Basic pitching models at Venture Out Moldova, Fall 2013
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What's the goal of pitching? Investors don't sign checks at pitches. What to do? What *not* to do? Some basic pitching "templates" or models.
Transcript of Basic pitching models at Venture Out Moldova, Fall 2013
Elevator Pitch
Pitching - Theory Goal is to make audience
interested enough to continue conversation
Keep it simple (details can come later)
Use analogies: eBay of ____
Pitching - Theory Make it sticky with SUCCES
Simple
Unexpected
Concrete
Credible
Emotional
Stories
Note: Don’t need all elements; source: Made to Stick (Chip and Dan Heath).
Explain yourself in the first minute
DO: Communicate benefit within the first 15 seconds. DO NOT: Spend time communicating what the offering is. INSTEAD: Communicate what problem the offering solves.
7 Things to Remember About Elevator Pitches 1. If it is difficult to explain, you
do not have a business. 2. What problem do you solve? 3. Turn adversity (i.e., the
problem) into opportunity (i.e., how to make $).
4. Explain benefits. 5. Give example. 6. Leave with a call to action. 7. Show passion!
Everyday errors
A failure to put yourself in the position of the listener…
A focus on attributes…
A failure to translate attributes into value to the buyer…
Sample Pitch
We use digital signal processing in our hearing aids…
This allows us to process sounds more accurately than our competition…
We do this by using advanced techniques that leverage new findings in acoustic sciences…
Attribute focus error
Two general intro formats
1. What, So what, Example
2. Problem, Solution, Advantage
What, so what, example
We use digital signal processing in our hearing aids.
Our product increases the clarity of sounds for hearing aids.
For instance, if you’re at a cocktail party with many conversations going on around you, you’ll be able to hear what people are saying to you.
What
So what
Example
Problem, Solution, Advantage
Individuals with hearing loss have great difficulty understanding people around them in noisy environments.
Our hearing aid increases the clarity of sounds by using digital signal processing.
Individuals using our hearing aids can follow conversations much more easily than individuals using our competitor’s products.
Problem
Solution
Advantage
