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Presenting a financial energy saving case to clients

Presenting a financial energy saving case to clients. Energy efficiency – convincing your clients to invest. A workshop by Ewan Pearson of Grant Pearson Brown Consulting Ltd for SECBE GPB: “The BD and communication skills specialists ”. Timetable. 09.00 Registration

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Presenting a financial energy saving case to clients

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  1. Presenting a financial energy saving case to clients Energy efficiency – convincing your clients to invest A workshop by Ewan Pearson of Grant Pearson Brown Consulting Ltd for SECBE GPB: “The BD and communication skills specialists”

  2. Timetable 09.00 Registration 09.30 First session (75 mins) 10.45 Break (15 mins) 11.00 Second session (105 mins) 12.45 Wrap up time – Qs and paperwork 13.00 End of workshop

  3. Workshop style • Theory shared – presentation style • Discussions - interactive • Practicals - in small groups • Learning, thought provoking and fun • Nb. SMART Personal Action Plan

  4. Workshop content, goals and BCA • Content: • Session 1 = Energy Saving • Session 2 = Persuasive Content, Q&A • Goals and BCA (p3) • Help you generate new work through energy saving measures • Help you create a compelling case • Help you answer tough questions • BCA = Buyers’ Criteria Analysis

  5. Session 1

  6. Energy Savings – discussion (p5) • ∆ = CC + X – FC • Key Principles • Discussion based on this group • Electricity • Gas • Water • Consumables • Building and other materials

  7. The Green Deal and the Golden Rule • Green Deal (p7-8) • What is it? • How will it work? • Golden Rule (p9) • What is it? • A: Savings must equal or exceed the costs (i.e. ∆ is positive)

  8. Exercise: Energy Savings – (p11) • Split into groups • Choose a product or service • Explain how the product/service works • Work out and discuss the energy savings • Give constructive, critical feedback

  9. Break time

  10. Session 2: some or all of:

  11. Converting data into presentable form(p12-14) • Fire bell Test • Information Iceberg • Attention Level • Complexity • 2x2 Evidence Matrix • Three Rhetorical Appeals: L.E.P. • Structure - Snapper and Aristotle

  12. GPB’s Fire Bell Test and Info. Iceberg(p12) “Fire Bell Test” ‘Imagine you have 30 secs to tell your audience the single MOST important point that they NEED to hear to make a decision to hire you…’ Remember two things: No more than 3 points All high value/interest to client

  13. Attention Level and Complexity(p12)

  14. GPB Evidence Matrix (p13)

  15. The Rhetorical Triangle (p14) Ethos: An appeal either from the credibility of the speaker or to the audience’s sense of what is morally wrong or right. Duty, responsibility and fairnessspring to mind. Pathos: An appeal to an audience’s emotions and sentiments prompting it to accept propositions or calls to action. Commonly used pathos related arguments are freedom, love and happiness. The Rhetorical Triangle Logos: An appeal to logic or reason. As such it is often concerned with profitability, efficiencyandnecessity

  16. The GPB Snapper (p15) Volume of information thread linking Logical whole presentation SUMMARY ETHOS LOGOS PATHOS WOW factor Strong Start • Scene setting • Case study • Bottom line • Bait Strong Close • Emotion • Call to action • Call for reaction • Linkage • Explain • Justify • Mini-summaries • Case studies • Analogies • FBI • Quotes • Visuals Head Body Tail Sequence 16

  17. Aristotle: Suggested structure to include context and counter-argument (p15) Introduction - Background/Context/Evidence: Proposal/plan summary: Arguments/Evidence: Counter Arguments: Conclusion: Nb. Try to include Logos, Ethos and Pathos

  18. Creating a persuasive argument(p16-18) • USPs • PoPs • PoDs • FBI • Two Routes to persuasion

  19. The 2 routes to Persuasion (p18) (Elaboration Likelihood Model, Petty & Cacioppo et al)

  20. Exercise: Persuasive content (p19) • Split into groups • Choose a product or service • Do a Fire bell Test • Add some evidence • Add differentiators • Tell your storyboards • Give constructive, critical feedback

  21. Visual Aids – good and bad(p20-21)

  22. Handling tough but predictable questions(p26-28)

  23. Questions and Answers Time Statement/Question Pause Active listening by you (Correct, Clarify, Paraphrase) Answer Question (+ reasons), or don’t answer (give reasons) Bridge • Key Question tips: • Pause before answering each question • Avoid over-answering: find a place to stop • Bridge to the positive

  24. Open and closed questions (p28) OPEN What Where When Who Why How (Which) • CLOSED • Do, did • Are, aren’t • Have, haven’t • Can, may, might • Will, won’t • C/W/Should • (Which) 31

  25. The types of answers (p28) Yes/No (closed) or 42* (open) Don’t know (do know) Context, scale up, scale down Answer, block (can’t say), evade or equivocate (communicative conflict) Defend, push back, attack Short/brief, or long/verbose Bridge * From The Hitchhiker’s Guide to the Galaxy, Deep Thought, 7.5m years, then Arthur Dent, Q:9x6. 32

  26. Wrap-up:Further questions and discussionSMART Personal Action PlansForm filling

  27. Appendix

  28. Active Listening is… Giving full attention Reflecting data (back to originator) Reflecting feelings (ditto) Summarising Interpreting Overall it is… “Listening with gusto” 35

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