Pitching a business to Investors!For AITI Bangalore 2013

-Subramanyam KasibhatFounder @ g2g.co

What is a Pitch?

Dictionary meaning from web site!(http://dictionary.cambridge.org/dictionary/business-english/pitch_1)

• the words or speech someone, especially a salesperson, uses to persuade someone to buy, do, or use something

• Who is the buyer & seller?• What is he supposed to buy?• Why should he buy what is offered?• What else are his alternatives to buy?• If he has alternatives how to make sure he

buys what you are offering?

In our case?

• Investor is the buyer & Entrepreneur is the seller• Entrepreneur is trying to sell his business and

not a product• Investor has far too many options to pick and

choose. • Customer is always the King.. So is the investor.• On top of all this, the investor has child like

mind set.. He has zero attention span on anything! You have to deal with it ;)

In Summary

• Identify your buyer and understand his needs.– FFF? Incubators? Angle investors? VC?

• FFF are odd case.. Ignore them• Rest all are investing to make money by

putting money. • You need to prove to them that there is lots

of money to be made in this deal! Simple

What is the best way to sell then?

Show things relevant to business and not product sale (No feature list, tech stack etc)!• Who will pay you for what you are building?• How much will they pay and why?• How many of them are there in the world!• What are they using today to solve the same

need?• How do you plan to reach them and sell them ?• Do you have what it takes to make it big?

How to show money?

• When you go to a hotel and order food, you are buying a product.

• When you meet the hotel owner and negotiate a deal to buy his hotel, then you are buying his business and not the food her serves.

• In a Funding Pitch, focus on your business and not the product. Investor is buying your business.

Understand the differenceProduct Sale V/S Business Sale

• Time investor has is very limited. – First show him what he gets excited– Worry about details for later meetings

• Tell your key points in less than 1 min– Don’t rush. Keep your points minimal ;)

• Order of the points (My details or Customers or Problem or Mission)– Push them out in the order of excitement they can

create in the investor. No hard and fast rules.

Key Aspects to remember

• Started in 2010 we have 100 paying customers with revenues in the range of $1M

Note: The start has no intro, no problem statement, no vision statement! It starts with achievements in this case, as the achievements are sexy to grab the attention.

• We are three co-founder’s and all have successfully build and sold business in the past. Made money for all involved!

Note: In this the start is the co-founders success history and demonstrated achievements of making money for all!

Example pitch START POINTS!

Remember! You need to make a sale.

The kid buying your stuff has zero attention.

Give him something that excites him and grabs his 100% attention for the next 4-5 mins.

Thanks!

Need help to elimination wrong hires? Call us @Subramanyam KFounder, Get2Galaxy.com / g2g.co +91 98441 58812subbu@g2g.co