To present to big scary companies, Terence advises us that we need the elevator pitch – ‘the what is in it for me?’ (A bit like previous session on headlines perhaps…)

Never take a rejection personally…it’s business and it might just not be a good fit.

A call might not get through if you don’t know them well yet-so send an e-mail and remember to check the grammar and spelling..learn who you are pitching to and gear it to this.

So how do you find out who the right people to contact are? Check through Google or LinkedIn. Remember that the approach can be annoying, but more acceptable and they might always be able to refer you to the right place. Remember who you can pitch to and who NOT (e.g. CEO of company) and send the elevator pitch in an e-mail.

Be flexible on dates for meetings if pitching, as they are doing you a favour by being available for you to pitch.

Arrive 5 minutes earlier…BUT not earlier…in case of running late-call ahead and let them know.

2 most important parts when presenting: brain and mouth – you need to know your material off hand

Tongue twisters before presentation for the later smooth talk presentation..

Who to send to a presentation: Send the right person (find out who you will be meeting and decide who to send depending on this)

How many people to send to a meeting: No more than 3.

Chat and flirt before the meeting…friendly interaction (culturally related when appropriate)

(In middle east totally fine to walk in and out during a meeting.)

Video is a good presentation tool, but anyone could have made it…make it engaging and have print outs as take away notes for the person you are presenting to.

Handy to have something in one’s hand..make sure that it will copy well in black and white or ensure colour prints out well.. Can give both print and e-mail version. Make it as easy as possible for the person you are pitching to. The person you are pitching to might not understand the tech speak – so make sure that you can explain what you know to those who don’t. Don’t assume anything.

If they have a question, then it is because they want to know right then – so answer it. NEVER argue a question.

Follow ups: Take an action to follow up with an e-mail or something say 1 week later as a reminder. Free stuff ok to a limit.

The product should be stand out by itself so shouldn’t need a bribe to sell it.

Rehearse and follow up..(in a professional way)

End.