Welcome Pitching Explained: How to get a Winning Pitch* Presented by Roy Terry ThePrimalPitch.com ©...

WelcomeWelcome

Pitching Explained: How to get a Winning Pitch*

Presented by Roy TerryThePrimalPitch.com

© 2014,© 2014, The Primal Pitch The Primal Pitch Roy TerryRoy Terry"Pitching Explained""Pitching Explained"

Tuesday, 18 March 2014

- Hanhai Investment Inc., Startup University - SVSIAN

*Alpha version!

Are you feeling Silly?Are you feeling Silly?


How would you know? Pitch it!

Today in Silicon ValleyToday in Silicon Valley


Your goals in this session

Roy: Getting beyond slide decks.

A Pitching Problem?

• Too crowded? too many bad pitches?

• Or an opportunity?

• Resolved.

Goals and Agenda (1 hour!)Goals and Agenda (1 hour!)


You on track to a much better pitch by…

• Layout the basics of best practice

• Simplify the challenge (Where’s the Bear?)

• Have fun – It’s Showbiz!

• Live practice in the room today

Also: OK to play and be a little silly?

Humor QuizHumor Quiz :*) :*)


1. World’s shortest and biggest Pitch?

2. Why was Steve Jobs moody?

3. Is the pitching game more like…

• A gold rush?

• A TV reality or game show?

• A marriage?

…answers at the end…

What is a Pitch?What is a Pitch?


Hollywood!

Almost!

What is a Pitch?What is a Pitch?


YES!

Pitching ExplainedPitching Explained


A conversation, 10 seconds to 15 minutes, designed to create interest, emotion and eventually action. We need the listener to

TAKE A RISK!

Purposes:

• Find a co-founder

• Money from your mom

• Get accepted into a contest

• Win a contest and find an Angel

• Go to a VC office for a 1 hour meeting

• “Due Diligence”!

• Along the way: test validity of enterprise, test your passion and develop your passion. YOU must be the first total supporter!

Starting PointsStarting Points


Slide Decks: “Structure & Spice”

• “standard” slide lists of 10 to 15 slides (David S. Rose, Steve Austin, Nathan Gold, et al. =>See YouTube and Slideshare

• Problem, Solution, Market, Business (credit: Chris Lipp)

• 10-20-30 Rule – Guy Kawasaki

Starting Points: structureStarting Points: structure


Slide Decks: Structure & Spice

Problem, Solution, Market, Business (credit: Chris Lipp)

10-20-30 Rule – Guy Kawasaki

It’s about YOU! (multiple authorities)

Starting Points: styleStarting Points: style


Styles are like movie genres: romance, drama, documentary, adventure…

“Meet Bob, he loves to … with Suzie, but …”

Hi, at xyz we do xxx and here’s why?

“Today there are over xxx Million..”

Six months ago, I set out for a normal day and then…

When I found my self at the top of Mount Everest I never expected by iphone to…

Watch COMMERCIALS to see how they get attention and introduce a problem.

Watch winning pitches on YouTube.

Starting Points: DeliveryStarting Points: Delivery


• Flat? (the facts)

• Cool? (“Hey what’s up?”)

• Hollywood? (Wow!)

• Ideal

RESULT of Techniques?RESULT of Techniques?

"It takes 5 or 10 minutes to figure out the point"

– Jules Pieri, founder of The Grommet

© 2014,© 2014, The Primal Pitch The Primal Pitch

"The more innovative the product or service, the more you need

enchantment." – Guy Kawasaki, co-founder of Garage Technology Ventures

"… They all Stink! …." – Jessica Livingstone, co-founder of Y Combinator

Roy TerryRoy Terry"Pitching Explained""Pitching Explained"

Bottom line: We all need more thought and practice!

Pitching ImprovedPitching Improved


Practice and feed back clears Errors

• Confusion (don’t put FUD in your own pitch)

• Got Evidence? (if not then your audience will doubt)

• Gaps (did you leave out the competition?)

• FLAT delivery with no stories or actualities?

Mental, cultural, and habit blocks: Replace with

1. It’s Showbiz so just get over it!

2. Appeal to emotion AND logic

3. Use stories and dialogue to connect the parts

4. Be willing to sort of suck == maximum learning!

Where’s the Bear?Where’s the Bear?


BEAR == “The Problem” with passion, detail, evidence

A mental shortcut to check: clarity, evidence, passion, etc.

Demo in the front – Volunteer…

Where’s the Bear?Where’s the Bear?


Where’s the BEAR?Where’s the BEAR?


PRACTICE

Groups of 3 with A, B, Cpractice YOUR problem statement:

Listeners: Where’s the BEAR?

see, hear, feel, sense?

How You Tamed the BEAR!How You Tamed the BEAR!


When Solution is well delivered…

1. We’re surprised and delighted = “Wow”(we’re safe from bear and you are hero!)

2. Any doubts or complications will be addressed

3. We’ll realize how competitors would have a hard time duplicating your solution

4. We’ll hear why now is the best time to strike

What is your solution?

Simplify, make analogies, tell a story of discovery.

BEWARE! This is usually Peak Skepticism

Tame the BEARTame the BEAR


In same groups of 3 with A, B, C

Each spend 1 minute describing your solution (tamed the BEAR!)

Tame BEAR For Tame BEAR For The WorldThe World


This is your market opportunity description, including competition, go-to-market plan. AND Business Model

“HOW DO YOU MAKE MONEY?”

Optional: Full Room PracticeOptional: Full Room Practice


2-3 Volunteers?

QuizQuiz Answers Answers


1. World’s shortest and biggest Pitch?

2. Why was Steve Jobs moody?

3. Is the pitching game more like…

• A gold rush? (just be first!)

• A TV reality or game show? (no inhibitions or manners?)

• A marriage? (serious money)

What do you think?

WrapWrap


• Follow a pitch structure!!!!! No pitch can succeed w/o a clear structure and simple language. Repetition is your friend!

• If you can’t remember it’s too complicated!

• Reality on your side: stories, actualities, rapport

• Practice meeting objections and Q/A

• Watch YouTube and COPY the good

Thanks!Thanks!


Roy Terry at thePrimalPitch.com

• Meetup.com: SVSIAN(SV Startup Incubation Acceleration Network)

• HanHai Investment Inc.• Meetup.com: Find Your CoFounder• Meetup.com: Silicon Valley Entrepreneurs Toastmasters

Thanks!Thanks!


Primal Pitch Cheat Sheet!Primal Pitch Cheat Sheet!


Process

1. Where’s the BEAR?

2. How did you tame that BEAR problem?

3. How will you tame that BEAR for the whole WORLD?

Audience Test

1: Did you see, feel, sense, and respond to the BEAR?

2: Did you feel relieved and say “wow” when you learned the solution?

3: Did you nod and approve of the whole world plan?

Spice it up!

• Tell us the pain and suffering when the bear wins.

• Give a story about how you discovered and realized solution was GREAT

• Quote positive comments of others: users, analysts, etc.

• Give a number of people who love being free from the bear.

Welcome Pitching Explained: How to get a Winning Pitch* Presented by Roy Terry ThePrimalPitch.com ©...

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Transcript of Welcome Pitching Explained: How to get a Winning Pitch* Presented by Roy Terry ThePrimalPitch.com ©...