give a talk Not a pitch
Updated: Mar 31, 2020
You are speaking at a tech conference.
“ It's a talk. Please don’t do a pitch.” say the organizers.
Pitching is probably your life if you work in a growing tech company.
So how do you prepare a talk that reflects the knowledge and experience you have without sounding like you are selling.
Here is the ABC’s so your talk is on pitch.
A is for Approach
Explain your approach or technology but make sure you cover the whole field – not just what your company is up to.
Let them feel that you respect other approaches to technologies, development and markets.
B is for Balance.
Get it right.
The old 90:10 rule for content posting is useful here. Talk about yourself only !0% of the time.
If you are giving 3 case studies make only one of them about you.
Bring lots of facts, insights and statistics from independent sources not just your own thoughts.
C is for Competitors
Mention competitors’ names at least in passing. We all know they are there so this is a a real chance to show objectivity.
Talking about the competition is also a good springboard to talk about what differentiates you so in the end you win.
D is for Disclosure
Fair Disclosure is only fair.
Tell them when you are talking about your company, products or interest.
Say the words: e.g "Fair Disclosure: This case study is about one of our clients."
If you flag your own self-interest people can relax knowing you are not just using the platform to sell .
It’s always impressive when you see someone get this balancing act right with authenticity and flair.
When you do, you come across not only as a subject matter expert but more importantly a fair, knowledgable straight shooter.
Just the sort of person anyone would want to do business with.