One of the tips Dave shared in our conversation with him is the importance of keeping your audience’s interests at the forefront of your thinking during the preparation and delivery of your pitch. P-I-T-C-H is a useful acronym to help you remember the importance of this principle.

Picture

In

The

Client’s

Head

All your efforts in preparing for a great pitch must be based on an informed assessment of your client’s needs, i.e. having a clear picture of what’s in your client’s head. This will require that you to build personal relationships with the people you plan to pitch— enabling you to do research in terms of understanding their business, familiarise yourself with the power dynamics of their organisational landscape, and ultimately address their pain points.

Indeed, an audience-oriented presentation is key to meeting your business outcomes. And while that may sound obvious, it’s quite surprising how many people find it difficult to focus on clearly articulating how the solutions they are pitching will address the issues their audience face. That’s especially tough to do when you’re anxious to secure buy-in or close a big deal.

Keeping the picture in the client’s head in clear focus when preparing and delivering a pitch is one thing. However, just as important is realising that as a presenter you have a significant role to play in terms of shaping the picture in the client’s head. Think of yourself as a talented Photoshop editor applying much-needed touch-ups to an otherwise bland image.

Here are two quick tips to aid your mission:

1) Hook your audience by adopting an inspiring vocal approach.

You need to realise that how you say things is often just as important as what you say— in some cases more so. Research shows that a person’s vocal quality significantly contributes to the impact they make as a speaker, and that audiences are always far more likely to respond positively and be influenced by a speaker who demonstrates  enthusiasm  and  passion  for the  subject. Time spent improving your vocal delivery is always a worthwhile investment.

2) Mind your image.

How nervous would you get if you caught a glimpse of your cardiologist dressed for the golf course moments before putting you under to perform heart surgery on you? Chances are that this might make you a tad uncomfortable.

Successful business pitches rely not only on how your message is crafted and how expressive your voice is, but also on your ability to gain people’s trust. Your mission is to assure your audience of your competency to solve their problems. Earning credibility can also be achieved by presenting an aspirational image which your audience can confidently buy into.

That’s where dressing the part and using positive body language come into the picture. You may just want to consider updating your wardrobe, getting complete image makeover, and getting guidance on how to enhance your delivery style.

The post Nail Your Next Business Pitch: Focus On Your Client appeared first on Beth Ann Galvin.

I’m convinced that even the most naturally gifted personalities often harness a cultivated ability or skill set they might not even realise they possess– which they use to project a confident and deeply affecting image.

In this episode of The Presentation Fix podcast, we discuss the “Power of Personal Presence”— also known as the the X Factor. Andile Masuku and I chat about whether it’s something one is born with, or an quality that can be acquired. The challenge is that many of the attributes of this so-called ‘presence’ are non-tangible, and difficult to describe.

But I’m convinced that even the most naturally gifted personalities often harness a cultivated ability or skill set they might not even realise they possess, which they use to project a confident and deeply affecting image. I really do believe that is something anyone willing to put in the time and effort can acquire and master over time.

Listen in to hear me share a shocking let-down I encountered on YouTube, and to hear Andile and I reference one of South Africa’s finest exports— a young man who is the epitome of how to harness the power of presence. (Hint: He’s incredibly funny.)

Most importantly, I will share three useful tips that, if followed, are sure to help you develop and hone your own personal presence. We aim to inspire you to engage in the kind of personal “maintenance” over the holidays that will position you to ‘kill it’ in 2016.

Happy Holidays!

The post Do You Have The X Factor? Here’s How To Get It appeared first on Beth Ann Galvin.

The mind is a powerful thing. It can take you through walls. –Denis Avey

This is the first of many Presentation Fix podcasts (which we will be publishing once a month) in which my co-host Andile Masuku and I will be teaming up to empower you with the knowledge and skills to make an impact every time you speak or present in public. I intend to tap my on-going experience as an executive presentation coach, trainer and speaker to offer you practical guidance on how to become the best speaker possible— distilling everything I’ve learnt during the last 30 years of working in this industry. 

You can also expect to learn a lot from Andile. He is a respected broadcaster and entrepreneur with nearly 15 years of experience writing, producing and presenting for television, radio, and live events, as well as working in new media— blog, social, online video and podcasting. He no doubt knows a thing or two about communicating effectively.

That said, Andile and I are both active professionals who are keen on upping our game. And so, the learning never stops. We look forward to sharing notes with some of South Africa’s leading communicators who we’ll invite to join us on the show from time to time to deliver insights.

Joining us to get the show on the road is master climber, speaker and businesswoman, Deshun Deysel— who will share, among other things, how she’s channeled her love of climbing very tall mountains into a thriving business and speaking career. Your Presentation Fix is here. Do listen in!

The post Extra! Extra! Get Your Presentation Fix appeared first on Beth Ann Galvin.