your TED-worthy talk!
![Page 131: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/131.jpg)
Get the slides, the free guide & info about
Tapped to Speak LIVE
Text “TerriT”
to
44222
Copyright © 2017 Terri Trespicio All rights reserved.
![Page 132: Leave Up Make People - Harvard University · you’re pitching…! They’re overwhelmed and on deadline. ! They’re distracted. ! They’ve heard everything at least five times](https://reader035.vdocument.in/reader035/viewer/2022070722/5f01dd7a7e708231d40169a2/html5/thumbnails/132.jpg)
Copyright © 2017 Terri Trespicio All rights reserved.
territ
Text “TerriT”
to
44222