Darren Menabney @ Samurai Startup Island

Tokyo 10.14.2015

Pitching With Passion

Pitching Perfectly Session 2

So you’ve created an amazing,

exciting Pitch Deck...

2

CEO? CTO?CMO? CFO?

3

Who should give the pitch?

Whoever… 1. Can communicate clearly 2. Knows the business 3. Can handle questions 4. Is a Founder

4

Who should give the pitch?

A great deck can be ruined by a

bad presenter

5

Remember…

6

Ability, not ego or job title, should help determine who makes the pitch

#1 and #3 can be learned! 1. Can communicate clearly 2. Knows the business 3. Can handle questions 4. Is a Founder

7

The Good News?

What Does a VC Look For in a Founder?

1.Integrity 2.Passion 3.Experience 4.Knowledge 5.Skill

6.Leadership 7.Commitment 8.Vision 9.Realism 10.Coachability

https://www.ted.com/talks/david_s_rose_on_pitching_to_vcs?language=enDavid Rose, “How to Pitch to a VC”

8

2.Passion

10.Coachability

Passion, Enthusiasm, Energy

9

YOU add value to the pitch

10

YOU are why you don’t just email the deck

11

YOU are part of the story you’re selling to your future investors and

partners

12

Connect with the audience

13

The audience is your ally

14

They’re here to engage with you

15

Your confidence...

Audience’s confidence in you

16

DARREN MENABNEY

-2011, Toronto

BSc Astrophysics, U of T

Government of Canada Revenue, Industry, Foreign Affairs, Defence

2011+, Tokyo

MBA, GLOBIS University

Global HR, Ricoh Co. Ltd.

Part-time Faculty, GLOBIS University

17

© Javier Montano / TEDxKyotoUniversity

18

Judging pitches

Attending a LOT of pitch contests

Writing & delivering pitches

Coaching startups

Teaching entrepreneurs at MBA program

Public speaking

Create a Mood +

Body Language +

Voice Control

Impact & Success!

19

20

1. Body Language

20

30 seconds!How much time you have to give a good

impression to the audience

21

Posture Head up!

Shoulders straight!

Face the audience!

22

Stance

Hands at sides when not speaking…

Keep hands moving in “power zone” Between waist and shoulders

Feet slightly apart

23

Always talk to

your audience24

Never just read every single word on the slide, because the audience can probably read faster than you can talk, and it doesn’t add any additional value,

and it may be written in really small font, like 12 point, so it’s actually pretty hard for people to read it,

blah-blah-blah…

25

No barriers!

26

Talk with your hands

27

Motion attracts interest

28

Movement projects energy

Walk around29

Eye contact...

Where? For how long?

Culture?30

SMILE!

31

32

2. Voice Control

Show energy, passion and enthusiasm

33

Direct your voice and energy OUTWARD

34

Strong voice, but not shouting

35

Vary your Tempo Pitch Tone

To create emphasis

36

Create Drama Energy

Tension & Resolution

37

Fascinate Them!

38

Plain speech is best

previously before

approximately about

various many

39

3. Opening Your Pitch

40

“Hello!”

What’s the first thing you should say when you begin your pitch?

41

Things to never say when you begin your pitch…

“Haha, I’m so nervous…”

“I’m really sleepy / hungover / jetlagged…”

“Sorry, I didn’t have much time to prepare for this pitch.”

“Sorry the writing on my slides is so small, I hope you can read it.”

42

Avoid

“Sorry”Project confidence

& competence 43

“Thank you for your warm welcome.”

“It's great to be here today.”

44

“I'm really excited to be here today.”

“Thanks for taking the time to be here.”

45

Company name (and say it)

Company Logo (a nice one!)

A short, memorable sentence describing why you exist

Title Page with Company’s Purpose

46

Elevator Pitch

47

“We solve [problem] by providing [advantage], to help [target] accomplish [target’s goal]. We make money by charging [customers] to get [benefit].

Follow the 500 Startups Formula

Start off with…

A story

An amazing or surprising fact

A challenge to the audience

A simple greeting48

Humor?

Telling a joke?

49

4. Good Idea? Bad Idea?

50

Think carefully about

1) Product Demos

2) Videos

51

Product Demo?

Pros = It might work Cons = It might not work

52

Showing a Video?Don’t let the video speak for you

Your pitch time is limited

VCs don’t invest in marketing videos53

5. Closing Your Pitch

54

Summary

55

May stay up on screen during Q&A for 5+ minutes, take advantage of that!

Company Logo

3 - 4 key takeaways for audience

Contact details

“Thanks for your time.”

“I really appreciate this opportunity”

“Thanks for your kind attention.”

“That wraps-up/concludes my pitch.”

56

“Now I'd be happy to take your questions.”

VS “Does anyone have any questions?”

57

START your pitch positively

58

END your pitch positively

59

VCs want to invest in people, show them you are a good investment

Next Time…Oct. 29

Preparation, Confidence and Dealing with Tough Questions

Preparing to Pitch How to Build Your Confidence Q&A Time - Answering Difficult Questions

60

APPENDIX

61

Some Must Reads on Storytelling, Presentations, and Public Speaking

62

Presentation Zen Presentation Zen Design by Garr Reynolds

Talk Like TED by Carmine Gallo

resonate by Nancy Duarte

Confessions of a Public Speaker by Scott Berkun