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  • 1. vidarandersen.com PITCH COACHING Rheinland-Pitch @STARTPLATZ http://startplatz.de
  • 2. vidarandersen.com BONUS MATERIAL ALL YOU NEED ABOUT FOUNDING A STARTUP (read it all!): http://VENTUREHACKS.COM/ARCHIVES Get “Pitching Hacks” from Venture Hacks: http://venturehacks.com/pitching Awesome Example Pitch Dissected by TechStars’ David Cohen: http://youtu.be/RAKJcWYAvW4 “Pitch Anything” interview with Oren Klaff: http://youtu.be/fXavS_IY42A Bill Clinton, owning room, presence (watch twice, with and without sound): http://youtu.be/7ffbFvKlWqE Apple is AWESOME (on adjectives and superlatives): http://youtu.be/Nx7v815bYUw
  • 3. vidarandersen.com 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. vidarandersen.com 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)
  • 5. vidarandersen.com SOME I’VE WORKED WITH
  • 6. vidarandersen.com I FOUND STUFF TOO PITCHCADEMY AD & A - Andersen Dierick & Associates Gauss The People Magnet OneSec vidarandersen.de
  • 7. vidarandersen.com Startup Weekend CGN http://cologne.startupweekend.org
  • 8. vidarandersen.com http://swnext.co Ping me about the next ‘NEXT Cologne’ if you want to apply
  • 9. vidarandersen.com I’VE BEEN AROUND
  • 10. vidarandersen.com Lean Launchpad Educators June 2013 at Stanford vidarandersen.com
  • 11. vidarandersen.com LET’S CONNECT twitter: @blacktar email: blacktar@gmail.com http://facebook.com/blacktar http://is.gd/blacktarlinkedin
  • 12. vidarandersen.com LET’S GET ROLLING
  • 13. vidarandersen.com 3 TYPES OF PITCHES The High-Concept Pitch The Elevator Pitch The Pitch Deck
  • 14. vidarandersen.com 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. vidarandersen.com 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. vidarandersen.com 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. vidarandersen.com SUMMARY If you were to take-away one thing here today
  • 18. vidarandersen.com 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. vidarandersen.com AUDIENCE CHECK So what problem are you solving & what solution do you offer?
  • 20. vidarandersen.com 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. vidarandersen.com 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. vidarandersen.com 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. vidarandersen.com 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. vidarandersen.com ELEVATOR PITCH Traction Product Team Social Proof
  • 25. vidarandersen.com THE PITCH DECK The magic 13 slides to funding
  • 26. vidarandersen.com 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. vidarandersen.com 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
  • 28. vidarandersen.com PITCHING TRICKS
  • 29. vidarandersen.com REACH LIZARD BRAIN FAST NOVEL CONCRETE VISUAL HIGH CONTRAST
  • 30. vidarandersen.com “PITCH ANYTHING” by Oren Klaff http://is.gd/pitchanything Read
  • 31. vidarandersen.com 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. vidarandersen.com 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. vidarandersen.com 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. vidarandersen.com 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. vidarandersen.com 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. vidarandersen.com QUESTIONS?
  • 37. vidarandersen.com LET’S CONNECT twitter: @blacktar email: blacktar@gmail.com http://facebook.com/blacktar http://is.gd/blacktarlinkedin