When you are the most productive, you radiate confidence. Investors pick that up. Confidence is contagious. Confidence builds Trust.
“Get It Done! Get Stronger, Get Credit for It – Power Time Management” is hosted by the San Carlos Chamber of Commerce (San Carlos, CA.) – on May 18, 2017. Here are details:
You Will Learn to: * Free Yourself from Feeling Overwhelmed – and Control Your Email Inbox * Clear Your Time for What’s Most Important to You * Do High Priority Tasks; Get the Credit You Deserve – and More Clients! * Add One Hour of High Productivity Time Every Day * Increase Your Confidence as You Lead Your Own Day * Conquer Procrastination and Distractions * Say NO and still Protect Relationships
“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)
On 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 youCLICK 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.”
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”:
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
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
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
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
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
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
“When you rehearse, Recovery Methods, you become Fearless.” – Tom Marcoux
“I shake when I’m pitching to investors,” Sharon, a new client said.
“I hear you. I’ll guide you through a number of exercises,” I replied. “We’ll help you with that. And, I’ll help you with important, foundational processes,” I replied.
“What are those processes?” Sharon asked.
“We’ll begin with two vital steps:
Shift out of Dis-empowering Default-Settings
Rehearse Recovery Methods So You KNOW You’re Ready to Adapt”
Shift out of Dis-empowering Default-Settings
Here is something I see often: When hit with a tough question, novice speaker steps backwards—like they’ve been physically hit. The person looks like he or she is trying to run away. The reflexive stepping backwards is a Default-Setting. It’s time to shift away from Dis-empowering Default-Settings.
When I work personally with a client (or in my workshops), I help people by having them physically practice taking a step or two forward. Why? It’s about showing confidence with your body language. Additionally, taking a step forward provides a good outlet for the nervous energy you may feel.
As a professional speaker (member of the National Speakers Association for over 15 years), I have conditioned myself to create a better connection with an audience member even when a tough question is asked.
Here’s another Default-Setting: Looking like a deer caught in the headlights when a tough question is thrown, like a spear, at the speaker. How do you shift out of this Default-Setting?
With my clients, I help them prepare a number of responses that I call “Catch the Question.” Here is an example: “I’m glad you brought that up. That’s a consideration which connects with something I was going to share in a few moments. So, let’s work with that detail now.”
While you say these memorized-words, your mind is going at 700 words a minute to find ways to respond to the question.
Another way to respond is: “I haven’t looked at it quite that way before. I’ll need to pause for a moment. I want my response to be valuable to you.”
Practicing effective responses, ahead of time, helps you maintain your poise when you’re in front of a crucial audience.
Additionally, I work with clients so they develop 2 answers for each of the 10 Worst Questions They Do Not Want to Answer.
Rehearse Recovery Methods So You KNOW You’re Ready to Adapt
Where does Extreme Confidence come from? Rehearsing Recovery Methods.
Why? Merely rehearsing the text of your pitch will still keep you in suspense: Can you handle it if your mind goes blank? Can you respond with poise if an investor throws you a curve ball?
In training sessions with a speaker, I will say, “Your mind just went blank. Use a Recovery Method.”
After such training, the speaker will have less fear. She or he knows how to recover!
When I talk about “fearless,” I’m talking about how we shift you into empowered body language, vocal tonality and words. You literally fear less – because you’re empowered more.
In my workshop “Pitch with Extreme Confidence: The Pitch Hacking Method,” I share how to recover from the mind going blank. You develop your own phrases. For example, at IBM, I said, “I need to pause for a moment. My brain needs more RAM.”
I call this training process, Elite Adaptive Conditioning. In my workshops and my personal training with those who give a pitch, I help them condition themselves to respond at their best. This is in line with some words I saw some time ago: “The Navy SEALS: the best, the most highly trained, elite special operations force in the U.S. military.”
It’s best to become an elite, highly trained pitch-maker.
Your reward is the funding that you want, and to create the life you really want.
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.”
Let’s see if we might get the chance to work together … as a free opportunity to you.
Warmly,
Tom
Tom Marcoux Executive Coach * Pitch Coach Spoken Word Strategist
CEO (leading teams in United Kingdom, India and USA)
Speaker-author of 41 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”:
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
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
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
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
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
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
“I think I have the text of my pitch fully memorized,” my new client, Alana, said.
PitchPowerFest.com 