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6-3-1

This talk will tell you how to be the one that is remembered!

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“A weak message from a good speaker will have more impact than a strong message from a poor speaker, regardless of how much we like to think the opposite might be true.”

Deiric McCann from his book ‘Leadership Charisma’

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` ‘Pitching to Win Investment’

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• Lectures (no one wants to be lectured to)

• Sermons (churches empty)

• Sales Presentations

(no one wants to be sold to!)

• Pitches/Presentations (majority uninteresting)

Stop Delivering!

`The Aristo Philosophy

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Aristo promotes the art of extendedconversation

Have a conversation be it with

1, 5, 50 or 500 people.

`The Aristo Philosophy

Start Having a Conversation

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` We have Coached

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` ‘Pitch to Win Investment’

‘Create Your Story’

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`Qualities of Your Hero

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• ????????????

• ????????????

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` Padraig Harrington` Paul O’Connell

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“Designing a presentation without the audience in mind is like writing a love letter to ‘ whom it may concern’ “

Nancy Duarte

Who is your audience?

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1. Open

(Connect in 20 words or 7 sec.)

2. Body

(Concentration ON-OFF-ON-OFF-ON-OFF-ON-OFF ON -OFF-ON-OFF)

3. Close

(If they remember your take home message you are a success)

` The Basics

12Niklas Zennstrom

Tell a Story

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` Pictures > Words

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` Speakers Biggest Mistake

Core

Simple = Stupid

Simple = Understanding

15www.aristo.ie

Template

“ Despite the fact that Father Ted was basically an Irish ‘Only Fools and Horses‘ with a soft, surreal twist (the three male characters in both are almost identical”

- Graham Linehan

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` The Sales - Template

Better?

ProblemSolved?

Are?

DO?

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` Tell Your Story!

Core

•Plan: Who is your audience?

•Connect: Step 1: get attention 20 words or 7 sec.Step 2: problem you solve

•Who are you? (introduce yourself)•What do you do? (KISS)•How is your customer BETTER? •Action

USP-Elevator Pitch- HCP

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`Cake or Worm?

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` ‘Pitch to Win Investment’

‘Create Your Story’

Summary:

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` LUNCH

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` ‘Pitch to Win Investment’

‘Tell Your Story’

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Speak the Language of Audience

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` The Sales - Template

Better?

ProblemSolved?

Are?

DO?

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` The Funding-Template

Better?

ProblemSolved?

Are?

DO?

Sell?

Team?

£

CM

Ask?

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Analogy: Planning a journey is like planning a talk

"One good analogy is worth three hours discussion."(Dudley Field Malone)

Better

Connect

Do/Sales

Who?

Problem/Market

Audience

Prepare

Action

Plan your Talk

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The Close – How are they better?

“ A speech is like a love affair any fool can start it, but to end it requires considerable skill “

Lord Mancroft

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“If a potential customer has made time to meet you, this means they have a problem to solve or a project in mind and they expect that you are not simply coming to tell them what you do, but that you have put some real thought into how you are going to help them solve their problem”

- Deirdre McPartlinEnterprise Ireland Düsseldorf

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`Cake or Worm?

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Pitch Structure Who is your Audience?

• Connect: (get attention)• What PROBLEM do you solve?• How do you DO this? (KISS)• How many have you SOLD?• Competition (we are like)• Finances (your ambition) (Milestones+ Executions)• Who are you? (team) • Call for Action• How are customers BETTER?

(always finish with how customers will be better)

` Pitch Template

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HEADLESS BODY IN TOPLESS BARNew York Post on a local murder

FREDDIE STAR ATE MY HAMPSTER Sun: story was a fabrication

ICE CREAM MAN HAS ASSETS FROZENBBC News

SUPER CALEY GO BALLISTICCELTIC ARE ATROCIOUSSun on Inverness Caledonian Thistle beatingCeltic in the Scottish Cup

` Opening: Newspaper Headlines!

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Commercial Acumen

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use metaphors we are like;

Business Model

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How big is your ambition

•To Big

• To Small

Don’t tell VC how to spend

their money (it’s rude)

Financials

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Why are you different/better?

Competition

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` Milestones

Core

“If you can do it, it ain't braggin”.

Dizzy Dean Baseball pitcher

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` Questions & Answers

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And they will!

This is the judgement your listener is continually making:

Do I believe / trust this person?

My final piece of advice to you is;

• Speak from your life’s experience• Speak with energy and enthusiasm• Speak in terms of your listeners interest

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web:

www.aristo.ie

email:

andrew@aristo.ie

http://ie.linkedin.com/in/andrewkeogharisto

phone:

01 8208552

twitter:

@aristoc2g

`My Contact Details

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` ‘Pitching to Win Investment’

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