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Help companies say YES Rob Woods, Woods Training Ltd
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The biggest reason for influencing failure
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Good riddance elevator pitch nonsense
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The biggest reason for influencing failure Good riddance elevator pitch nonsense Something Exciting
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The biggest reason for influencing failure Good riddance elevator pitch nonsense Something Exciting Two essential ingredients
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The biggest reason for influencing failure Good riddance elevator pitch nonsense Something Exciting Two essential ingredients
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For best results Be truly open to new thoughts Play (100%) Capture your ideas
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Why do most pitches fail?
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What the company sees is different to what you see
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Why do most pitches fail? You pitch about you, not about them
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Hen Bus Potato Then Hit Potato Seven The Grand Old Duke of York Potato Field Potato Never Scissors
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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……………..
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But where do you find the most important idea in most presentations?
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Understand them – Some techniques
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a) In the meeting, really listen
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b) Call previous partners
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c) Field research: e.g. before Alzheimer’s Society’s pitch
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A)Summary, then ask questions B)Understand them C)Match what you say to their wants
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The myth of the elevator pitch
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If you need to get a conversation going: ‘Well you know how…’
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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
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Match what you say to their wants 1)Confidently state that you can help them ( i.e. get what they want)
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‘If you want to influence, non- verbally convey a feeling: …just north of confidence… (and just south of arrogance)’. Peter Thomson
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Match what you say to their wants 1)Confidently state that you can help them 2) Demonstrate that you can help them.
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What do people usually say and write?
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Prepare, so you can demonstrate Evoke their need before you give your solution
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Demonstrate you can help them Use stories, examples, demonstrations
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How do stories help the influencer?
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Two essential persuasion ingredients: 1)What stories sum up the problem?
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Two essential persuasion tools: 1)What stories sum up the problem? 2) How will you convey your solution works?
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Share a story about a company gaining a benefit
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Prostate Cancer Charity
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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?
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Cut to the crash
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Secrets of Successful Fundraising Full day results workshop 12th September Central London
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What are the four most common enemies of corporate fundraising success?
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Problems Confidence evaporates
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Problems Work too late
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Problems Not confident Work too late, too often Feel stuck in a rut personally
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Problems Work too late, too often Feel stuck in a rut personally Not confident in key situations Influencing techniques not working
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Secrets of Successful Fundraising The key to confidence
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Secrets of Successful Fundraising The key to confidence The simplest way to transform results
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Secrets of Successful Fundraising The key to confidence The simplest way to transform results The secret to happy career development
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Secrets of Successful Fundraising The key to confidence The simplest way to transform results The secret to happy career development The magic formula
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Secrets of Successful Fundraising Normal price – £197 s
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Secrets of Successful Fundraising Normal price – £197 50% early bird discount - £97 s
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Bonus 1 How to be a Millionaire Magnet 44 Tips to help you get more meetings with major donors using your phone
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Bonus 2 – Free Coaching slot prize draw 70 minute coaching slot – normal price £197
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Secrets of Successful Fundraising How to be a Millionaire Magnet Chance to win a coaching slot 50% discount for first 10 people
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The biggest reason for influencing failure Good riddance elevator pitch nonsense Two essential ingredients
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What are you going to do now to get the results you deserve?
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Stay in touch www.woodsconsultancy.co.uk @woods_rob
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Good luck!
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