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Pitchcoachingrheinlandpitchpublic 130724124348-phpapp02

  1. 1. PITCH COACHING Rheinland-Pitch @STARTPLATZ http:/ /startplatz.de vidarandersen.com
  2. 2. B O NU S M A T E R IA L 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 vidarandersen.com
  3. 3. TO DAY ’ S P R O G R AM 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 vidarandersen.com
  4. 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) vidarandersen.com
  5. 5. SOME I’VE WORKED WITH vidarandersen.com
  6. 6. I FOUND STUFF TOO vidarandersen.de Gauss The People Magnet P IT C HCA DE M Y OneSec AD & A - Andersen Dierick & Associates vidarandersen.com
  7. 7. Startup Weekend CGN http://cologne.startupweekend.org vidarandersen.com
  8. 8. http://swnext.co vidarandersen.com Ping me about the next ‘NEXT Cologne’ if you want to apply
  9. 9. I’VE BEEN AROUND vidarandersen.com
  10. 10. Lean Launchpad Educators June 2013 at Stanford vidarandersen.com
  11. 11. LET’S CONNECT twitter: @blacktar email: blacktar@gmail.com http:/ /facebook.com/blacktar http:/ /is.gd/blacktarlinkedin vidarandersen.com
  12. 12. LET’S GET ROLLING vidarandersen.com
  13. 13. 3 T Y P E S O F P IT CHE S The High-Concept Pitch The Elevator Pitch The Pitch Deck vidarandersen.com
  14. 14. HIGH CO NCE P T P IT CH 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” vidarandersen.com
  15. 15. HIGH-CO NCE P T 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) vidarandersen.com
  16. 16. HIGH-CO NCE P T 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”) vidarandersen.com
  17. 17. SUMMARY If you were to take-away one thing here today vidarandersen.com
  18. 18. T HE O NE T HING 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 vidarandersen.com
  19. 19. AUDIENCE CHECK So what problem are you solving & what solution do you offer? vidarandersen.com
  20. 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 vidarandersen.com
  21. 21. E LE VA T O R P IT C H 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.” vidarandersen.com
  22. 22. E LE VA T O R P IT C H 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 vidarandersen.com
  23. 23. E LE VA T O R P IT C H 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 vidarandersen.com
  24. 24. E LE VA T O R P IT C H Traction Product Team Social Proof vidarandersen.com
  25. 25. THE PITCH DECK The magic 13 slides to funding vidarandersen.com
  26. 26. T HE P IT CH DE CK 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! vidarandersen.com
  27. 27. THE CLA S S IC DE CK Max ca. 13 slides Cover, Mission, Summary, Team, Problem, Solution, Technology, Marketing, Sales, Competition, Milestones, Conclusion, Financing (give + ask) vidarandersen.com Best template available: HTTP:/ /VENTUREHACKS.COM/ARTICLES/DECK
  28. 28. PITCHING TRICKS vidarandersen.com
  30. 30. Read “PITCH ANYTHING” by Oren Klaff http:/ /is.gd/pitchanything vidarandersen.com
  31. 31. B O DY LA NG U A G E 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 vidarandersen.com
  32. 32. S TY LE 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) vidarandersen.com
  33. 33. T IM ING 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) vidarandersen.com
  34. 34. T HE Q& A S E S S IO N 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! vidarandersen.com
  35. 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 vidarandersen.com
  36. 36. QUESTIONS? vidarandersen.com
  37. 37. LET’S CONNECT twitter: @blacktar email: blacktar@gmail.com http:/ /facebook.com/blacktar http:/ /is.gd/blacktarlinkedin vidarandersen.com