Practical Crowdfunding for Arizona Entrepreneurs - Fall 2013
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Practical Crowdfunding for Arizona Entrepreneurs - Fall 2013

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Crowdfunding Workshop on Practical Crowdfunding information and techniques for Arizona Entrepreneurs by Propel Arizona's CJ Cornell

Crowdfunding Workshop on Practical Crowdfunding information and techniques for Arizona Entrepreneurs by Propel Arizona's CJ Cornell

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  • Thanks to www.presentationmagazine.com For the template
  • In 2012 - Arizona had the HIGHEST level Entrepreneurial Growth
  • In 2012 - Arizona had the HIGHEST level Entrepreneurial Growth
  • Also: #1 student venture, top-10 places to start a business
  • In 2012 - Arizona had the HIGHEST level Entrepreneurial Growth
  • In 2012 - Arizona had the HIGHEST level Entrepreneurial Growth
  • Thanks to www.presentationmagazine.com For the template
  • ** Phoenix Business Journal, SJ Bus Journal
  • Gogetfunding.com
  • Also: #1 student venture, top-10 places to start a business
  • People – who, the target(s) niches … why … what is important to themPitch – cool, intriguiing, MAKES THEM WANT to BE A PART OF YOUR JOURNEY! AND GET OTHERS TO JOIN!
  • Also: #1 student venture, top-10 places to start a business
  • Also: #1 student venture, top-10 places to start a business

Practical Crowdfunding for Arizona Entrepreneurs - Fall 2013 Practical Crowdfunding for Arizona Entrepreneurs - Fall 2013 Presentation Transcript

  • CROWDFUNDING has arrived! Propel Arizona – CJ Cornell @PropelArizona @cjcornell
  • www.PropelArizona.com Slideshare/PropelArizona @PropelArizona cj@PropelArizona.com
  • Crowdfunding •What is Crowdfunding? Fact vs Fiction. •How does it work? & Why does it work? •How can we use crowdfunding? •Success & benefits: For entrepreneurs & communities Beyond the headlines and hype: How can crowdfunding help our economy?
  • CJ Cornell is ...
  • First, let’s talk about … Entrepreneurship & Arizona
  • 1 # AZ Entrepreneurship
  • 10 top Places to do business …
  • 46th in the U.S.A. venture capital, equity investing
  • We’re Great at Starting up (planting Seeds) ** ** and just AWFUL at outcomes – quality, scale, wealth & economic growth …
  • WE‟RE NOT THE ONLY ONES … ** (fostering entrepreneurial success is hard)
  • concept IPO (market share, revenues etc ) Product (Risk, growth) Entrepreneurial Growth concept->product->market->profit $ $ $ $ Venture Capital Angels (accelerators/incubators)
  • Starting a company is easier than ever … … but growing a company is harder & riskier than ever …
  • The Series-A Crunch
  • Crowdfunding Crowdfunding concept IPO (market share, revenues etc ) Product (Risk, growth) Entrepreneurial Growth concept->product->market->profit $ $ $ $ Venture Capital Angels (accelerators/incubators) Crowdfunding Crowdfunding
  • Source: http://theyec.org/making-sense-of-the-jobs-act-and-crowdfunding-infographic/
  • What is Crowdfunding ?
  • The safety of crowds The passion of crowds The wisdom of the crowds Crowdfunding
  • • Source – http;//crowdfunder.com
  • • Source – http;//crowdfunder.com Currently “kinda-sorta” legal in US – Sept 23rd 2013
  • Jumpstart our Business Startup (JOBS) Act 5 April 2012 (& Aug 2012, & Dec 2012 ….)
  • • Equity Crowdfunding - not (really) in the USA yet. • JOBS act (April 2012) technically enables CF – but has not yet been approved by SEC. • No documented fraud in USA or other areas. • Equity CF is for “high growth companies” seeking significant funding from experienced investors • Will dramatically change in 3-5 years (CJ prediction) www.propelarizona.com WYNTK(what you need to know)
  • September 23rd This is both GREAT news and BAD news 1. “General Solicitation” is allowed 2. But “Accredited Investors” ONLY 3. You must FILE w/SEC Prior 4. Investors must provide documentation SEC Changes some 80-year old rules (“506c”)
  • Rewards based, “contribution” crowdfunding The Kickstarter model – „donations‟
  • “THE KICKSTARTER MODEL” Rewards-based, Donation Crowdfunding:
  • ALL OR NOTHING
  • Perks & Rewards
  • Updates (and Blogging)
  • Updates (and Blogging)
  • Comments & Engagement
  • Kickstarter (2012) 2.2 million people pledged a total of $319,786,629 (up 221% from 2011) Backers pledged $606.76 per minute People in 177 countries backed a project in 2012 (That's 90% of the countriesin the world)
  • Source: http://KickstartersHQ.com
  • WHY … Do people Crowdfund?
  • Lessons from Ethan Mollick‟s “The Dynamics of Crowdfunding: Determinants of Success and Failure”
  • 3 Why’s: 1. They connect to the greater purpose of the campaign 2. They connect to a physical aspect of the campaign like the rewards 3. They connect to the creative display of the campaign’s presentation three main reasons why people unconnected to a project or business would support it: What Is Crowdfunding And How Does It Benefit The Economy - Forbes http://www.forbes.com/sites/tanyaprive/2012/11/27/what-is-crowdfunding-and-how-does-it-benefit-the-economy
  • The Real (Crowdfunding) Why’s • Passion – For the technology – For the industry – For the cause – For the product • Affinity – For the Entrepreneur – For the region, industry etc • Connection • Every reason BUT R.O.I. …
  • emotional ROI. Not financial ROI WYNTK(what you need to know) Crowdfunding is about …
  • (when crowdfunding …) “its not what you do, but why you do it,” WYNTK(what you need to know)
  • http://www.kickstarter.com/projects/1104350651/tiktok-lunatik- multi-touch-watch-kits
  • http://trendwatching.com/trends/infographics/presumers/ “Consumers who want products before they are developed” Pre-orders Early adopters Supporters
  • UH OH … The Kickstart Model..
  • 1. Crowdfunding = New “1st Money” for ventures ($10k - $50k average– but wild exceptions) 2. Equity Crowdfunding is Still Far away 3. Rewards based Model IS Crowdfunding today 4. All or Nothing Crowdfunding – Standard 5. Perks and Rewards: Pre-order Crowdfunding 6. Social Media & Content Intensive www.propelarizona.com WYNTK(what you need to know)
  • What does success look like?
  • • The iPhone-friendly Pebble watch earned $7.6 million more than its $100,000 goal. • And the Galileo iPhone platform closed its Kickstarter campaign at $702,000, far surpassing its $100,000 goal.
  • • Ouya raised $2 million in one day for a new Android gaming console (it’s raised more than $5 million to date), • the Nifty MiniDrive, external memory for Apple MacBooks. The tiny storage company is more than 2,000% above its $11,000 goal with 15 days left in the campaign.
  • What do successful campaigns have in common?
  • http://www.kickstarter.com/projects/hop/ele vation-dock-the-best-dock-for-iphone
  • Projectio http://www.kickstarter.com/projects/1209578799/projecteo-the-tiny-instagram-projector
  • http://www.kickstarter.com/projects/mikebond/ti2-sentinel-titanium-cache?ref=home_popular
  • http://www.kickstarter.com/projects/poots/kingdom-death- monster?ref=home_popular
  • http://www.kickstarter.com/projects/smartthings/smartthings-make-your- world-smarter?ref=category
  • http://www.kickstarter.com/projects/thejumpshot/jumpshot-a-new-weapon-to- battle-pc-frustration?ref=category
  • http://trendwatching.com/trends/infographics/presumers/
  • Successful campaigns took an average 11 days preparing for their launch. http://blog.indiegogo.com/2013/01/12-insights-for-2012.html
  • Campaigns ran an average 49 days in 2012, as opposed to 60 in 2011. Successful campaigns fundraised for 39 days.
  • Crowdfunding Myths & Mistakes • Myth #1: If You Build It, They Will Come • Myth #2: Cash is Free • Making it about you • Unrealistic Expectations • Lack of clarity • No call to action • Expecting to be found: (No Marketing) • Ignoring Small Donations/Donors http://kickstartershq.com/articles/5-project-crushing-kickstarter-mistakes-how-to-avoid-them http://www.crowdsourcing.org/document/3-big-crowdfunding-myths-via-funderhut/23804
  • www.propelarizona.com WYNTK(what you need to know) Successful Crowdfunding Campaigns Focus on The new 4 P’s … the 1. the 2. the 4. the 3.
  • focus on “them” – not your company WHO are they? What motivates them? Interests, Values … the 1. The new 4 P’s of Crowdfunding .. www.propelarizona.com the 2. You are pitching to “them” TELL A STORY !! WHY is more important than $$ VIDEO(s) & VISUAL(s) Tell the story in small „chapters‟ VIDEO(s) & VISUAL(s) And even smaller “sound bites” Give them a Story they can tell to others. the 3. $$ Value is a negative driver ! UNIQUE It‟s about THEM EXCLUSIVE And what is important to “Them” FIRST Make sure it is … BUZZWORTHY the 4.It‟s a daily/hourly effort … SOCIAL MEDIA It‟s a conversation … UPDATES, BLOGS, NEWS Provide Value, and Talking Points RE-POST, TWEETable It‟s about … for their network VALIDATION & EVIDENCE
  • Crafting a Successful Crowdfunding Campaign
  • Some initial rules ….
  • 1. Crowdfunding takes work, new skills. 2. It takes a strategy, and preparation. 3. The rules are different. 4. You can’t just post and run … 5. It’s a public success or failure – that “stays on your resume” www.propelarizona.com WYNTK(what you need to know)
  • Components of a Crowdfunding Campaign
  •  Title & Short Description • (repeatable & compelling)  Long Description (“The Pitch”) • Make it a story … about “them”  Visuals: Video, Photos, Images  Team, Deliverables, Details  Perks & rewards  Funding Goals: Amount and Timeframe  Updates & SOCIAL MEDIA CAMPAIGN • Repeatable Messages • Daily “routine” • Traditional marketing too
  • Crafting the “Pitch”
  • First: Who What Why When … • The 3 Who’s: – Who are the donors? (affinity & passion) – Who is benefits? (the market) – Who are you? • The 3 Why’s – Why would your donors care? – Why does the market care? – Why are you the right team to do it?
  • First: Who What Why When … • What is your project & goal? – Understandable & Simple – Compelling & Intriguing – Repeatable & Memorable • How and When – How will you achieve your goal? Realistic? – When, after funding? When will I get my perks?
  • Other Tips • Tell a story • Make it about them • The History of the idea is intriguing • What is the Impact? – why is this important? • Try a FAQ • Call to action – get them involved!
  • Exercise – Craft the Pitch
  • Crafting your Pitch Title & Short Description •(repeatable & compelling) Long Description (“The Pitch”) •Make it a story … about “them” Visuals: Video, Photos, Images Team, Deliverables, Details Perks & rewards Funding Goals: Amount and Timeframe Updates & SOCIAL MEDIA CAMPAIGN •Repeatable Messages •Daily “routine” •Traditional marketing too Tell a story Make it about them The History of the idea is intriguing What is the Impact? Why is this important? Try a FAQ Call to action – get them involved! The 3 Who’s: Who are the donors? (affinity & passion) Who is benefits? (the market) Who are you? The 3 Why’s Why would your donors care? Why does the market care? Why are you the right team to do it? What is your project & goal? Understandable & Simple Compelling & Intriguing Repeatable & Memorable How and When How will you achieve your goal? Realistic? When, after funding? When will I get my perks?
  • Pitch Notes - 1 • Who (donors, market) • “Why” – the story • Impact (on the market) • Impact (on the donors)
  • Pitch Notes - 2 • Story, and History … • FAQ • Perk Ideas (what’s important to donors) • Calls to Action
  • Visuals
  • The Importance of Visual Media • 64% of successful campaigns in had pitch videos. • Campaigns with videos under 5 minutes were 25% more likely to reach their goal than those with videos that were longer. • Average campaign video length for campaigns was 3 min, 27 seconds. Campaigns that reach their goal are 16 seconds shorter. • On average, successful campaigns uploaded 6 media to their gallery. • http://blog.indiegogo.com/2013/01/12-insights-for-2012.html
  • Perks & Rewards
  • Directed by Patrick Million Executive Producer CJ Cornell a Patrick Million FILM American Grandmaster
  • Rewards Crowdfunding • Incentives & perks • Pre-Orders • Pre-Sumers • Market Validation
  • Rewards don’t have to worth $$
  • • $25 perk is the single most claimed perk, representing nearly 25% of all perks that are selected. • While the $25 dollar perk is only responsible for raising 11% of total funds.
  • • $100 perks raise more money than any other perk price and make up nearly 30% of total funds. A $100 perk combined with the next three perk price points: $50, $500, and $1000 makes up about 70% of total money raised by perks
  • some Rules for Rewards
  • 1. Make perks unique & exclusive Avoid T-shirts, Mugs & Hugs
  • 2. Target them
  • 3. Give them a connection
  • “The Cocktail Party Effect”
  • “The Restaurant Effect”
  • “The Carey School Effect”
  • The less tangible the perk, the more public (visible) & EXCLUSIVE it needs to be.
  • The Campaign
  • How much $$ ? How long?
  • Discussion • How much should we raise? – Have you raised money before? Return? – Do you/did you work at a highly visible position? – *** Your social network? Large? Followers? – Idea - big market? How unique? – How much (marketing) work will you do?
  • HOW to Crowdfund? PUSH - Running the campaign • Social Media • Comments & Updates • Networking • Personal Pitches
  • Your mission: To get them talking about your project
  • Now that you’ve launched … Continue the story
  • Social Engagement – Transparency & Trust – Social Proof & Viral FX – Engagement & “The Fundamentals” – Twitter – Facebook – Blogging
  • most successful projects receive about 25-40% of their revenue from their first, second and third degree of connections. This could include friends, family, work acquaintances, or anyone that the owner is connected to. • http://www.forbes.com/sites/tanyaprive/2012/11/27/what-is-crowdfunding-and-how-does-it-benefit-the-economy/
  • 1. Create: (of course) - A Facebook Account - A Twitter Account (for your campaign)
  • 2. Tweet & Post –Frequently –Uniquely –Personally
  • 3. Post Updates & Blog •About your progress •About the subject •About the industry •About the People
  • 4. Go 1-1 •Reply to comments •Retweet/Repost Your fans and donors are your most powerful advocates!
  • 5. Target, Measure & Adjust •Different Messages for different groups •Google, Hootsuite, others •Learn and Adjust focus
  • Metrics http://www.perlsteinlab.com/blog/anatomy-of-a-crowdfund-week-3-slow-and-steady
  • Metrics http://www.perlsteinlab.com/blog/anatomy-of-a-crowdfund-week-3-slow-and-steady
  • the importance of google analytics to track and improve performance • + perks from fivvr • • http://www.perlsteinlab.com/blog/anatomy-of-a-crowdfund-week-3-slow-and- steady
  • Campaign Checklist Social Media Create a schedule 2-5x / week Use an automated tool Eg Hootsuite Post interesting info – Not just pleas for money Not just updates Vary your targets Call to action 1/3-1/2 time Use analytics and other metrics Traditional Marketing Pitch Events Press Releases Demos Testamonials Use an automated tool What to Communicate: 1. Your Progress 2. Successes, Evidence of success 3. Ammunition for your supporters 4. Industry Info, Factoids 5. People Info Plan, Schedule & Update Your Social Network is a Force Multiplier – but you have to give them help.
  • Success Factors
  • http://online.wsj.com/article/SB100008723963904438558045776010130940 84438.html?mod=googlenews_wsj#articleTabs%3Darticle
  • http://www.indiegogo.com/blog/2012/05/indiegogo-insight-campaigns-that-take-these-six-actions-raise-8-times-more- money-than-campaigns-that-dont.html
  • http://www.indiegogo.com/blog/2012/05/indiegogo-insight-campaigns-that-take-these-six-actions-raise-8-times-more- money-than-campaigns-that-dont.html
  • http://www.indiegogo.com/blog/2012/07/indiegogo-insight-winning-the-middle-game.html
  • successful campaigns raise, on average, 49% percent of their goals during the first and last 10% of the campaign length.
  • The most important secret is …
  • Showing Momentum (the perception of momentum)
  • The most obvious secret is …
  • Credibility = trust, competence & follow-through
  • www.propelarizona.com Crowdfunding Entrepreneurship & Innovation Arizona Economic Growth
  • Practical Crowdfunding Workshop www.propelarizona.com @PropelArizona Slideshare/PropelArizona
  • days Crowdfunding is measured in …
  • Entrepreneurship
  • Crowdfunding Arizona Can it jumpstart entrepreneurship?
  • 1. Kickstarter “Fails” Arizona does poorly …
  • 2. Members =/ Supporters % of supporters is the key ….
  • 3. Entrepreneurship is Different Products, Companies, Entrepreneurs …
  • 4. The role of “Ecosystem” Incubators, accelerators, mentors etc ..
  • 5. The power of Community Shared Goals, Passions, Outcomes …
  • Shared Goals, Passions, Outcomes …
  • Crowdfunding for Entrepreneurship & Economic Growth Shared Goals, Passions, Outcomes …
  • People as Important as Projects … Organizations & Affiliations …
  • Entrepreneurs success as much as funding …
  • $15k - $100k *(Average $50k) ….
  • Crowdfunding for Entrepreneurship & Economic Growth
  • www.PropelArizona.com Slideshare/PropelArizona @PropelArizona cj@PropelArizona.com