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vidarandersen.com
PITCH COACHING
Rheinland-Pitch
@STARTPLATZ
http://startplatz.de
vidarandersen.com
BONUS MATERIAL
ALL YOU NEED ABOUT FOUNDING A STARTUP (read it all!):
http://VENTUREHACKS.COM/ARCHIVES
Ge...
vidarandersen.com
TODAY’S PROGRAM
1.Introduction to pitching
2.Rapid-fire Elevator Pitches, all
3.Selection of the best El...
vidarandersen.com
I’M VIDAR ANDERSEN
Norwegian living in Cologne, Germany
16+ years professional experience creating
enter...
vidarandersen.com
SOME I’VE WORKED WITH
vidarandersen.com
I FOUND STUFF TOO
PITCHCADEMY
AD & A - Andersen Dierick & Associates
Gauss
The People Magnet
OneSec
vida...
vidarandersen.com
Startup Weekend CGN
http://cologne.startupweekend.org
vidarandersen.com
http://swnext.co
Ping me about the next ‘NEXT Cologne’ if you want to apply
vidarandersen.com
I’VE BEEN AROUND
vidarandersen.com
Lean Launchpad Educators
June 2013 at Stanford
vidarandersen.com
vidarandersen.com
LET’S CONNECT
twitter: @blacktar
email: blacktar@gmail.com
http://facebook.com/blacktar
http://is.gd/bla...
vidarandersen.com
LET’S GET ROLLING
vidarandersen.com
3 TYPES OF PITCHES
The High-Concept Pitch
The Elevator Pitch
The Pitch Deck
vidarandersen.com
HIGH CONCEPT
PITCH
SUMMARY:
- Distills a startup’s vision into a single sentence
- Perfect tool for fans...
vidarandersen.com
HIGH-CONCEPT
Hollywood has perfected the art of the high
concept pitch: “Its Jaws in space!” (Alien)
For...
vidarandersen.com
HIGH-CONCEPT
Should be brief: One short sentence is perfect
People should already understand the buildin...
vidarandersen.com
SUMMARY
If you were to take-away one thing here today
vidarandersen.com
THE ONE THING
Answer these two main questions:
“What problem are you solving &
what solution do you offe...
vidarandersen.com
AUDIENCE CHECK
So what problem are you solving
& what solution do you offer?
vidarandersen.com
REALITY CHECK
People do not buy your product - They buy
what it solves: the end-state, the outcome
Eithe...
vidarandersen.com
ELEVATOR PITCH
The major components of the elevator pitch are
Traction - Product - Team
& Social Proof.
...
vidarandersen.com
ELEVATOR PITCH
A 30 second talk you can present a captive
audience (e.g. when riding in the elevator wit...
vidarandersen.com
ELEVATOR PITCH
It sells investors on reading your deck
The deck sells investors on taking a meeting
Many...
vidarandersen.com
ELEVATOR PITCH
Traction
Product
Team
Social Proof
vidarandersen.com
THE PITCH DECK
The magic 13 slides to funding
vidarandersen.com
THE PITCH DECK
An introduction and elevator pitch are critical to
getting a meeting.
The pitch deck is w...
vidarandersen.com
THE CLASSIC DECK
Max ca. 13 slides
Cover, Mission, Summary, Team,
Problem, Solution, Technology,
Marketi...
vidarandersen.com
PITCHING TRICKS
vidarandersen.com
REACH LIZARD BRAIN
FAST
NOVEL
CONCRETE
VISUAL
HIGH CONTRAST
vidarandersen.com
“PITCH ANYTHING”
by Oren Klaff
http://is.gd/pitchanything
Read
vidarandersen.com
BODY LANGUAGE
Be the Tree, feet solidly planted on the ground
Hands to the side, never crossed - EVER!
D...
vidarandersen.com
STYLE
Don’t be apologetic - EVER! YOU ARE THE AWESOMEST!
Be positive and enthusiastic - you ROCK!, you N...
vidarandersen.com
TIMING
Practice your pitch until you nail the timing
Finish slightly before the time limit to leave more...
vidarandersen.com
THE Q&A SESSION
Be in charge: Answer with whatever answer you like
Paraphrase the question as a question...
vidarandersen.com
CHEAP TRICKS
Acknowledging the audience, owning the presence
At the end, keep in control and actively gi...
vidarandersen.com
QUESTIONS?
vidarandersen.com
LET’S CONNECT
twitter: @blacktar
email: blacktar@gmail.com
http://facebook.com/blacktar
http://is.gd/bla...
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  1. 1. vidarandersen.com PITCH COACHING Rheinland-Pitch @STARTPLATZ http://startplatz.de
  2. 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. 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. 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. 5. vidarandersen.com SOME I’VE WORKED WITH
  6. 6. vidarandersen.com I FOUND STUFF TOO PITCHCADEMY AD & A - Andersen Dierick & Associates Gauss The People Magnet OneSec vidarandersen.de
  7. 7. vidarandersen.com Startup Weekend CGN http://cologne.startupweekend.org
  8. 8. vidarandersen.com http://swnext.co Ping me about the next ‘NEXT Cologne’ if you want to apply
  9. 9. vidarandersen.com I’VE BEEN AROUND
  10. 10. vidarandersen.com Lean Launchpad Educators June 2013 at Stanford vidarandersen.com
  11. 11. vidarandersen.com LET’S CONNECT twitter: @blacktar email: blacktar@gmail.com http://facebook.com/blacktar http://is.gd/blacktarlinkedin
  12. 12. vidarandersen.com LET’S GET ROLLING
  13. 13. vidarandersen.com 3 TYPES OF PITCHES The High-Concept Pitch The Elevator Pitch The Pitch Deck
  14. 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. 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. 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. 17. vidarandersen.com SUMMARY If you were to take-away one thing here today
  18. 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. 19. vidarandersen.com AUDIENCE CHECK So what problem are you solving & what solution do you offer?
  20. 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. 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. 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. 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. 24. vidarandersen.com ELEVATOR PITCH Traction Product Team Social Proof
  25. 25. vidarandersen.com THE PITCH DECK The magic 13 slides to funding
  26. 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. 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. 28. vidarandersen.com PITCHING TRICKS
  29. 29. vidarandersen.com REACH LIZARD BRAIN FAST NOVEL CONCRETE VISUAL HIGH CONTRAST
  30. 30. vidarandersen.com “PITCH ANYTHING” by Oren Klaff http://is.gd/pitchanything Read
  31. 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. 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. 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. 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. 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. 36. vidarandersen.com QUESTIONS?
  37. 37. vidarandersen.com LET’S CONNECT twitter: @blacktar email: blacktar@gmail.com http://facebook.com/blacktar http://is.gd/blacktarlinkedin
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