Pragmatic Presenting

Table Pitches CLEMENS WAN

MAY 2014

What to Expect

1. Prepared Materials

2. First Impression

3. Sales Pitch

4. Expected Questions

5. Closing

Prepared Materials

Photos, Sketches, Features List, Prototype, Presentations, Hand-outs

Designer

○ Requirements → Features

○ Sketches

○ Design Justification / Research

○ Trade-offs / Limitations ?

○ Advanced: Digital drawings

Engineer

○ Materials Available

○ Technical Specifications

○ Prototypes

○ Advanced: Test Results

Marketing

○ User stories / Use cases

○ Poster Material (Photos)

○ Features List (for consumer)

○ Hand-out material (Summaries)

○ Advanced: Video, How-to

First Impression

Eye Contact, Smile, Handshake, Greeting (Young Professional)

Communication

○ Appearance

○ Eye Contact

○ Body Contact

○ Gestures

○ Posture

○ Facial Expressions

○ Movement

Sales Pitch

User Story, Hook, Content, Demo

Write Your Prod Pitch!

○ Why is it needed?

○ What is it?

○ Who will buy it?

○ Features

○ User story

○ Address Competitors

Investor’s Filter

○ Do I understand the need for it?

○ Do I understand it?

○ What’s unique?

○ Compared to competitors?

○ Is it profitable?

○ Is your team competent?

The PitchWhat’s Your Pitch?

Sales pitch madlibs

○ Tired of … <common problem> / Have you ever wanted to … <generic happiness>

○ Don’t worry because … <product>

○ This will revolutionize <industry>

○ Imagine yourself … <scenario>

○ Think of a time when you … <scenario>

○ With our beautiful design, it will make <action> easier than ever

Most Simple Pitches

“My team, <name of team>, is developing <a defined solution> to help <target audience> solve <a problem> with <secret sauce>”

- Or -

“We’re like the <popular competitor> for <different area> / but with <unique features>”

Art of Pitching

○ Enthusiasm

○ Personal Connection

○ Sell the Benefit (Why invest?)

○ Tell a Story and Ask Questions

○ Address the obvious questions

○ Teach something new

Art of Q&A

Prepare, Be a team, Think on your feet, Deferring questions

○ Inspiration?

○ More time?

○ Do differently?

○ Next steps?

Instead of “I don’t know”

○ “We’ve considered this, but…”

○ “You make a good point. We can follow-up with this

and email you.”

○ “That’s a good question. I would love to get back to you

with that information.”

Closing

Additional information, Thank you, Handshake, Smile

Interactive Practice!

You’re at Emoti-con and someone approaches your table…

The Good

○ Simple explanation (but lacking context and hook)

○ Used lingo: ‘aerodynamic’ (but could have explained more detail)

○ Lesson learned to come up with more designs (but could have included others)

○ Clear and concise answers (but not conversational)

The Great

○ Enthusiastic first impression

○ Started with an engaging question

○ Used materials available showing work done by group

○ Use of stories and setting context

○ Allowed entire team to contribute

○ More in-depth lessons learned

Less This

○ Mumbling

○ Nervous Ticks

○ Up-Speak

○ Slang

○ Smart Phones

○ Filler Words

○ Go Off Topic

More this

○ Teamwork○ Everyone Practice!○ Pay attention

○ Represent your role

○ Tell stories/lessons learned

○ Communicate effectively

○ Prepare Extra Material

Presentation Tips & Tricks Summary

○ Do your homework

○ Expect common questions

○ Know your purpose and audience

○ Practice!

○ Dress to Impress

○ Make a good first impression

○ Face your audience

○ Tell stories

○ Speak Louder!

○ Slow Down / Pause

○ Remove distractions

Have Additional Material

Actual Homework

○ Prepare your materials for poster (more photos and keywords)

○ Prepare your materials for hand-outs (summaries)

○ Brainstorm common questions and answers specific to your product

○ Write your pitch

○ Test your prototype!

○ Practice with your team!

○ Get feedback from friends/family

… ? Clemens.wan@gmail.com

seelemonslive.com