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The perfect elevator pitch:


Stashed in: Founders, 106 Miles, Influence!, Practice, Confidence, Communication, Authenticity, Funding, Business Advice, Meetings, @bakadesuyo, Awesome, Visualization, story, 2012AD, Angels, Body Language, pitch, @oliviamunn, Cognitive Bias

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From Terri Sjodin's book Small Message, Big Impact:

1. Know exactly what you want the outcome to be.

"Your message is like your song, and you have to let it be heard. Believe in it, share it, and eventually, it becomes a natural part of your communication."

2. Tell your audience what they'll get from your proposal

Use "Monroe's Motivated Sequence" to be persuasive:

A. Gain her/his attention by being able to relate.

B. Convince your target that s/he needs your service or product.

C. Satisfy her/his problems with a suitable solution.

D. Visualize a future with your product or service.

E. Tell her or him exactly what you want them to do today and exactly how to do it, and explain what you will do once s/he has made a decision to move forward.

3. Speak in your own authentic voice.

Practice so you speak with poise and polish, which gives you confidence.

4. Control movement to attract your audience.

Use body language. Align your stance and movement.

5. Break down each talking point.

A. Argument: You have to show your audience why they need you, your company and your product.

B. Bulletproof: Use statistics, stories or analogies to make your point and satisfy your audience to demonstrate need.

C. Complete the visualization: After your argument and proof, your audience may be thinking "so what?" You need to show your audience what your argument means to them and how it will directly benefit them both immediately and down the line.

6. Close in an unforgettable way.

You spent all this time on developing your argument, but getting your audience to make the next step is crucial.

Summarize your main points and leave the listener with a question that will lead them to action.

See also: My best notes on Presentations.

And: My best notes on Body Language.

This is particularly useful for coffee meetings.

The movement is the key. Both for storytelling, and remembering the key elements. I like this list.

The movement?

You mean body language?

Or moving someone emotionally?

Body language and physical movement. Being on stage, if you're not a politician (e.g. trapped by the teleprompter), is theatre. The best theatre actors are moving about the stage in a dance, if you will, not just reciting and monologuing from one stand still position.

I cannot emphasize #1 enough. Why would you ever start a meeting without knowing the objective?

Sometimes a person goes into a meeting with 3 or 4 objectives.

That's bad.

One meeting, one objective.

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