Guy Kawasaki, an author and venture capitalist, once said, “Enchantment is the purest form of sales. Enchantment is all about changing people’s hearts, minds and actions because you provide them a vision or a way to do things better. The difference between enchantment and simple sales is that with enchantment you have the other person’s best interests at heart, too.”
A good sales presentation, otherwise known as a sales pitch, is often the distinguishing factor of a successful company that has all of its prospective buyers in the palm of its hand. In today’s rapidly changing market, where approximately 100 million new businesses are started every year by aspiring entrepreneurs with so much to offer, just staying afloat can be a struggle sometimes.
If what you’re looking for is a way to rise above the rest, help is here — because this article is going to teach you the art of delivering a stunning sales pitch.
How To Create Powerful Sales Presentations
If you’re just starting out, don’t worry, we’re going to tell you exactly what you need to do. Making your sales pitch compelling really isn’t rocket science, and it’s going to come naturally once you get the hang of it!
1. Understand Your Audience, Tailor Your Presentation
In most cases, you already know the group of people that you will be pitching to. Take advantage of that and spend some time learning about them: familiarize yourself with their backgrounds, read up on their industries, and get to know them a little better through checking their business websites or searching them online. For a small group of audience, you should be able to do more in-depth background research. However, this tip works even with a significantly larger group of people, even though you might not be able to probe as much. If possible, find out who your rival companies are and in your presentation, not only demonstrate how the product that you’re selling is perfect for people with their backgrounds, but also how it has a competitive edge over other companies. Your selling point should be focused on a specific feature that your audience can benefit from most.
2. Brevity is the Soul of Wit
The people listening to your sales pitch are likely to be those with authority, or have the power to influence the decision makers — which is why you’re pitching to them. Be mindful that these are people with busy schedules and are not new to sales pitches, so make a list of crucial information that would be essential in pushing your sale beforehand and adhere closely to it. Avoid going off-tangent or going to extreme lengths to try to impress them. Most importantly, always ask questions and address their specific concerns so that the entire interaction happens on a more intimate level. This makes for an effective sales presentation, as it reflects the notion that you understand your clients’ needs, and also enriches your personal learning experience. Always make sure you:
Address how your product covers any specific needs that they have
Acknowledge any reservations or doubts that they might have
Accept their feedback if anything falls short and use that to fine-tune your product/presentation
3. Know When to be a Storyteller
Everybody loves a story — good stories, when told at the right situations, can evoke emotional responses from people. People are more engaged when they hear personal narratives as compared to a list of hard facts, because it allows them to connect with you on a more personal and meaningful level. It helps them see who you are beyond a salesman trying to get them to buy something from you; you have depth, history.
The fun part is, you get to choose how you want to incorporate the element of storytelling into your pitch! You can choose to deliver your presentation in the form of a story, or you can choose to build your product on a series of anecdotes, there are so many ways it can be done. Infuse humour whenever a window opens for it, and appeal to your audience through personal narrations.
Remember: Remind them that you’re so much more than just another salesman.
4. Remember the Power of Three
While it is tempting to pack all the benefits of your product into your slide deck, keep in mind that good sales presentations should never neglect the power of three:
Your pitch should contain no more than three big, central ideas
Each individual slide should contain no more than three pieces of information
It has been proven time and time again that there’s just something about the power of three — making three points — that really resonates with the human brain. Things that come in threes are just more satisfying, more memorable, and more effective. Any more than three, and you might find yourself losing the attention of your audience.
5. Include Relevant Examples, Evidence, and Data
All words and no proof makes your entire sales presentation weak and flimsy, so be sure to back up your claims with plenty of evidence. Include relevant examples and present your data in the form of charts or graphs, whichever would make them most easily comprehensible with one look. Additionally, instead of giving generic descriptions of what your product can do for your clients, provide specific examples of how your product has helped people of similar backgrounds achieve what they want.
Ideally, ask satisfied customers for referrals to other potential prospects. Referrals are more likely to end up in a sale as prior bridges have already been built, and nothing works better than the good old ethos.
6. Pursuing the Next Steps
Never be too eager to pressure potential clients into sealing any deals. Understand that they might still have some doubts, and be flexible with your options instead of rushing them straight into a commitment. Be open to offering alternatives such as free trials or demos, and let them know they can take a bit more time to consider the product because you truly have their interests at heart. As long as you are pursuing a next step together, it’s a win. Showing them that you genuinely believe in the product you are selling will also go a long way.
7. A Good Slogan Sticks for a Long Time
Last but not least, do your best to come up with a catchy slogan that is not only related to, but also reminiscent of your product. If you’ve ever had the experience of having a particular song or tune stuck in your head and finding yourself humming along without even realizing it, this is the exact same effect that a quality slogan can have. Impress your audience with an applaudable presentation, but make that impression a lasting one with a slogan that sticks in their heads and pops up when they’re not expecting it. Before you know it, you’ve already charmed your way into their hearts.
You’ll see that it’s not all that difficult to find your place in a market that never sleeps. Just remember, for a powerful sales presentation, make sure you:
Know your audience
Get to the point
Condense your information
Include relevant evidence
Pursue a further relationship
End with a catchy slogan
All it takes is a little bit of practice and voila, watch as the magic happens. Good luck!
Keynote presentations can be terrifying for some of us. We fear messing up, looking bad on camera, forgetting our notes… The list of nightmares just doesn’t end.
While it’s not possible to have an entirely foolproof plan, we can minimize the number of ways where things can go wrong. So if you have an important keynote presentation coming up, here are some of our tips to help you out.
How to Ace Your Keynote Presentation
We’ll give you a concise guide on what you should be doing, from the time you start planning to the time you conclude your speech. Take these 15 quick tips and master them so you can deliver a stunning keynote presentation in no time!
1. Know Your Purpose
Before you start creating the layout of your slides or typing out the content of your speech, take some time to ask yourself — what is the purpose of your keynote presentation? What is the takeaway that you want the audience to have after your presentation? Essentially, you need to ask yourself, “What is my message?”. While it feels like time is ticking away, rushing into your slides will backfire in the long run. You need to ensure that the intention behind this presentation is clear and focused, as that would help you in creating a keynote presentation with clarity and confidence.
2. Be Confident
A genuine smile makes you look at ease and approachable
Ever heard of the phrase, ‘fake it till you make it’? Now’s a great time to take that advice! A significant factor in determining the success of your keynote presentation is your audience’s trust in you, and to gain their trust, you need to be confident in yourself first. Confidence in presentations comes from two sources: your posture, and your mastery of the content you are presenting. For posture, remember not to fidget and stand in a relaxed position. Stretch for a couple of minutes before presenting to loosen yourself up. As for your content, be sure to know the subject of your presentation like the back of your hand; read up as much as possible and do not start on it last minute.
3. Give Your Credentials
When introducing yourself, simply sharing your organization and position is not enough; if your audience wants to know where you’re from, all they need is a quick search online. What they do want to know however, is why you are the best person to deliver this presentation, and what you have to offer them. By sharing this, your audience will know that you’re knowledgeable in the field you’re presenting on, and that you have the solution to their needs or problems. Doing this will not only make your audience lean a little closer, but will also give you a great segue to move them into the next part of your presentation.
4. Deliver Your Hook
Research shows that the audience will stop listening to a presentation within 10 minutes if they are not persuaded that there is something in it for them. It is therefore important that you “hook” your audience by convincing them that they can benefit from your keynote presentation. You can do this by showing your audience that the key idea behind your presentation has the ability to make them feel happy or successful.
5. Introduce Your Agenda
At the start of your speech, be sure to let your audience know what the takeaway of your message is. Dedicate a slide to show your audience the agenda, and when presenting, remember not to read from the slides! Instead, offer a brief and general summary of your presentation. Give your audience the direction of your presentation, as this will allow them to follow your content better.
6. Ensure Smooth Transitions
Transitions are like sign posts that guide your audience throughout your speech, so they must be easy to follow, the last thing you need is a confused audience! Unclear transitions can be a nightmare as it may potentially distort the content of your presentation. In the end, the audience grasps only bits and pieces of your message, or worse, gives up on following your presentation. This applies not just to the visual effects that PowerPoint has, but also to the words you use. When transitioning from point to point, use words such as ‘next’, ‘then’, and ‘after’, and number your points using words like ‘firstly’, ‘secondly’, and ‘thirdly’. This will help the audience understand when you’re moving on to another idea or part of your presentation.
7. Give a Credible Statement
If you wish to gain your audience’s trust and establish a professional relationship with them, you need to get them to buy into your presentation. One way would be through giving credible statements that support your message. This can come in the form of data, or in the form of professional advice from experts in the field of your presentation. For example, make use of graphs and statistics to show the importance of a certain situation, and share quotes from someone with authority in a similar (if not the same) industry to backup your statements.
8. Use Images for Maximum Impact
The beauty of well-selected images lies in their ability to communicate a message without throwing dozens of words at an audience, so use them to your advantage! Select photos that encapsulate the message of your keynote presentation, or to highlight a specific idea that you’re sharing. Images that look simple can deliver the most powerful messages, and do what words sometimes cannot achieve — stir emotions in an audience. However, while images are a great tool, moderation is key. Stay away from photos that have been used too often (icebergs, anyone?), and use them sparingly throughout the presentation, as too many may reduce their impact.
9. Present data simply
Data is important in any credible presentation, and like we mentioned earlier, can help to establish your audience’s trust. However, it is crucial that the data be presented in a simple and uncomplicated manner. Too many numbers or graphs can be distracting for the audience, and may obscure the real intention of presenting the data. If you have large chunks of statistics, ask yourself: What is the key idea of the message you’re sharing? Which figures will back your statements up? From there, choose the appropriate data and highlight them accordingly.
10. One slide – one theme
Like transitions, each slide can be used as markers of the various points you aim to cover. Not only does this make your presentation easy for the audience to follow, it also makes it easy for you to remember your points as they are neatly categorised in each slide. It may seem tempting to squeeze all your information into few slides, but remember, moderation is key!
11. Be minimalistic
For a keynote presentation, simplicity is important when designing and organising your deck. You do not want the pattern or design to distract your audience from the real content and message. Again, it is also important that you do not overload the slides with words, so keep the sentences and points in your slides short. Let your speech expand on the ideas that you want the audience to take with them. Your communication and connection with them is more impactful in sending your message across than words on the slides.
12. Be consistent
Consistency is essential, especially when it comes to your presentation. Avoid using different backgrounds in every slide, and ensure that the design is reasonably similar throughout, unless you wish to use differences to distinguish individual points in your message. This makes the transitions in your presentation smooth, and thus it makes the story that you are telling easy for the audience to follow.
13. Practice, Practice, Practice
Rome was not build in a day, and similarly, a perfect presentation will not happen instantaneously! Rehearse your presentation a couple of times before the actual one, as this will help you in two ways. Firstly, you will gain familiarity with the content, which will definitely increase your confidence in delivering the presentation. Secondly, going through the deck aloud will allow you to listen to your speech from the audience’s perspective. This will aid you in tweaking and adjusting the content and structure of your presentation, to best fit the needs of the audience.
14. Analyse your audience
On the day of your presentation, analyse the audience. Get a general feel of the crowd. Are they excited? Are they bored? Are they tired? By doing this, you will be able to tweak the content of your presentation to fit the needs of your audience. If they are bored, you may wish to start with an interesting story related to your message. If they are tired, you could give them some time to get refreshed, either through a 5 minutes break or a quick activity to keep them alert. This way, you can ensure that you have a receptive audience ready to listen to what you have to say.
15. Q&A session
It is absolutely important that you leave some time at the end of your keynote presentation for a short “question and answer” session. Since the presentation was done from your perspective, the audience may have missed some important links and connections in your ideas. Therefore, a Q&A session is great in resolving any potential confusion that the audience may have.
There you have it, 15 simple tips to ace your keynote presentation! Just remember:
Know Your Purpose
Give Your Credentials
Deliver Your Hook
Introduce Your Agenda
Ensure Smooth Transitions
Give a Credible Statement
Use Images for Maximum Impact
Present data simply
One slide – one theme
Practice, Practice, Practice
Analyse your audience
Now you’re good to go, all the best for your keynote presentation!
Formation continue, also known as vocational training, is different from traditional education, but there are some similarities between the two. One similarity is the fact that some teachers still require students to talk in front of the entire class, which is a nightmare for introverts. Nonetheless, public speaking is a necessary skill to master when you want a career in leadership.
Here are some tips that can help you ace your class presentation:
1. Remember That It’s a Skill
You may be tempted to think that, because you’re not proficient at speaking to a crowd, you should just leave that task to others who can. You may not have been born with the talent to use words to charm your way out of anything, but you can definitely learn this particular skill. Formation continue students know that theory and practice go hand in hand in acquiring knowledge. Anyone can become a good orator. It just takes a little practice.
These are some exercises you can do to improve this skill:
Talk to Children – Present your class report to kids to alleviate your anxiety over talking with your peers as well as to be able to convey your ideas simply and concisely.
Outline Your Points – Writing down the flow of your presentation in a bullet-point format allows your mind to visualize it and absorb it better.
Experiment – Practice and alter some parts of your speech using different words or phrasings. This tactic allows you to become a natural speaker and prevents you from sounding like someone programmed the presentation in your brain.
Learn Different Styles of Pacing – Carry out the presentation with a friend and ask them for feedback, such as if you should speak slowly to clearly get your message across.
2. Use Visual Materials Appropriately
Slides are meant to supplement your talk; it shouldn’t be the highlight. Otherwise, you could have just sent the PowerPoint or Keynote file via email to your audience and saved everyone’s time. Your presentation slides must only include the facts or points that you want to emphasize so that, if ever your peers don’t listen to the entire thing, they still get valuable takeaway.
Some guidelines to follow when crafting your slides:
Simplicity is Key – Yes, you want something more than just black text on a white background, but you shouldn’t overdo it with the colors and designs, too. Make sure that you use hues that complement each other with a font size that’s readable even from the back of the room.
Include Key Points Only – Don’t just dump your whole script in the slides and read as you move along your presentation. Visual aids should support what you’re saying in front, not repeat your words verbatim, so keep it to a few points per slide.
Limit Animation – While transitions and builds can enhance the engagement of your audience, you should keep it to a minimum. Stick to subtle effects such as Wipe and Fade. Also, keep the effects consistent throughout your presentation.
Place High-Quality Graphics – When using photos and images, choose the ones that are high resolution. Don’t stretch a small, low-resolution picture because it will just turn out blurry and can become a visual hindrance and distraction rather than an aid. Be aware of copyright issues, too. It’s better to take your own pictures and use them.
3. Keep Your Audience Engaged
No one wants a robotic speaker droning away in front while boring the class out of their minds. You want your classmates to learn something after you presented the information that you want them to learn. That’s why you should keep your audience engaged with stories, eye contact, and humour.
You can even make your presentation interactive by:
Hosting a Q&A – A question-and-answer (Q&A) session after your report will give the audience an opportunity to clarify some ideas or points that they don’t understand. Plus, you can also gauge if they actually listened to you.
Obtain Audience Feedback – Ask your classmates yes or no questions such as “How many of you have ever gotten a parking ticket?” for a report on traffic rules and regulations and have them raise their hands for confirmation. This can build their participation and make them more attentive to what you have to say.
Let Them Choose – An interesting approach is to set up a “choose your own adventure” presentation that allows them to pick what back stories they want to hear or what videos you should play next.
Get Them Moving – Activities such as having them turn to their seatmate to say hello can break the “rigidity” of the class and give it a more open vibe where they can easily interact with you as a speaker.
4. Demonstrate Confident Body Language
As a speaker, you’re expected to have done your research and know all about the topic assigned to you. The way you present yourself in front can make or break your peer’s impression on your expertise on the subject. Most communication is done through nonverbal cues, so, if you go ahead and report with slumped shoulders, your classmates will conclude that you don’t know what you’re talking about and proceed to tune you out.
Confident body language includes:
A Proper Standing Position – Stand with your feet planted firmly on the ground, shoulder-width apart. This evenly distributes your weight on both legs and immediately gives off an air of confidence.
Eye Contact – Looking at your audience directly in the eye shows that you’re interested in their learning experience and comfortable in helping them with the process.
Hold Your Chin Up – Face the group with your chin held at an appropriate angle, with your neck a bit stretched. Of course, don’t keep your head too high that you look down on them when you talk. Strike a balance of confidence and humility.
Resist Fidgeting – Fidgeting is a sure sign of nervousness. Keep this to a minimum. You can lessen your anxiety over the event by practicing your speech and preparing every detail of your slide beforehand.
Presentations can be fun for the speaker, even for shy people. Think of it as your time in the spotlight, where everyone gets to listen to what you have to say. It’s normal to feel anxious and nervous. Nonetheless, take this moment to shine and share your newfound knowledge with your classmates.
Imagine this – it’s late at night and you’re finishing up your last few slides for your big presentation tomorrow. You’ve done your final check and your pitch deck is all ready to be sent out. You are finally satisfied with how it looks and click the send button.
To your horror, the email bounces back.
Why? Large attachments are one of the most common causes for bounced emails that never reach their intended recipient. These huge files can cause difficulties in sending out emails or even online uploading in a tense, urgent situation. Especially in corporate organizations, email filters tend to block large attachments for security’s sake. More than 80% of the time, the cause of the file-bulk are the large images that you insert in PowerPoint or your export format of choice.
“But… if I don’t include images, my presentation is going to look boring and ugly”
You’re not wrong there. We encourage our clients and even presentation skills training learners to use more visuals and images in their presentations. If you still want to include some images to ensure your presentation design looks great, what do you do? Worse, in plenty of PowerPoint training courses in the market, few actually teach you different ways to compress your PowerPoint files before sending as an attachment via email or only cover it on Windows or OSX.
Fear not, here’s how you can reduce the size of your PowerPoint file and save space.
This also ensures that your presentation/PowerPoint files reach their intended recipient.
How to Compress PowerPoint (.PPT) Files On Apple OSX Machines
If you own a Mac but still need to use PowerPoint for work, you’re in luck. There are a few ways of compressing PowerPoint files to fit your file limit in organisations with email filters so you won’t need to use file-sharing services like DropBox or Wetransfer.
HOW TO COMPRESS POWERPOINT ON MAC OSX
Method One : Compressing All photos on PowerPoint
More often than not, PowerPoint balloons in size because of the high-resolution stock photography that you might include in your presentation. Thankfully, there’s an easy way to quickly compress these files across the whole file or singular files in PowerPoint.
How To Compress All Photos/Images On PowerPoint
Step 1: On the file menu, click “reduce compress pictures”
Step 2: Select your compression size according to the table”
Unless you’re intending to print the PowerPoint file, you shouldn’t have photos sized at 220ppi. We’ve found that the best setting in most cases is 150ppi – such that it preserves minimal quality for use. If you’re really in the need of smaller sizes, using 96ppi is your last resort.
Step 3: Select ‘Delete Cropped Area’
Step 4: Choose “all pictures in this file” and Click “Ok” ‘
You’ll have the option to either compress all images or only selected ones. If you have critical images that cannot be downsampled, choose the latter.
HOW TO COMPRESS POWERPOINT ON MAC OSX
Method Two : Using Picture Format
A more surgical selection of which pictures you’d like to resize in your PowerPoint Presentation. Do note that this is, in fact, the same method of compressing the images but gives you more control as to which photos you want to compress and leave the ones you don’t want to in higher resolution.
How To Compress PowerPoint using picture format
1. Select the “Picture Format” tab when selecting one or a few images
2. Click on the Adjust button
3. Select Compress Pictures
4. Select your compression size according to the table
5. Select “delete cropped area”
6. Choose “all pictures in this file”
7. Click “Ok”
Alternatively, if you wish to be selective about the photos being compressed, PowerPoint provides another option to compress only specific images. Under steps 4 and 6 respectively, you will be able to choose between the option of all pictures or just a selective few. However, if you wish to retain the size of the slides and still send it to people, you can consider zipping the file. Most of the time, people choose this option in order to keep the resolution at its highest without compromising it.
HOW TO COMPRESS POWERPOINT ON MAC OSX
Method Three : Compressing Images Before Inserting into PowerPoint To Preserve Small Size
A more surgical selection of which pictures you’d like to resize in your PowerPoint Presentation. Do note that this is, in fact, the same method of compressing the images but gives you more control as to which photos you want to compress and leave the ones you don’t want to in higher resolution.
Image Compression Method 1: Reduce the size of images losslessly using browser applications
Tools likeTinyjpeg,Tinypngand Smallpdfare great to reduce the size of your files without installing any additional applications on your machine.
Image Compression Method 2: Optimize the dimensions of your presentation images before inserting into PowerPoint
This step is most commonly overlooked by most executives simply because it’s pretty tedious. It involves ‘pre-cropping’ the images you plan to insert into your presentation even before you try any of the methods before this. a) The first step is to determine the max dimensions of your slide. You can do this by accessing the ‘slide size’ in the ‘design’ tab.
b) Enter ‘Page Setup’ when navigating into ‘Slide Size’ to identify the dimensions of each slide. If you’re using any of the typical slide dimensions like Standard (4:3) or Widescreen (16:9), typically the safe dimension is 1024px x 768px and 1280px 720px respectively. c) The very next step is to start cropping the images to fit within the slide dimensions. For example, if your image is 3000px x 2000px, cropping it down to size will save you a lot of space. Using sites like https://imageresize.org/, you can quickly resize images to fit your slide canvas. At the same time, if you’re using raster editing programs like Adobe Photoshop, you can easily reduce the dimensions of your images before saving. Otherwise, site-based tools work too.
HOW TO COMPRESS POWERPOINT ON MAC OSX
Method Four : Zipping Up Files To Compress Size Of PowerPoint
This method is best performed at the end and works regardless of whether you actually compressed the images prior or not. It doesn’t do much other than reduce the size of the single file or a combination of files in a .zip package to send via email.
How To Compress PowerPoint by zipping the file
Step 1: Right-click on selected PowerPoint file and select ‘Compress’
Step 2: You should see a ‘.zip’ file created in the location
Just like that, your file archive is ready to be sent out! Not a Mac user? Fret not! While we do most of our work on MacBooks, we occasionally use other laptops under the Windows operating system as well. For Windows users, the way to reduce file size for Powerpoint presentations can be a little different but follow the steps below and you’re on your way.
How to Compress PowerPoint Files (.PPT) On Windows OS Machines
PowerPoint was developed originally mainly for Windows users – it’s no surprise that many Windows users are also looking to compress their presentations and may run into brick walls during the process.
HOW TO COMPRESS POWERPOINT ON WINDOWS OS
Method One : Compress Images In Picture Format
The approach here to compress your PowerPoint file is very similar to the way it’s done in Mac where you can compress all the images in PowerPoint files with just a few clicks.
How To Compress windows powerpoint using picture format
1. Select an image or picture in the slides
2. Click the Picture Tools tab on the top ribbon
3. Next, select the Format tab
4. Under the adjust segment, click on the Compress icon
5. Select your preferred compression size
6. Select “delete cropped area”
7. Choose “all pictures in this file”
8. Click “Ok”
That’s it! Notice the big difference in size? Now, you’ll be able to send out the emails without worrying about large attachments bogging you down. These handy ways to cut down on file size have been a lifesaver for us at work, and we surely hope they’ll be helpful for you as well. Let us know if you have discovered other methods in the comments section below!
Imagine this: you have just picked up your morning coffee from your favourite barista, secured yourself the best spot in the parking lot and head into the office for a seemingly average Tuesday morning until— bam. You step in the elevator and come face-to-face with the CEO of your dream company or the client you’ve been dying to land.
It’s the perfect opportunity to communicate with her who you are, what you do, and what you want. With nothing prepared, you find yourself stammering from the moment she says, “Good Morning.” By the time you reach the 15th floor, you’ve lost the moment. You have nothing to show for yourself aside from your utter embarrassment. If you had prepared your elevator pitch beforehand, this would not have happened.
Elevator Pitch Definition: The appropriately named “elevator pitch” or “elevator speech” is a compact and compelling introduction that can be communicated from the time someone takes an elevator ride up. An elevator pitch does not need to literally occur in an elevator. It can be applied anywhere especially, when you meet someone new to introduce yourself.
Whether you’re a startup founder putting together your investor pitch, or an executive looking to boost your chances at an upcoming promotion exercise, you can benefit from learning how to deliver a concise elevator pitch. The skills required to master an elevator pitch are equally as beneficial at a networking event, sales meeting, or job interview.
A well thought-out and rehearsed elevator pitch is also a great way to introduce yourself, both professionally and confidently.
Ready to avoid the cringe-worthy scenario we described?
Here’s 5 Tips On How to Ace Your Elevator Pitch:
1. Keep it short (30 seconds or less)
Like the name might suggest, an elevator pitch needs to be succinct. It’s important to keep in mind that people are busy, so it is crucial to be able to communicate who you are and what you do in the time frame that you have your listener’s attention. Ideally, your elevator pitch should be approximately 30 seconds in length. This might seem daunting, but limiting your speech to its main talking points should deter you from rambling on about irrelevant information. Leave out your entire work history and long-term objectives. If your listener wants to learn more information, they’ll ask.
2. Practice in front of a mirror
The old saying, “practice makes perfect,” could not make more sense than when referring to an elevator pitch. Not only will practicing help you memorize your elevator pitch, but the more you practice it, the more confident you will become. The best way to get comfortable with an elevator speech is to practice it until the speed and “pitch” come naturally without you sounding robotic, so your confidence will be apparent to your listener.
Rehearsing your speech in front of a mirror allows you to become aware of your body language and movements. For example, using too many hand gestures can be distracting to a listener and can quickly detract from the speech you’ve spent hours crafting. If you’re really looking for a challenge, practice your speech in front of a non-biased listener (friends and family can be overly conscientious of your feelings) and ask for a bit of constructive criticism.
3. Be clear, eliminate flowery speech and industry jargon
When reciting your speech, you want it to be as to the point and unambiguous as possible. Sure, delving into your SAT-approved vocabulary might demonstrate your intelligence, but it can easily shift focus away from what you’re actually pitching. A more conversational tone is easy to understand in a short time frame and also portrays you as being more personable. Always assume that your listener has no understanding of your industry, the services you provide, or the products you sell. This way, you can utilize your elevator pitch in front of anyone, and be confident that your argument has been made by the time you’ve finished, no matter which industry you’re operating in or who you’re speaking to.
4. Communicate Your USP
The USP, or “Unique Selling Proposition,” is perhaps the most important element of your elevator pitch. A USP is a statement that concisely outlines how you, your business, or your product is different from that of your competition— or “the kicker” in any good sales pitch, as we like to think of it. It identifies what makes you the better choice than any other individual your listener may also encounter in that elevator. This is your chance to brag a bit— avoid sounding boastful but do share what you bring to the table. Even though an elevator pitch is short in length, it should be enough time to persuade your listener on your USP and spark enough interest to put a follow-up meeting on your calendar.
5. Anticipate follow up questions
Nothing is worse than delivering a killer elevator pitch, but then becoming completely flustered as soon as your listener decides to ask a few follow up questions. Keep in mind that an effective elevator speech should inspire some curiosity from your listener. Be prepared to further explain your business goals and objectives. When in doubt, always carry a business card. That way, any query you may struggle to answer on the spot can be discussed further over a cup of coffee. Offering your business card at the end of your conversation is a great way to continue the dialogue at a later date.
Example of an ideal elevator pitch
“Hi, my name is Sara and I create illustrations for websites and brands. My passion is coming up with creative ways to express a message and drawing illustrations that people share on social media.”
Not only is this pitch example short and easy to understand, but it also can be recited to a number of different listeners. Sara introduces herself first and then quickly explains what she does in the first sentence. Then she describes more about her passion in the second sentence. Her pitch can be utilized in a variety of situations and still leaves room for interest and follow up questions.
In summary, you’ll want to make sure these points are done to perfect your elevator pitch:
Keep It Short
Practice In Front Of The Mirror
Be Clear and Eliminate Jargon
Communicate Your USP
Anticipate Follow-up Questions
With these, you’ll be well on your way to delivering short, succinct pitches that get you closer to what you want.
Our final piece of advice? Set aside some time to create your perfect elevator pitch (or revamp the one you’ve used before). You never know who you might find in tomorrow morning’s elevator ride.
I was privileged to be a close combat instructor of the Singapore military during my national service stint. Over the two years, I’ve received interesting different responses from varied crowds hailing from different demographics. I’ve instructed both elite infantry units and recruits to even officers during my time in the Singapore military.
When you’re expected to command an audience of diverse backgrounds that respond to different forms of communication week in and out, you’ll have to be highly adaptable. Here are 5 ways to command an audience:
1) Be Authoritative
If you’re standing in front of an audience to impart lessons on a subject, you’re expected to be authoritative or at least competent about your subject matter. They aren’t there to listen to something they’ve already heard umpteen times before, but a unique perspective on your topic of discussion.
Likened to a teacher who is unsure about a subject that he or she is teaching, you’ll very quickly lose the audience’s respect and ultimately their attention.
On the flip side, there are teachers that walk into the room and immediately commands your attention, almost effortlessly earning the respect of those listening. It’s slightly different from ‘knowing’ your stuff, but more so exuding an aura of authority. How can you be authoritative then?
Three of the simplest ways be more authoritative are:
Strong Eye Contact
You need to be able to hold strong, regular eye contact with your crowd. There are no two ways about it. In my experience as a military instructor, I regularly have more than a hundred grown men looking up to me, waiting for instructions. Looking down to the floor with shifty eyes and uncertainty is one of the fastest ways to lose their attention and respect.
Strong Body Language
Secondly, is your body language.
When humans get scared, we close up our postures similar to how animals go into a submissive position or posture. It’s so rampant (especially in public figures), that we’ve given it a name: the ‘Fig-Leaf Presenting Position‘. Presenters that are nervous or afraid tend to default into this defensive stance to protect their more sensitive parts of the body.
Ever heard of ‘Fake it, till you make it’? To appear more confident via more effective body language, try to consciously maintain a good, comfortable posture. Walk with large purposeful strides, with your feet, shoulder-width apart.
Commanding Vocal Tonality
Lastly, it’s your vocal tonality. I’ve seen huge, bulky military men crumble into nervous wrecks when put infront of an audience in a public-speaking situation. They tend to talk much faster to get through the experience much quicker. This comes at the expense of the audience and their presence.
Instead, to truly command attention, you’ll do well to talk more slowly.
As TED Speaker, Amy Cuddy, Author of ‘Presence’ aptly put:
“Powerful people initiate speech more often, talk more overall, and make more eye contact while they’re speaking than powerless people do. When we feel powerful, we speak more slowly and take more time. We don’t rush. We’re not afraid to pause. We feel entitled to the time we’re using.”
One of the best ways to get good these three areas are to study the speeches of powerful politicians and businessman. Take Lee Kuan Yew’s Speech for example:
2) Demonstrate Instead of Simply Telling
Instead of telling them what you can do. Show them what you can do. If you’re lucky enough to have access to visual aids, you can show pictures or multimedia. In situations where you don’t have access to technology, it always helps to demonstrate live.
One of my favorite demonstrations as an instructor was when we needed to teach the basics of self-defense. The approach was to find the heaviest soldier from the crowd as a volunteer and execute a simple, but effective technique that would sweep him off his feet, resulting in the soldier falling on his back.
As I have a smaller frame (at 1.67M and 65KG) than many of the recruits, the demonstration held even more power. Demonstrating that a much smaller soldier could easily takedown someone two times larger left a deep impression in many of my recruits – not to mention it also helped to cement a positive impression of my capabilities in their minds for the months to follow.
3) Be Passionate
Thirdly, passion goes a long way to command an audience.
“If you organize your life around your passion, you can turn your passion into your story and then turn your story into something bigger―something that matters.” ―Blake Mycoskie
In every class I instruct, there will often be a small minority who isn’t a 100% interested in the class material. They’d much prefer to slack off, not pay attention or cause some disruption to classes with their unruliness. However, over time, I observed that tweaking certain aspects of my delivery became useful in winning over these non-enthusiasts.
Accentuate the Details
You know someone is passionate about that particular expertise when he’s able to pick out the tiny details that 99% of people miss. Identify certain nuances in your field that the majority hardly talks about. Include them in your presentation and delivery to watch your audiences appreciate the effort.
For example, in the arena of public speaking, effective speakers typically pay attention to vocal tonality, the speed of delivery, pauses, vocal inflections when on stage. These are details that most people miss, but differentiate the good speakers from the great ones.
Find Your ‘Flow’
The psychologist Mihaly Csikszentmihalyi introduced a concept named ‘flow’. When you’re doing something you’re passionate about, you find yourself losing track of time and your surroundings. That is an example of having found ‘flow’.
Ever observed a street performer so immersed in his performance that you can’t help but steal a closer look? That’s a great example of commanding an audience through flow. The key is to be present at the moment without having your mind wander off and getting distracted by other thoughts.
Mindfulness training and actively focusing on that specific moment you’re delivering your speech can do wonders for your delivery.
4) Work with your Audience
Find Common Ground
If you’re working with an audience, you need to garner their trust, respect, and likeability, fast. As an instructor, it’s a tough line to toe. Overly nice treatment gets you perceived as a pushover and being too strict can sow discord. The most effective takeaway I got from these occasions is that the audience needs to perceive you as being ‘one of them’. As Cialdini stated in his book, Influence, people tend to like people that are like them.
If my men perceive me to be a dictator figure hell-bent on my own agendas, nobody is going to listen to me, much less follow my instructions. Introducing parts of your personality or background that aligns with that of audience members is a quick way to build instant rapport and familiarity.
Speak Their Language
Through the years as an instructor, I found that if you speaking to your audience’s hopes, dreams, and fears, you can get them to listen to you more attentively. You can garner their trust, respect and become more likable.
For example, most people aren’t interested in ‘financial literacy’. However, a lot of them are worried about housing loans, car loans or salary increases. Use layman language and avoid speaking at a high-level to connect with your audience members on a personal level.
5) Hold to your Highest Purpose
Lastly, you cannot command an audience when speaking in front of them if you do not hold to your highest purpose. Have you ever wondered how Gandhi, Martin Luther King gave speeches that changed the world?
Yes. That’s because they are holding to their highest purpose. They are delivering those speeches from a point that’s deeply rooted in their purpose. For the greater good.
You may not be Winston Churchill beckoning troops to fight on the beaches, however, you can also hold to your highest purpose when speaking to a crowd.
Contribute to Something Meaningful
The highest purpose of my role as a SAF self-defense instructor was to impart self-defense instruction in an effective manner to Singapore military troops to enable them to defend themselves in an unarmed combat situation. In my heart and in my bones, I was aligned with that purpose and the reason that we’re conducting the presentation in the first place.
The session did not feel forced. Being able to defend yourself in dangerous situations as a soldier can mean the difference between life and death. I was glad to avail time to spend with these young men hailing from different families and backgrounds to enable them to serve their nation. Likewise, your speech should be something that you believe in.
If you communicate to your audience in a ‘just had to be done’ manner, the devil-may-care attitude towards the topic might backfire. Audiences can feel the lack of sincerity and tune out immediately.
However, gearing your energy and presentation towards your noble agenda or purpose can help you become more charismatic and persuasive.
Through the years as a self-defense instructor for the Singapore military, I found that being authoritative, demonstrating instead of simply telling, being passionate about your subject, working with your audience and holding to your highest purposes are 5 timeless principles to command an audience.