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Business Consulting For The 21st Century Via A Holistic & Intelligent Approach

5 tips & tricks for building your pitch deck

Answered => “How do you pitch an idea to potential partners who lack the background knowledge to fully comprehend what you can do” on Quora.

—Communication Rule #1* – Communication is the responsibility of the sender, not the receiver.

—Communication Rule for Sales #1 – Know your audience. [Note: I understand this presentation is not a traditional sales call, but none the less, they are trying to sell the idea, yes?]

—Communication Rule for Sales #1.5 – This includes knowing what motivates your audience (to buy). For example, don’t talk about features if they buy because of benefits. Don’t talk about ease of use if the primary motivation is cost savings.

—Communication Rule for Sales #2 – Remove doubt and confusion. They are the deal breakers. [Perhaps it’s just me but I feel as if he lost me in the first 30 to 90 seconds. If I’m playing catch up in my head, I’m never going to get it.]

—Communication Rule for Sales #3 – Work the back to front, so to speak. That is, present a conclusion(s) and then support it. Not, provided the support and then let them know when you reached the conclusion. If the audience understands where you headed it’s easier for them to follow.

—Communication “Cool Trick” #1** – Use an analogy to give the receiver a quick and simple way to grab onto your idea. For example, the film “Snakes on a Plane (2006 movie)” can be described as, “Die Hard with snakes”.

=> What would I do differently?

I’d do a better job of KISS (Keep It Simple, Stupid! (KISS)), as well as embrace the above tips & tricks. Perhaps the example was actually too much too soon? With KISS, ending with them wanting more and using a (brief) Q&A beats confusion and blank stares.

Your thoughts?

* Credit: “Words That Work” by Frank Luntz

** Credit: “Made to Stick” by Chip Heath & Dan Heath

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