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  • 2. BONUS MATERIAL ALL YOU NEED ABOUT FOUNDING A STARTUP (read it all!): http://VENTUREHACKS.COM/ARCHIVES Get “Pitching Hacks” from Venture Hacks: Awesome Example Pitch Dissected by TechStars’ David Cohen: “Pitch Anything” interview with Oren Klaff: Bill Clinton, owning room, presence (watch twice, with and without sound): Apple is AWESOME (on adjectives and superlatives):
  • 3. TODAY’S PROGRAM 1.Introduction to pitching 2.Rapid-fire Elevator Pitches, all 3.Selection of the best Elevator Pitches 4.Individual pitch coaching for the selected best elevator pitches 5.Final qualification pitching round & selection
  • 4. I’M VIDAR ANDERSEN Norwegian living in Cologne, Germany 16+ years professional experience creating enterprise software for F500 and GOs Startup Founder (hits & misses) Corporate Entrepreneurship Consultant to F100 Corps Educator (NEXT Instructor, University Lecturer on Startup Entrepreneurship, Lean Launchpad Instructor, EXIST Coach)
  • 6. I FOUND STUFF TOO PITCHCADEMY AD & A - Andersen Dierick & Associates Gauss The People Magnet OneSec
  • 7. Startup Weekend CGN
  • 8. Ping me about the next ‘NEXT Cologne’ if you want to apply
  • 10. Lean Launchpad Educators June 2013 at Stanford
  • 11. LET’S CONNECT twitter: @blacktar email:
  • 13. 3 TYPES OF PITCHES The High-Concept Pitch The Elevator Pitch The Pitch Deck
  • 14. HIGH CONCEPT PITCH SUMMARY: - Distills a startup’s vision into a single sentence - Perfect tool for fans and investors to spread the word about your company The “We are the X for Y” pitch The 140 characters or less pitch, the “twitter pitch”
  • 15. HIGH-CONCEPT Hollywood has perfected the art of the high concept pitch: “Its Jaws in space!” (Alien) For startups: “Friendster for dogs” (Dogster) “Flickr for video” (YouTube) “We network networks” (Cisco)
  • 16. HIGH-CONCEPT Should be brief: One short sentence is perfect People should already understand the building blocks of the pitch: Use familiar terms It’s NOT your company’s tagline. (YouTube’s tagline is “Broadcast Yourself,” but their pitch is “Flickr for video”)
  • 17. SUMMARY If you were to take-away one thing here today
  • 18. THE ONE THING Answer these two main questions: “What problem are you solving & what solution do you offer?” You must always be able to tell this in one or two short sentences - AT ALL TIMES
  • 19. AUDIENCE CHECK So what problem are you solving & what solution do you offer?
  • 20. REALITY CHECK People do not buy your product - They buy what it solves: the end-state, the outcome Either how it makes them feel or which job they will get done with it Now sell that end-state to them, not features
  • 21. ELEVATOR PITCH The major components of the elevator pitch are Traction - Product - Team & Social Proof. “An introduction captures an investor’s attention, a great elevator pitch gets a meeting.”
  • 22. ELEVATOR PITCH A 30 second talk you can present a captive audience (e.g. when riding in the elevator with an investor or at a cocktail party) OR a short e-mail that a middleman can forward to someone with a recommendation
  • 23. ELEVATOR PITCH It sells investors on reading your deck The deck sells investors on taking a meeting Many investors will ignore your deck and ONLY take a meeting if the introduction and elevator pitch are good Without an introduction, an elevator pitch is critical to a successful cold e-mail or getting that meeting
  • 24. ELEVATOR PITCH Traction Product Team Social Proof
  • 25. THE PITCH DECK The magic 13 slides to funding
  • 26. THE PITCH DECK An introduction and elevator pitch are critical to getting a meeting. The pitch deck is what you send investors and what you present in that meeting. NO! It’s not your Business Plan. Don’t ever think of sending an investor your business plan - EVER!
  • 27. THE CLASSIC DECK Max ca. 13 slides Cover, Mission, Summary, Team, Problem, Solution, Technology, Marketing, Sales, Competition, Milestones, Conclusion, Financing (give + ask) Best template available: HTTP://VENTUREHACKS.COM/ARTICLES/DECK
  • 30. “PITCH ANYTHING” by Oren Klaff Read
  • 31. BODY LANGUAGE Be the Tree, feet solidly planted on the ground Hands to the side, never crossed - EVER! Don’t swerve, stay put Don’t be defensive, be assertive Step forwards, not backwards Look people in the eyes, stay focused, select a few people left, right and center to focus on, distribute eye-time
  • 32. STYLE Don’t be apologetic - EVER! YOU ARE THE AWESOMEST! Be positive and enthusiastic - you ROCK!, you NEVER suck! Be concrete, crystal clear, short and to the point Over-State, never ever understate Careful with self-deprecation, irony, humor - leave it out Use adjectives and superlatives, over and over (Think Apple Keynotes)
  • 33. TIMING Practice your pitch until you nail the timing Finish slightly before the time limit to leave more room for the questions NEVER EVER go over the time limit, PRACTICE! Do NOT rush through it and make sure you dwell on the important points (think dramatic pauses)
  • 34. THE Q&A SESSION Be in charge: Answer with whatever answer you like Paraphrase the question as a question back to the judges to buy time to think and to reflect that you have understood it Lean forward into it, no defensive gestures, keep eye contact, keep your presence KEEP IT SHORT AND TO THE POINT: Answer like a 6 year old will understand, and in ONE SENTENCE at best PRACTICE ALL NASTY QUESTIONS UP FRONT - They will ask!
  • 35. CHEAP TRICKS Acknowledging the audience, owning the presence At the end, keep in control and actively give the word to the jury for questions PRACTICE PRACTICE PRACTICE up to the point where you can really do it in your sleep Don’t practice reading a script, have keywords, have cheat cards in your hand if you need to
  • 36. QUESTIONS?
  • 37. LET’S CONNECT twitter: @blacktar email: