FounderFuel - Deliver a killer pitch - FINAL
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  • 1. DELIVER A KILLER PITCH Ian Jeffrey | General Manager, FounderFuel September 2013 Whip your startup into shape
  • 2. The Pitch Is NOT A Presentation It’s a performance. Whip your startup into shape
  • 3. Objective For Today variety of small tips when put together make a HUGE difference! ( some of these you know already ) Whip your startup into shape
  • 4. Whip your startup into shape https://vimeo.com/70404101
  • 5. Pitch. Listen. Learn. Repeat. ‣ Every time you meet someone, pitch! ‣ A/B test your elevator pitch. ‣ Look for the "Ah, ha!" moment. ‣ Record whatever you just said and insert into your pitch next time. ‣ You have (only) 90 seconds. ‣ You're the expert, but don’t be defensive. The more you do it, the better the story gets. Whip your startup into shape
  • 6. Write A Script. Don't Freestyle. ‣ Speak in short, sharp and concise sentences.  ‣ Say your brand name as often as possible rather than “we”. ‣ Get to the point. Fast! ‣ Don’t ask the audience questions. ‣ Every word costs you $1,000 ‣ Use Excel. Yes that’s right! Whip your startup into shape
  • 7. Whip your startup into shape
  • 8. Write A Script. Don't Freestyle. ‣ Speak in short, sharp and concise sentences.  ‣ Say your brand name as often as possible rather than “we”. ‣ Get to the point. Fast! ‣ Don’t ask the audience questions. ‣ Every word costs you $1,000. ‣ Use Excel. That’s right Excel! The script guarantees you cover the key points. Whip your startup into shape
  • 9. Preach. Don't sell. ‣ Slow down to make a point. ‣ Repeat to emphasize important points. ‣ Speak faster to show progress and ‣ Be assertive! momentum. ‣ Insert pauses to be dramatic. Confidence instils trust... Whip your startup into shape ‣ Don’t say things like “We think we can be number 1.” ‣ Practice. Practice. Practice. Arrogance evokes doubt!
  • 10. Show. Don't Tell. ‣ Pictures. Graphs. Visuals. Video. ‣ Hire a graphic designer ‣ Let the screen do the talking. Whip your startup into shape
  • 11. Progress so far - We started by launching in 3 cities across North America - Montreal, Toronto & Québec - We added 40 additional cities in the last 12 months - Transit App New York City, Mexico City, Paris, Chicago, Philadelphia, Los Angeles, San Francisco, Boston, Vancouver, Washington, Ottawa, Atlanta, Seattle, Miami & Baltimore - Next is Europe and Asia very soon http://www.flickr.com/photos/aganderson/6221646727/ @thetransitapp
  • 12. Montréal Toronto Québec
  • 13. Montréal Toronto Québec New York City Mexico City Paris Chicago Philadelphia Los Angeles San Francisco Boston Vancouver Washington Ottawa Atlanta Seattle Miami Baltimore and 25 more
  • 14. Show. Don't Tell. ‣ Pictures. Graphs. Visuals. Video. ‣ Hire a graphic designer ‣ Let the screen do the talking. Whip your startup into shape ‣ Fewer words is always better.
  • 15. ★★★★★ 1,000+ 5-star reviews
  • 16. Show. Don't Tell. ‣ Pictures. Graphs. Visuals. Video. ‣ Fewer words is always better. ‣ Hire a graphic designer ‣ Demo the product with video. ‣ Let the screen do the talking. Whip your startup into shape
  • 17. Show. Don't Tell. ‣ Pictures. Graphs. Visuals. Video. ‣ Fewer words is always better. ‣ Hire a graphic designer. ‣ Demo the product with video. ‣ Let the screen do the talking. ‣ Use devices when showing screenshots. Whip your startup into shape
  • 18. Show. Don't Tell. ‣ Pictures. Graphs. Visuals. Video. ‣ Fewer words is always better. ‣ Hire a graphic designer. ‣ Demo the product with video. ‣ Let the screen do the talking. ‣ Use devices when showing screenshots. The screen supports what you say. ( not the other way around ) Whip your startup into shape
  • 19. Use Animations Wisely. ‣ Good animations illustrate what you say. ‣ Bad animations make you look like an amateur. Animations tell the story for you. Whip your startup into shape
  • 20. Print. Edit. Rework. Repeat. The storyboard helps you illustrate your story. Whip your startup into shape
  • 21. Know Your Audience. ‣ They aren't clueless. Understand what they know and don't know. ‣ Research their past investments (partnerships or competitiveness). ‣ Prepare an investor data sheet in excel. ‣ all contact information ‣ typical investment ‣ last contact with them ‣ your rating ‣ Anticipate questions. Use backup slides. Whip your startup into shape
  • 22. Whip your startup into shape
  • 23. Know Your Audience. ‣ They aren't clueless. Understand what they know and don't know. ‣ Research their past investments (partnerships or competitiveness). ‣ Prepare an investor data sheet in excel ‣ all contact information ‣ typical investment ‣ last contact with them ‣ your rating ‣ Anticipate questions. Use backup slides. You can never be over prepared. Whip your startup into shape
  • 24. Get In The Zone. ‣ Nothing in your pockets! ‣ Never look at the screen behind you. ‣ Stand straight on two feet. ‣ Don’t say “sorry.” Just move on. ‣ Keep your hands out of your pocket. ‣ Smile. Be excited and share ‣ Hold the clicker steady in one hand. your enthusiasm. ‣ Stand on the left side of the screen. Body language often says more than words. Whip your startup into shape
  • 25. In Summary Pitch. Listen. Learn. Repeat. Use Animations Wisely. Write A Script. Don't Freestyle. Print. Edit. Rework. Repeat. Preach. Don't sell. Know Your Audience. Show. Don't Tell. Get In The Zone. Whip your startup into shape
  • 26. And Remember... The Pitch is a performance. Whip your startup into shape
  • 27. Ian Jeffrey founderfuel.com ian@founderfuel.com @founderfuel @ianmtl facebook.com/founderfuel ca.linkedin.com/in/ianjeffrey angel.co/founderfuel