Delegates should prepare a 5-10-minute pitch based on their existing pitch or a scenario provided. This should include the use of PowerPoint slides
Introduction and welcome
Understand the objectives and the timetable for the programme and workshop, and how delegates will benefit
To ensure the group is clear about the aims and objectives of the course and what can realistically be achieved in a day
Each delegate to present their pitch
Group review & debrief
Define what makes a good pitch
Describe the way in which confidence is transmitted to an audience
Optional: video feedback
Identifying the wants and needs of the clients in this sector
Who is your client?
What are their characteristics?
What do they want?
Defining the content components of a successful pitch
Features, Advantages, Benefits
Identifying key priorities
Demonstrating how to introduce oneself in an interesting sentence
Elevator Pitch (we hate the phrase, but the philosophy is important)
Describing Books Macdonald’s edge – indeed, edges
Who are our competitors?
What do they say about themselves?
How are we different and better?
Where do you start?
How do you finish?
Define a method of preparing pitches so that positive results are obtained
Review and Homework
Key Learning Points
Preparation of revised pitch presentation
Revising the presentation for part 2
Option: coaching phone call to check progress, answer questions and continue learning
Learning Review Presentation
Essential Skills Revisited
What is the core physiology?
Define the basic physical skills and their influence
Describe methods of improving confidence when presenting and pitching
Using Visual Aids
Use of PowerPoint
Influence with visuals
Describing the effective use of PowerPoint
Defining ways to highlight key messages
Generating client involvement when required
Relating discussion to objectives
Demonstrating techniques to involve client
Relating their involvement to your pitch objectives
Handling Questions & Objections
Tips & techniques for effectively answering questions
Describing methods of generating client questions
Demonstrating ways of answering while maintaining client interest
How we think – a short history
Understanding how people’s thinking styles may affect your communication methods
Pitch from each delegate
Feedback from Consultant
Feedback from audience/peers
Short video playback (if required)
Demonstration of skills, tips and techniques by each delegate.
Assimilation of Key Learning Points
Review of learning and steps to ensure application