Pitching With Passion, Make Your Startup Stand Out
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Darren Menabney @ Samurai Startup Island Tokyo 10.14.2015 Pitching With Passion Pitching Perfectly Session 2
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Transcript of Pitching With Passion, Make Your Startup Stand Out
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...
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CEO? CTO?CMO? CFO?
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Who should give the pitch?
Whoever… 1. Can communicate clearly 2. Knows the business 3. Can handle questions 4. Is a Founder
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Who should give the pitch?
A great deck can be ruined by a
bad presenter
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Remember…
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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
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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”
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2.Passion
10.Coachability
Passion, Enthusiasm, Energy
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YOU add value to the pitch
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YOU are why you don’t just email the deck
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YOU are part of the story you’re selling to your future investors and
partners
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Connect with the audience
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The audience is your ally
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They’re here to engage with you
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Your confidence...
Audience’s confidence in you
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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
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© Javier Montano / TEDxKyotoUniversity
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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!
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1. Body Language
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30 seconds!How much time you have to give a good
impression to the audience
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Posture Head up!
Shoulders straight!
Face the audience!
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Stance
Hands at sides when not speaking…
Keep hands moving in “power zone” Between waist and shoulders
Feet slightly apart
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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…
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No barriers!
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Talk with your hands
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Motion attracts interest
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Movement projects energy
Walk around29
Eye contact...
Where? For how long?
Culture?30
SMILE!
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2. Voice Control
Show energy, passion and enthusiasm
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Direct your voice and energy OUTWARD
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Strong voice, but not shouting
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Vary your Tempo Pitch Tone
To create emphasis
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Create Drama Energy
Tension & Resolution
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Fascinate Them!
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Plain speech is best
previously before
approximately about
various many
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3. Opening Your Pitch
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“Hello!”
What’s the first thing you should say when you begin your pitch?
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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.”
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Avoid
“Sorry”Project confidence
& competence 43
“Thank you for your warm welcome.”
“It's great to be here today.”
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“I'm really excited to be here today.”
“Thanks for taking the time to be here.”
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Company name (and say it)
Company Logo (a nice one!)
A short, memorable sentence describing why you exist
Title Page with Company’s Purpose
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Elevator Pitch
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“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?
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4. Good Idea? Bad Idea?
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Think carefully about
1) Product Demos
2) Videos
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Product Demo?
Pros = It might work Cons = It might not work
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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
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Summary
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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.”
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“Now I'd be happy to take your questions.”
VS “Does anyone have any questions?”
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START your pitch positively
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END your pitch positively
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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
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APPENDIX
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Some Must Reads on Storytelling, Presentations, and Public Speaking
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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
