How to Make a Great Connection During Your Pitch or Speech

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Tom Marcoux’s new book Relax, You Don’t Have to Sell: How You Can Make Sales Without Being Pushy

“Tell me something profound,” my wife asked me.

She had just returned from driving home in a car–for 3 hours!–with an acquaintance who spoke only of shallow things.

“I love you,” I said.

She rolled her eyes.

Not the response I was looking for.

I later asked her, “What was that about?”

She said, “I think I was expecting you to quote something from Shakespeare. I don’t know.”

You might be asking, “What does this have to do with giving a pitch or a speech?”

A lot.

In the moment when I said, “I love you,” I said the most profound thing I know. Let me give you the context. Around 17 years ago, I risked my life for my wife. As I mentioned, I love her on a profound level.

Now, let’s look at giving a pitch or speech.

Here’s another profound question that rises up: “What would I do if I were not afraid?”

My thoughtful response is: “I would connect.”

Connection is the essence of successfully giving a pitch or speech.

I’m drawing an analogy here: when I risked my life for my wife, I was vulnerable.

To make a real connection in giving a pitch, sometimes, we can use an appropriate touch of vulnerability. Some authors write about “the power of vulnerability.”

 

What Makes Appropriate Vulnerability?

Be careful to avoid going overboard in using self-deprecating humor.

Also, avoid placing a self-deprecating joke in the beginning of your pitch. Why? Any bit of humor could lose half the audience. So, avoid humor at the head of your pitch.

Still, a bit of appropriate vulnerability can create a real connection. For example, in one of my workshops, I include the dream I had as an 8-year-old boy: to walk on the ocean floor. I got this idea from watching the feature film 20,000 Leagues Under the Sea.

Thirty years later, I discovered I had a real dream-killing problem: Inside an MRI exam machine, for the first time, I felt slammed by claustrophobia!

My fear rose up that the diving helmet would trigger my claustrophobia.

I then used strategy to deal with my claustrophobia. I rehearsed walking on the ocean floor by wearing a hoodie (sweatshirt), pretending that the hood was the diving helmet. I practiced looking forward and ignoring the hood (like I would ignore the helmet).

This worked! Yes! I had a great time walking on the ocean floor at the Grand Cayman Island.

At this point in my workshop, I connect my dream and my using strategy to fulfill that dream with the workshop attendees’ entrepreneurial dreams.

 

Trying to Look “Perfect” Can Be the Enemy of Connection

Years ago, as a novice speaker, I found that my right leg would shake. In my mind, my focus was “How am I doing?! How am I doing?!” (In effect, I was trying to be a perfect speaker. Trying to be perfect set me up for unnecessary nervousness.)

I learned that it’s powerful to make the shift to “How are YOU doing?”

When you focus on the audience, you can respond to them.

Excellent pitching is about being present (alive and aware) with your audience.

On September 23, 2017, Sofia University has invited me to give my workshop Authentic Marketing [both on-campus and Online]. During that workshop, I’ll have the chance to work with audience members to hone their pitches, video marketing and more.

When you attend my Sept 23, 2017 workshop in Palo Alto, California (or ONLINE) — I can work with you directly. Limited seating (Limited tickets to attend ONLINE)! Get your ticket when you CLICK HERE.

My friend, to perfect your pitch, it really helps to have a coach and a test audience. At my workshop, you’ll have me as your coach plus two colleagues (in a Team of Three) who will serve as your mini-audience. You’ll get a lot done!

Warmly,

Tom

Tom Marcoux
Spoken Word Strategist
Authentic Marketing Coach – Executive Coach

CEO
Speaker-author of over 40 books

GetTheBigYES.com


51gjiy0bzvlSoar 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.
“Marcoux demonstrates how to “Prepare a Compelling Story that Moves Emotions.” He mentions techniques that he teaches clients for developing compelling Ted Talks.” – Dantalion Jones

 

51kgz7eafllDarkest 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

coverfromamazonDarkest 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

517xnji7zyl

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

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

51yx0dowsnl

What the Rich Don’t Say about Getting Rich: Work Smarter, Live Better

You want wealth, abundance and enjoyment–yes? Wouldn’t it be great to learn the real strategies that the Rich use to create Sustainable Wealth? This book takes you behind-the-scenes to what really works. You’ll see a lot of myth-busting, and you’ll learn the strategies that get real results. “Tom Marcoux gives you an inside look on the psychology of what it takes to be successfully wealthy in life. It’s more than just taking advantage of opportunity, but also about taking care of yourself. This book discusses a number of strategies that we often overlook when it comes to leading a successful life that leads to wealth generation.” – Barry Adamson II

5-28-17)FINAL2_amazingyouVers6webAmazing 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

Relax_sellVersion4FINAL

 Relax, You Don’t Have to Sell: How You Can Make Sales Without Being Pushy … with Authentic Marketing

Are you needing more clients, but you’re failing to complete your marketing each week? Does standard selling turn you off, and you want to do something better? Here’s the good news: “Relax, You Don’t Have to Sell” introduces you to both The Process of Enrolling and Authentic Marketing. Rather than selling, you will learn the process of Enrolling. Develop Extreme Confidence in your communications and outreach activities. Use the essence of Enrolling which is “Don’t sell—Help.” Employ Supportive Listening so people resonate with what you offer. Develop actionable strategies and plans and Gain Clients Today! You Will Learn to: Develop Your Effective Marketing Message * Use powerful Video Marketing * Use Enrolling Methods for Your Website * Use Enrolling Methods for Blog/Enewsletter …. Relax, You Don’t Have to Sell helps you get beyond traditional sales into the process of Enrolling. I love the fact that Enrolling really connects with the person’s challenge. You’re able to help the person and empower them at the same time. It doesn’t seem like selling; it’s an experience of serving.” – Christopher Salem, host of Sustainable Success Radio Show

Use “Extreme Confidence” to Quiet Down Fear … Pitch and Gain Funding

PitchConfidenceWorkshopAD“I think I have the text of my pitch fully memorized,” my new client, Alana, said.

“And?” I asked, seeing something in her facial expression.

“I’m still nervous!” she said.

“It’s understandable,” I began. Then, in an extended conversation, I introduced her to my term “Extreme Confidence.”

Extreme Confidence includes two things:

  • You KNOW that you know how to adapt to anything comes up during your pitch
  • You effectively control the “space” between you and the audience members.

When I refer to the “space” between you and audience members, I’m talking about whether you’re connected or separate from the individuals in your audience.

When you develop the skills of Extreme Confidence, you quiet down fear and nervousness.


Develop The Skill to Get More Time to Think

An investor asks a really tough question while you’re pitching to a group. You can say, “I need to pause for a moment. I want my response to be valuable to you.” You just gave yourself some time to think. Even while you say the above sample comment, your brain is thinking at 700 words a minute. You might even come with the answer just as you finish with “…valuable to you.”

Give Yourself “Room to Experiment”

Recently, I was asked about how to include a case study when one is talking to a prospective client.

I replied, “I’ll brainstorm here. You might try this: ‘I helped Joe upgrade his website, and he went from 10 new e-list subscribers per month to 1,237 new e-list subscribers per month. The rate of new clients he gained went from 1 per month to 4 per month—with a long-term value of each client as $6,000. So that was a net gain of …”

When I said, “I’ll brainstorm here,” I gave myself the room to experiment. After I said the above details, I might have come up with a better idea. Then, I could have continued with: “As I was sharing the details I just gave you, I had an another idea. This might even be better …”

 

The Golden Key: Rehearsing With Experimenting

There is a Paradox of a Good Pitch: Use a script for Selected Phrases and have space for improvising.

You need both.

How do you come up with the Effective Selected Phrases? You do rehearsing with experimenting.

I’ll give you an example. Recently, I went to a conference that included a number of life coaches, healers and others. I experimented with ways to start a conversation. Some ways worked better than others. Then I started saying, “How do you help people?” My tone was warm, and my approach was friendly curiosity. That worked well.

I also experimented with ways to respond to the question: “What do you do?”

After a number versions, and while I watched the faces of my conversation partners, I landed on this:

“I help people fulfill big dreams. Primarily, I help business owners and executives speak so powerfully that they get a lot of YES’s.”

As I said the above, I gestured with my hands as if a bunch of YES’s, like gifts, came toward my heart.

In terms of developing your pitch, practice in front of a number of “test audiences.”

*  *  *

In summary, realize that rehearsing with experimenting is an important of developing your best pitch to gain funding. Consider working with a coach so you pick the best details and Effective Selected Phrases.

Vital News: Attend Tom Marcoux’s workshop “Pitch with Extreme Confidence: The Pitch Hacking Method” on April 20, 2017.  You will learn to:

· Experience Real Confidence
· Seize the Investors’ Attention
· Answer Tough Questions with Poise
· Let Go of Fear and Nervousness
· Use Confident Body Language
· Handle Tough Moments (even if your mind goes blank)

Click here to register – early bird fee of $10.00 https://www.meetup.com/Igniter/events/237843482/

 

 

The Secret to Drop Nervousness and Pitch Powerfully

pitchwithconfidenceonesheet2On stage, I shook so badly that my right leg fluttered like a hummingbird’s wings. I was stuck. Where? I was stuck in “How am I doing?! How am I doing?!”

When I coach a client to give a great pitch to gain funding, I help the person shift out of such a dis-empowered state. I’ve been a professional speaker over 16 years, and I know what it takes to shift to the power to perform well.

“We’ll have you shift out of ‘how am I doing?’ into ‘how are YOU doing?’” I say to my client.

This means that you prepare so well that you’re connected to the investors.
So, leave self-consciousness behind.

Think of it: What does the investor want? To avoid making a mistake. What’s the big mistake?—picking someone you can’t trust to do what it takes to succeed.
Making a business work requires the flexibility to pivot fast and the power to stay strong and to persist.

Investors test us when we’re giving a pitch before them.
Can you take a tough question and keep your poise?
Have you rehearsed more than just the text?

While I work with a client, I say, “Your mind just went blank! Use a Recovery Method.”

Recently, I saw Auli’i Cravalho perform “How Far I’ll Go” (song from Disney’s MOANA, animated feature film)—during the Oscars. Several performers behind her, swung huge flags. I thought, “Careful, don’t hit—” THUD—one performer hit Auli’i in the head with a flag.
Did Auli’i miss a beat?
No. She kept singing, beautifully. She’s a well-trained, thoroughly prepared professional. What a performer!

That’s what I want for you. Be that exceptional pitch-deliverer. It’s not just practicing the text of your speech. You need to make a real connection.
Auli’i maintained her connection with her audience and with her song.

What does your investor want? Remember, the idea is to connect with “How are YOU doing?”
The investor wants to know:

  • It’s safe to trust you.
  • You are flexible.
  • You care about your product, the people you’ll serve, and the investors who will take the journey with you.
  • You are confident in yourself.

My phrase is: “Confidence is Contagious; Compassion Is the Path.”

The idea is that when you shift from the self-consciousness of “How am I doing?” to “How are YOU doing?” — you’re going to a place of compassion. This ties in with my description of the Sequence: “Confidence is contagious. Investors pick it up. You build trust. Trust gets funding.”

Make that connection. Learn how to recover if your mind goes blank. (See this previous blog post for more tips when you CLICK HERE.)

Shift your thinking from “How am I doing?” to “how are YOU doing?”
Have that conversation with your audience of investors.
Look people in the eye.
Remember, it looks a like a group, but you’re really there with the opportunity to connect with individuals.

Someone asks you a tough question, and you’ll reply: “I’m glad you brought that up. Your name is? George? George, it looks like that’s important to you. Related to that, I want to emphasize …”

As you can see, we’re talking about connecting. When you pay attention to individual investors, you shift out of self-consciousness. You create a conversation.
They can feel your trustworthiness.
Often, as I work with clients, I help them express a personal brand of T.H.O.R.: trustworthy, helpful, organized and respectful.

The Powerful Move is to establish yourself as a peer.
Investors do not fund the work of supplicants.
You and your project are “the prize.”
Learn to connect and get your funding.

Warmly,
Tom

Tom Marcoux, CEO, Pitch Coach – Executive Coach – Spoken Word Strategist

P.S. April 20, 2017, I’m presenting the workshop “Pitch with Extreme Confidence: The Pitch Hacking Method” via Stanford Entrepreneurs and Silicon Valley Founders. (early bird discount when you click here: https://www.meetup.com/Igniter/events/237843482/

This material is on my mind because I have now opened a special opportunity. When you CLICK HERE, you can go to my questionnaire-webpage and apply for a free consultation with me (limited number available) titled: “Increase Your Pitch Power for Funding – Strategy Session.”

Here are Your BENEFITS of such a free consultation.

  • Gain Clarity and Peace of Mind about Pitching so You Gain the Funding you really want
  • Discover the essential building blocks for having the Pitch that FUNDS your business or project
  • Determine the #1 thing stopping you from having the Successful PITCH you want
  • Identify the most powerful actions that will move you toward giving your Pitch with Total Confidence
  • Complete the consultation with the excitement of knowing EXACTLY what to do next to create the Pitch for Funding that Gets You Great Results

I invite you to apply.

Let’s see if we might get the chance to work together … as a free opportunity to you.

 

Tom Marcoux
Executive Coach * Pitch Coach
Spoken Word Strategist


CEO (leading teams in United Kingdom, India and USA)

Speaker-author of 42 books (with free chapters on Amazon.com )
Author of Soar With Confidence: An Executive Coach Reveals Secrets, Lies and Countermeasures So You Excel Like Top CEOs and Leaders – Pitch, Lead, Succeed (See more when you CLICK HERE )
1.8 min. video (on YouTube): Tom Marcoux pulls back the curtain about how his directing a feature film that went to Cannes Film market helps with “Building Your Brand”:

51gjiy0bzvlSoar 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.
“Marcoux demonstrates how to “Prepare a Compelling Story that Moves Emotions.” He mentions techniques that he teaches clients for developing compelling Ted Talks.” – Dantalion Jones

51kgz7eafllDarkest 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

coverfromamazonDarkest 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

517xnji7zyl

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

"Darkest Secrets of Charisma" - improve your confidence - book written by Tom MarcouxDarkest 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

51yx0dowsnl

What the Rich Don’t Say about Getting Rich: Work Smarter, Live Better

You want wealth, abundance and enjoyment–yes? Wouldn’t it be great to learn the real strategies that the Rich use to create Sustainable Wealth? This book takes you behind-the-scenes to what really works. You’ll see a lot of myth-busting, and you’ll learn the strategies that get real results. “Tom Marcoux gives you an inside look on the psychology of what it takes to be successfully wealthy in life. It’s more than just taking advantage of opportunity, but also about taking care of yourself. This book discusses a number of strategies that we often overlook when it comes to leading a successful life that leads to wealth generation.” – Barry Adamson II

Pay Attention to Hidden Dynamics: Use the Power of “Meeting As a Peer”

Learn ways to boost your confidence in Tom Marcoux 's book "The Power of Confidence"
Learn ways to boost your confidence in Tom Marcoux ‘s book “The Power of Confidence”

“Shouldn’t I be respectful to the investors as I pitch to them?” my client Amanda asked.

“Yes! Being trustworthy and respectful is valuable. But now is when I need to put this in few words. You fell off the edge and became too deferential,” I replied.

When I speak of “too deferential,” I’m talking about crossing the line in which it seems that one is being meek and submissive.

The truth is: We invest in leaders — not servants.

To effectively pitch, you’ll do better to meet investors as a peer. You need to rehearse so well that you prepare your own subconscious mind to operate on a higher, more confident level.

(As a Pitch Coach, I’m glad to be coaching people to higher levels of connecting with investors and key advisors.)

One of my mentors said, “You have more power than you think. If they’re talking with you, they want something.”

Author Oren Klaf tells himself “I am the prize” before he meets high-level investors or clients. His point is that he is bringing something of great value to the listeners of his pitch.

This is a vital point. Without the innovators/pitch-makers, so much would be missing in this world. You ARE bringing something truly valuable to the table. And in this way, you are a peer of the people in the room.

Lie: People will trust you if you’re too deferential (submissive) to them.

Countermeasure: Prepare and rehearse so you meet the person as a peer. Stand forthrightly in the value you bring to the table.

Secret: “My courage always rises at every attempt to intimidate me.” – Jane Austen (in her book Pride and Prejudice)

“Don’t let what you don’t know scare you, because it can become your greatest asset. And if you do things without knowing how they have always been done, you’re guaranteed to do them differently.” – Sara Blakely, creator of Spanx

When one is too deferential, one shows that one has “lower status.” Top investors feel their Alpha Status and they trust others who also have Alpha Status.

The head of an angel investors group told me, “If you go in asking for advice, you’ll get funding. If you go in asking for funding, you’ll get advice.” I understand her point. Still, it’s vital to approach investors as if you’re a colleague asking for a consult. You do not want to come across as a servant begging for help. Why? As I mentioned, we invest in leaders! We do not invest in people who are unsure of their own worth. The reason is: It takes a confident person to persist, ask the right questions and to pull everyone through the adversity to complete any project.

Principle: Meet them as a peer.

Countermeasures: Rehearse in effective ways so you can answer tough questions. Focus on the value you bring to the table. Remind yourself that the world needs you to get this project to come to fruition.

Power Questions: Are you feeling confident in the value that your project will manifest? What can you do to build up your confidence in your project and your confidence in yourself to bring great value?

Warmly,
Tom

Tom Marcoux
CEO (leading teams in United Kingdom, India and USA)

Speaker-author of 40 books (with free chapters on Amazon.com )
Executive Coach
Spoken Word Strategist
 
Author of Time Management Secrets the Rich Won’t Tell You (See more when you CLICK HERE )
1.8 min. video (on YouTube): Tom Marcoux pulls back the curtain about how his directing a feature film that went to Cannes Film market helps with “Building Your Brand”:
 
Author of Connect: High Trust Communication for Your Success in Business and Life (See more when you CLICK HERE )