Help companies say YES

1. Help companies say YES Rob Woods, Woods Training Ltd

2. The biggest reason for influencing failure

3. The biggest reason for influencing failure Good riddance elevator pitch nonsense

4. The biggest reason for influencing failure Good riddance elevator pitch nonsense Something Exciting

5. The biggest reason for influencing failure Good riddance elevator pitch nonsense Something Exciting Two essential ingredients

6. The biggest reason for influencing failure Good riddance elevator pitch nonsense Something Exciting Two essential ingredients

8. For best results Be truly open to new thoughts Play (100%) Capture your ideas

9. Why do most pitches fail?

11. What the company sees is different to what you see

14. Why do most pitches fail? You pitch about you, not about them

15. Hen Bus Potato Then Hit Potato Seven The Grand Old Duke of York Potato Field Potato Never Scissors

16. We are most likely to remember things which A) Which we heard F……….. B) Which we heard L………… C) Which S………….O……. D) And which are R……………..

17. But where do you find the most important idea in most presentations?

19. Understand them – Some techniques

20. a) In the meeting, really listen

21. b) Call previous partners

22. c) Field research: e.g. before Alzheimer’s Society’s pitch

23. Summary, then ask questions Understand them Match what you say to their wants

24. The myth of the elevator pitch

25. If you need to get a conversation going: ‘Well you know how…’

26. Well you know how… …everyday situation And what’s bad about that is… …Bad result / feeling So one thing we do is… way we help corps / our beneficiaries And what’s great about that is… …Positive result

27. Match what you say to their wants Confidently state that you can help them ( i.e. get what they want)

28. ‘If you want to influence, non-verbally convey a feeling: …just north of confidence… (and just south of arrogance)’. Peter Thomson

29. Match what you say to their wants Confidently state that you can help them 2) Demonstrate that you can help them.

30. What do people usually say and write?

32. Prepare, so you can demonstrate Evoke their need before you give your solution

33. Evoke their need before you give your solution

34. Demonstrate you can help them Use stories, examples, demonstrations

35. How do stories help the influencer?

36. Two essential persuasion ingredients: What stories sum up the problem?

37. Two essential persuasion tools: What stories sum up the problem? 2) How will you convey your solution works?

38. Share a story about a company gaining a benefit

40. Prostate Cancer Charity

41. Ideal Story Structure A) Who is it about? B) What problem do they face? C) What did someone do to tackle that problem? D) What was the result?

42. Cut to the crash

43. Secrets of Successful Fundraising Full day results workshop 12th September Central London

44. What are the four most common enemies of corporate fundraising success?

45. Problems Confidence evaporates

46. Problems Work too late

47. Problems Not confident Work too late, too often Feel stuck in a rut personally

48. Problems Work too late, too often Feel stuck in a rut personally Not confident in key situations Influencing techniques not working

49. Secrets of Successful Fundraising The key to confidence

50. Secrets of Successful Fundraising The key to confidence The simplest way to transform results