“Where do many people fail with their pitch or speech?” my client, Amanda, asked.
“They fail to put enough strategy and care into the end of the pitch,” I replied.
We’ll use the N.O.W. process to refine the ending of your pitch so you can gain the funding you want.
N – nurture your words
O – open their thinking
W – wrap up with impact
- Nurture your words
As the Spoken Word Strategist, I find it shocking how little effort people put into the final words of their speech. Many people think they can get away with holding a Question-and-Answer session at the end as if that would leave a good impression. Not true. Because people forget the value of what you presented. They just remember an awkward trailing off that sounds like: “Does anyone have another question … uh … no? … uh … okay, thanks.” That is a weak ending.
You want to leave a strong impression for a positive impact.
When I spoke at the National Association of Broadcasters Conference, Las Vegas (for six years in a row), I saw other speakers demonstrate an awful phenomenon: The Q&A session, Sloppy Ending of a speech. I immediately resolved to end my speeches with a Powerful Summary so that the audience would remember the value I brought to them.
You need to prepare thoroughly and use well-selected words.
Tell your audience how the pitch will end with something like: “In a moment I can take a few questions, and then I will summarize. Who has the first question?” (Then you answer some questions.) Continue with: “I can take one more question, and then I will summarize.”
You answer the final question, and then you say: “And now, I will summarize.” Then you deliver those well-prepared, impactful final sentences.
Demonstrate that you are a professional speaker in command of the pitch.
Your audience will be grateful because they’ve endured so many sloppy speeches in the past.
- Open their thinking
At the end of a pitch or speech, people are closing down their minds into “an impression.”
You must be careful that their impression is not “somehow this pitch became a vague Question and Answer session. I don’t even remember what was good about this product.”
It’s easy for an audience to close their thinking into an impression that your pitch/product was mediocre.
People remember beginnings and endings.
By providing a powerful summary you are creating the final impression your pitch leaves.
You can open the audience’s thinking—when you carefully prepare your final two sentences of your summary.
In working with clients and MBA students, I emphasize you do well to have your opening two sentences and your closing two sentences precisely memorized.
For the middle of your pitch, you can have some variance in how you say the details. In this way, your pitch will not sound stilted or over-rehearsed.
With a precise beginning and a precise ending, your audience will be impressed with your effectiveness.
- Wrap up with impact
Here’s an example of ending with some impact:
“I’ve now shared with you the three major benefits of the XY product. They were ______, _____, and _______. You can see how this XY product is poised to serve a major segment of the marketplace and create an excellent stream of profit. Thank you.”
When you “wrap up with impact,” you use your last sentences well.
If you have used some form of slogan, you can repeat it at the end of your summary.
For example, when I have spoken to audiences about time management, I have used a comment from my book Power Time Management: “Keep score and achieve more.”
I can end a speech about time management with: “Overcoming procrastination is NOT about trying to get yourself in a “rah-rah” mood. It’s about putting in systems. And one of the best is: Keep Score and Achieve More. Thank you.”
As the Spoken Word Strategist, I help clients find the words that feel right coming out of their mouths—and these words make a powerful, positive impact for the audience.
In summary, you will make an excellent pitch that can secure funding, when you take great care with the ending of the pitch. Remember:
N – nurture your words
O – open their thinking
W – wrap up with impact
The better you prepare, the more funding you’ll gain.
Spoken Word Strategist – Executive Coach
Speaker-Author, 45 books so far 🙂
PitchPowerFest.com * GetTheBigYes.com
Soar with Confidence: An Executive Coach Reveals Secrets, Lies and Countermeasures So You Excel Like Top CEOs and Leaders – Pitch, Lead, Succeed
Get the Advantages to take your business to a higher level. Learn Leadership Advantages, Pitch Advantages, and Success Advantages. To Soar with Confidence, you learn and use principles for top level communication to board members, team members and the media.
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Darkest Secrets of Making a PITCH for Film and Television: How You Can Get a Studio Executive, Producer, Name Actor or Private Investor to Say “Yes” to Your Project
Learn the vital skills of pitching your ideas and enrolling others into your vision. Get that “Big Yes” to funding your project. “This insightful book shows you how to zing a curveball right past the parts of the Hollywood exec’s brain that want to say no before you even make your pitch. You will learn what works when pitching, and more importantly, why, so you can get to YES much more often. Buy this book now. Consider it Spring Training before the big game.” – Danek Kaus
Darkest Secrets of Persuasion and Seduction Masters: How to Protect Yourself and Turn the Power to Good
This invaluable guide, used by people in 15 countries and now in its second edition, will help you become immune to dark persuasion. Learn to use countermeasures to defend yourself against unethical persuasion and seduction tactics. Break any trance in which a salesperson is trying to get you to buy something not to your benefit. “Learn how to defend yourself against manipulation. Best book you’ll ever read to protect yourself, feel strong and move forward in your life. Highly recommended!” – Dr. JoAnn Dahlkoetter
Secrets of Awesome Dinner Guests: What Walt Disney, Steve Jobs, Oprah Winfrey, Albert Einstein, Martin Luther King, Jr., Helen Keller, and John Lasseter Can Teach You About Success … (The Power of Your Personal Brand)
Imagine dining with Walt Disney, Steve Jobs, Oprah Winfrey, Albert Einstein, Martin Luther King, Jr., Helen Keller, and John Lasseter. These seven people share one thing: They’re great communicators. So this book will help you become a great communicator. “Marcoux especially stresses the importance of personal branding, of coming across as trustworthy and dependable.” – Einar Masson
What the Rich Don’t Say about Getting Rich: Work Smarter, Live Better
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Amazing You: Enjoy the Power to Get It Done, Get Stronger, Get Credit for It … featuring Secrets of Extreme Confidence
Would you like to Amaze yourself? This book helps you Get Stronger so you can Get It Done! You’ll learn how you can Get Credit for It! All three elements are crucial so you rise to a higher level of success and happiness. Think about it. If you get it done, but you’re a physical wreck—you lose. If you get things done, but you don’t Get Credit for It—you cannot get new clients. And, you’ll lose your current clients—if they don’t know, in their gut, how their lives are better because you’ve brought them significant benefits. Here’s a secret: You can unleash the Amazing You! Executive Coach Tom Marcoux helps you develop Extreme Confidence. “Tom Marcoux, once again, has written a book filled with practical insights and veteran business expertise that allows individuals to acquire the tools to balance personal and professional life. Tom’s wisdom possesses depth and the experience of someone who has ‘walked the walk.'” – Dr. Arthur Ciaramicoli
Darkest Secrets of Charisma: Overcome the Lies about Personal Magnetism, Get People to Feel Your Charisma and Influence Others with Your Words
Learn how you can tap into your natural gifts and tendencies to radiate Three Types of Charisma. Discover how to influence people with your words. “Marcoux explodes this myth: Charismatic people always feel comfortable before and during an important event, such as public speaking, networking or some other social event. This book shows how you can feel discomfort but still come across as confident and charismatic.The secrets include ways to radiate all three forms of charisma Marcoux describes as Warm Trust Charisma, Natural Charm Charisma and Magnetic Charisma.” – Danek Kaus
Shape the Future, Lead Like a Pro: 3 Skills Every Great Leader Needs to Succeed
This book will empower you with the 3 Skills every Great Leader needs to succeed: Relate, Optimize and Intuit. Learn to excel as a RoiLeader. The Bottom-line: You need an “unfair advantage” of top communication skills. Use Expansive Thinking to handle Disruption and get out ahead of it. “Shape the Future, Lead Like a Pro empowers you with essential leadership skills. Integrity is the foundation of Authentic Leadership. This book helps you lead and retain people who appreciate true leadership and who will excel for your organization.” – Christopher Salem, Host of Sustainable Success Radio Show