Objective:
- Learn the features of a sales pitch
- Summarise AIDA and how it is used to attract customers
- Prepare your elevator pitch
- Confidently introduce yourself and your ideas
Overview:
This workshop is designed to help you pull together the fundamental elements of what to tell people in a sales pitch and practice getting it perfect
1 hr 30 mins in total
Activity:
Activity 1: (5-10 mins)
- Describe the Elevator Pitch and its use within networking and sales.
This section of the workshop will be presented to the learners, to help them to understand exactly what a sales pitch is.
A visual example with short questions on will appear and learners will be expected to answer this.
Assessment and E&D: learners will be expected to answer at least 4 of these questions. For the more advanced learners, they may be able to answer all of the questions within this time given. Presenter will check answers and may ask further prompting questions if necessary.
(if Microsoft Teams – answers in the chat box, if in a presentation room – answers on paper)
Activity 2: (10-15 mins)
- Summarise AIDA and how it is used to attract customers.
This section of the workshop will be presented to learners from the PowerPoint. Visual examples will be presented to help learners understand how to engage audiences in the most effective way. There will be time for questions and answers during this section to help deepen learners understanding further into how they can put AIDA into practice.
Assessment and E&D: Presenter will ensure all learners are participating and will ask prompting questions to ensure all learners fully understand the content being shared. More complex questioning may be asked by the more advanced learners. Some learners may be able to share further examples of how AIDA can be used in their own businesses.
(if Microsoft Teams- in chat box and presenter to open this up for discussion as a group, if in a presentation room – answers to be shared as a group verbally)
Activity 3: (10-15 minutes)
- Identify the different components of an elevator pitch | Determining the gatekeepers to your opportunities and learn how to use it effectively for different situations- social media advertisements, direct messaging and sales pitch face to face.
Learners will be asked to answer the following:
What are your business goals?
Who is your target audience?
Where are the best places to connect with these people?
What kinds of content interests them?
- Learners will be presented with some examples of sales pitches and where a sales pitch can be used effectively. Learners will then be presented with examples of word choices depending on the purpose of a sales pitch.
Assessment and E&D: The presenter will ensure all learners are participating in the activity. All learners will be expected to answer all the questions however some prompting of questions may be required for the lower level learners and answers may be simplified. For the more advanced learners, answers may be more detailed and some learners may be able to share and explain their answers fully to the group. An advanced task for the high level learners will be to begin finding people via the Internet/social media (phones or laptop) to enhance their connections. For the word choices presented, some more advanced learners may be confident to challenge the examples given and instigate conversations around these. To help deepen learning, the presenter may ask the lower level learners to provide examples of how they could use the words displayed in a sentence for a sales pitch.
(if Microsoft Teams- in chat box and presenter to open this up for discussion as a group, if in a presentation room – answers to be written down on paper and Q&A as a group shared)
Activity 4: (5-10 mins)
- Guess the tag line company – quick reengaging task to help with concentration spans and refocus all learners.
- Examine how Features and Benefits are used within sales pitches.
Learners will be given two video examples of sales pitches. Learners will observe the video examples and be expected to comment on these in a question and answer task.
Assessment and E&D: The presenter will ask questions appropriately to the level of learner. More complex questioning may take place by the presenter. Some learners may be confident to provide more detailed answers. For the lower level learners they may provide more basic answers.
(if Microsoft Teams- Presentation will be shared on screen and presenter to open this up for discussion as a group, if in a presentation room – Q&A to take place face to face)
Activity 5: (30 mins)
- Compose elevator pitch
Learners will compose an elevator pitch appropriate to the purpose of their pitch (social media advertising, direct email messaging or face to face).
Assessment and E&D: Learners will all be able to craft their pitches on paper. Some learners may be more detailed than others depending on the level of learner. There may be some assistance/guidance from the presenter if required by the lower level learners. Learners will be asked to email their examples of pitches to the presenter during the session for assessment purposes. Learners will be provided with feedback from presenter and changes may be expected to perfect the pitch if required. Some learners may be confident to share their pitches by practicing to the group.
(if Microsoft Teams- presenter will given the learners the expected time to complete the work and ask for pitches to be emailed (emailed provided), if in a presentation room – learners will complete the task in the room on paper provided)
10 mins for summarising the session (recapping) and feedback of workshop to be done.
Skill Development:
- Question and answers to review learning
- Communication of examples to assess critical thinking
- Reflection of sales pitch – feedback from presenter
- Deepening of detailed examples to help with networking and confidence
- Evaluation of performance
Resources:
- PowerPoint for presentation – visual and written information
- Paper and pens for written activities
- Internet – phones or laptops
- Social media platforms
References:
Ahammed, R. (2019) 33 Power Words That Make People Buy Immediately (And Why) [online]. OmniKick Blog. [Viewed 14 April 2021]. Available From: https://www.omnikick.com/33-power-words-make-people-buy-immediately/
Hanlon, A. (2021) The AIDA Model [online]. Smart Insights. [Viewed 14 April 2021]. Available from: https://www.smartinsights.com/traffic-building-strategy/offer-and-message-development/aida-model/
The Daily Egg. (2016) 62 Power Words That Will Help You Sell [online]. The Daily Egg. [Viewed 14 April 2021]. Available From: https://www.crazyegg.com/blog/62-power-words-help-sell/
University of Dayton (2013). 2013 BPC Elevator Pitch Winner [online]. University of Dayton. [Viewed 14 April 2021]. Available from:
University of Dayton (2011). 2011 BPC Elevator Pitch Winner [online]. University of Dayton. [Viewed 14 April 2021]. Available from: