PITCH PERFECT OR, THE ART OF SELLING YOUR IDEA IN 3 MINUTES

PITCH PURPOSE General purpose: To persuade Specific purpose: To persuade the faculty board to select and fund your idea Example: General purpose: To persuade Specific purpose: To persuade the Rebellion to provide a fleet of Deactivating Droids to rid the moon of Endor of all Galactic Empire weaponry.

MONROES MOTIVATED SEQUENCE (BECAUSE YOU ABSOLUTELY HAVE TO ORGANIZE YOUR SPEECH) Five-step process for persuading audience to do something (or, in this case, support your project proposal) 1. Attention 2. Need 3. Satisfaction 4. Visualization 5. Action

ATTENTION Gain attention by using an engaging opening strategy (startling statement or statistic, arousing curiosity or suspense, posing a question, telling a dramatic story, etc.). Introduce topic, stress its importance, and emphasize its relevance to the audience. Example: Did you know that the entire population of Ewoks is in danger of accidental mutilation? Due to the remaining weaponry stored on Endor by the Galactic Empire, Ewoks are unknowingly activating missiles and automatic weapons designed by the Empire to stem the rebellion.

NEED Explain that there is a need for change, a problem to be solved, or a desirable alternative that can be attained. Important to emphasize the severity or intensity of need so that audience agrees that a change is necessary. Detail the problem that you are seeking to solve (avoid ambiguity or equivocality). Explain that your idea is needed. Example: The Ewoks are a peaceful species currently living in peril. The weaponry on Endor makes it a volatile place and poses a threat to the very existence of the Ewoks.

SATISFACTION Satisfy the need you have demonstrated by introducing and explaining your plan/solution. Show how your plan will work and explicitly explain the details of your solution or plan. Be as specific as possible about costs, personnel, and EHS factors/concerns. Example: A fleet of Deactivating Droids will once again restore Endor to the lush and peaceful moon it once was. This fleet will eliminate any weapons by sweeping the forest moon and deactivating all detected weapons.

VISUALIZATION Provide listeners with a vision of anticipated outcomes associated with the solution. Intensify the desire for your plan/solution by visualizing its benefits. The key is using vivid imagery to show the benefits of your plan. Example: Once afraid to leave their arboreal dwellings, the Ewoks will be able to roam the forests of Endor freely after the Deactivating Droids eliminate the threat of Empire weapons. Gathering food, visiting family, and pursuing hobbies will once again be viable options for Ewoks because they will no longer be fettered to their homes.

ACTION Explain how your plan is possible if given the appropriate support/action. Make a direct request for what you want from the audience (support, money, personnel, etc.). Conclude with a final appeal that reinforces the importance of your topic and solution. Example: With the droid support from the Rebellion, Endor will be free of danger. One thousand Deactivating Droids will be necessary to eliminate all Empire weaponry from Endor within one month. As you consider supporting this worthy cause, please keep in mind: these are the droids were looking for.

THE ABC S OF EFFECTIVE COMMUNICATION Accuracy Your idea is feasible and sound Brevity Your speech is concise Clarity Your idea is clear and unambiguous

THINGS YOU SHOULD (AND SHOULD NOT) DO DO Be as specific as possible about costs, personnel needs, EHS concerns Interact with and incorporate your slide End your pitch with a powerful statement (instead of thats it) DONT Waste time on minutiae End your pitch with thats it Stare at your slide or turn your body to face it End your pitch with thats it

GRADING CRITERIA Focus Persuasiveness Delivery Overall Quality

Example 1Example 2 Which sequence steps were accomplished? What was done well? Given more time, which areas of these speeches should have been expanded or emphasized? How was their delivery? PITCH EXAMPLES

OTHER INFO Office: WEB 1813 (same as Amy) Office hours: Mondays 11:30-12:30 Thursdays 10:30-12:30 Dont forget to sign up for your speech viewing appointment!