April 2021

Lost and Found

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Every time I veer from my purpose as a teacher and coach with a passion for helping others be better communicators, I get lost. 

It seems easy to look back and pinpoint exactly where I’ve gone off course in the past. Reflection is powerful, isn’t it? There were times when I was making a decision based on what I thought was the “right” move but that was not necessarily what was true to my purpose, or vision for my future. Sometimes I even made decisions based on what other people wanted me to do. We’ve all done that, I know. The problem was that I couldn’t clearly articulate my purpose to myself, let alone others, until I did the work to define it clearly. Then I was able to stay on course more easily. 

Nobody’s path or story is straightforward. One of the only things we can guarantee in life is that things will change. However, your path might feel quite haphazard at times. Mine did for years.

When you find your purpose, your path has a guide that keeps you on track even if the track changes.

Finding Your Purpose and a Clearere Path Forward

If you feel a lack of purpose, or if it’s been elusive and you can’t quite define it, I encourage you to start by writing a few things down and pondering them for a bit: 

  1. Your passions
  2. What you value
  3. The value you bring to others
  4. What you really want in life, and in your career

Do you see any common themes? Is there a thread that keeps emerging? 

I know the feeling of being lost so well that I can see it coming from 30 miles away. The good thing is that now, I can get back on track without missing a beat (most of the time — I’m still human).

Do the work to find your purpose and claim it. If you need help, I’m here for you.

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Conver-Speaking

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When I led a brand communication agency, I had to do a lot of pitches. In preparation for each pitch meeting, my team and I would craft a presentation that would tell the prospect a story that we thought would resonate with them. It would include an assessment of their situation, our proposed approach to solving their problem, and samples of previous work and the results they created. Then, I’d rehearse the presentation to death. I was always confident and ready to present it by meeting day.

80 percent of the time, I would not present it as planned — and that was by design. 

My goal when walking into the room was always to get my audience talking first. If I could do so, the meeting would naturally become a conversation — an opportunity to share experiences, pain points, and potential solutions as real people genuinely interested in collaborating. Would I use the slides we had prepared? In most cases, yes. But I would jump around and bring up examples as the conversation warranted. It all depended on how the conversation went. A few times, not a single slide was shown and we still won the work.

20% of the time, the people in the room needed to see the traditional pitch, and I would give it to them. Still, I would try to treat the presentation as a conversation, getting them involved along the way as much as possible, and trying to make it a two-way dialogue instead of a monologue.

Next time you need to present, think about your audience and what they need to hear from you — and also why you both are there. Then consider how to make it more of a conversation than a speech or presentation. It’s not always possible, but when it is, a two-way dialogue will make it easier for you to build a stronger relationship from the start.

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Packaging Design, Pushing Boundaries, Soup, Toys, and Friendship with Amanda Miles

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Convey Podcast Michael Piperno & Amanda Miles

My friend Amanda is one of those people I can call after months have gone by, and it’s like time never passed. We can jump right into the conversation with a 5 second runway and we’re laughing and chatting like we were back in high school.

I asked Amanda to be a guest on Convey because she is a master visual communicator. The work she does as a packaging designer for some of the world’s biggest brands sells products without uttering a word. Now, that’s what I call visual stopping power.

In this episode you’ll hear how Amanda approaches her work — it’s a story about listening well, truly understanding your audiences, pushing boundaries, and standing out through good, thoughtful design. 

Listen here on my website, on Apple Podcasts, Spotify, Anchor.fm or anywhere you subscribe to podcasts.

Learn more about Amanda here: https://www.linkedin.com/in/ammiles/

Check out this episode’s sponsor, Darianna Bridal and Tuxedo: https://www.dariannabridal.com

Learn more about your host, Michael Piperno: https://www.michaelpiperno.com

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Pitch Follow-up Strategies

Falling Down on Follow-up

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I’ve coached a lot of professionals on pitching to clients, investors, and virtually every other type of stakeholder. Much of the time I spend with clients is on helping them tell a clear story — one that will resonate with their audience, and that will make a clear case for the investment opportunity at hand.

The Initial Pitch is Only the Beginning

When my clients pitch, they are fully prepared with a compelling presentation that looks great, and that they deliver with brilliance. 

But the fact is that you rarely get a “yes” from an investor the day that you pitch. You often hear, “Sounds great. Keep us updated…” or “Thanks for the presentation. We’ll be in touch.”

Staying in Touch

This is where a lot of people lose momentum with the pitch process. You must stay in touch. You can’t assume that your pitch presentation will be remembered three weeks from now. You also can’t assume that you persuaded the audience fully from that one meeting. You need to do the work to stay in front of them, and to ensure they understand that they are going to miss out if they don’t get to a “yes” soon.

The Art and Science of Follow-up

There is no one-size-fits-all approach to follow-up. However, you must ensure you’re not coming across as pushy or obnoxious. 

I believe your follow-up strategy needs to be customized to the individual, so you can develop a real relationship that they value. Doing so requires the right balance of frequency and content.

I can help.

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