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„Secret knowledge
about pitching“
Bianca Praetorius,
Startup Pitch Trainer
@bancia
Freitag, 23. August 13
„Secret knowledge
about pitching“
Bianca Praetorius,
Startup Pitch Trainer
@bancia
Freitag, 23. August 13
What‘s a pitch?
Freitag, 23. August 13
Do you remember
your first pitch?
Freitag, 23. August 13
Freitag, 23. August 13
Freitag, 23. August 13
Freitag, 23. August 13
Freitag, 23. August 13
Guess what.
Freitag, 23. August 13
Life is full of pitches.
Freitag, 23. August 13
All.The.Time.
Freitag, 23. August 13
So.
But what do I (Bianca) have to
do with that?
Freitag, 23. August 13
I am rooted in performing arts
Freitag, 23. August 13
Actors work 6 weeks
on a 5-minutes-
Monologue.
Freitag, 23. August 13
Fulltime.
Freitag, 23. August 13
A monologue
is a pitch.
Freitag, 23. August 13
It‘s the same:
Freitag, 23. August 13
One person.
Freitag, 23. August 13
On a stage.
Freitag, 23. August 13
Tries to bring the Inside of HIS Head....
Freitag, 23. August 13
...Into the Head of his AUDIENCE.
Freitag, 23. August 13
In 5 Minutes.
Freitag, 23. August 13
(...For this you will need Love & Power.)
Freitag, 23. August 13
Nowhere is pitching more important
-than in Startups.
Freitag, 23. August 13
But why?
But why?
Freitag, 23. August 13
(...I‘ll tell you)
Freitag, 23. August 13
Worst case in a theatre pitch:
Freitag, 23. August 13
-Shitty performance.
-disappointing Evening.
....what a pity.
Freitag, 23. August 13
Worst case in Startup pitch:
Freitag, 23. August 13
-No Investment.
-No next big thing.
-No money to pay your Developer
-your Designer
-and your lovely Pitch Coach.
....compl...
(...Let me tell you another secret)
Freitag, 23. August 13
...about
your
STARTUP.
Freitag, 23. August 13
Nobody cares about your Idea.....about
your
IDEA.
nobody
cares....
Freitag, 23. August 13
In fact-
Nobody cares aboutYOU.
Freitag, 23. August 13
Unless:
You MAKE us care.
Freitag, 23. August 13
Amaze me.
Freitag, 23. August 13
Entertain me.
Freitag, 23. August 13
Make me cry.
Freitag, 23. August 13
Make me Laugh.
Freitag, 23. August 13
(...but it gets even worse)
Freitag, 23. August 13
Every pitch is different.
Freitag, 23. August 13
The	 Pitch	 on	 STAGE	 
is NOT
...your Email-Slide-Set.
Freitag, 23. August 13
The	 Pitch	 on	 STAGE	 
is NOT.
...your website.
Freitag, 23. August 13
The	 Pitch	 on	 STAGE	 
is NOT
...your press release.
Freitag, 23. August 13
It is your Pitch on a Stage.
(....it is alive.)
Freitag, 23. August 13
It is your Pitch on a Stage.
(....there are real people, who get bored if you suck.)
Freitag, 23. August 13
....so what is it
that you
DON‘T want
to happen?
Freitag, 23. August 13
Freitag, 23. August 13
Freitag, 23. August 13
Freitag, 23. August 13
..so HOW
can I avoid that?
Freitag, 23. August 13
Look through your AUDIENCES Eyes.....
Freitag, 23. August 13
You think about your Startup 24/7.
Freitag, 23. August 13
Your audience doesn‘t.
Freitag, 23. August 13
(...make it easy.)
Help them to jump on your TRAIN OF THOUGHT.
Freitag, 23. August 13
How about a sweet ONE-Sentece pitch?
Freitag, 23. August 13
Freitag, 23. August 13
Freitag, 23. August 13
Freitag, 23. August 13
Freitag, 23. August 13
cute baby
terrible noises
my Mummy
realise I want milk
by being really adorable
Freitag, 23. August 13
Lets talk about Charts,
Baby.
Freitag, 23. August 13
No boring text charts. don‘t do it. Seriously.They are really boring.
Nobody wants to read them. No boring text charts. No...
Use pretty pictures.
Freitag, 23. August 13
(....people love to remember pretty things.)
Freitag, 23. August 13
Freitag, 23. August 13
Freitag, 23. August 13
Freitag, 23. August 13
(...You get the Idea.)
Freitag, 23. August 13
Freitag, 23. August 13
THIS IS NOT A
CHART.
Freitag, 23. August 13
IT‘S A DISASTER.
Freitag, 23. August 13
Please.
Freitag, 23. August 13
One Thought per Slide.
Freitag, 23. August 13
Slides are Free.
Freitag, 23. August 13
(....and so are the best things in Life.)
Freitag, 23. August 13
So please.
Freitag, 23. August 13
One Thought per Slide.
Freitag, 23. August 13
(...there is another secret)
Freitag, 23. August 13
(...and that one might hurt you a little bit.)
Freitag, 23. August 13
Nobody tells you the truth.
Freitag, 23. August 13
What
YOU
think
Your
pitch
looks
like.
Freitag, 23. August 13
What
OTHERS
SAY
Your
pitch
looks
like.
Freitag, 23. August 13
What
your
Pitch
ACTUALLY
looks
like.
Freitag, 23. August 13
...I am sorry.
(...but somebody had to tell you.)
Freitag, 23. August 13
(...what can you do to make it a good Pitch still?)
Freitag, 23. August 13
Tell a story!
Freitag, 23. August 13
Be personal.
Freitag, 23. August 13
Let‘s talk about Body language.
Freitag, 23. August 13
(....I ve got some more secrets for you.)
Freitag, 23. August 13
People are human.
Freitag, 23. August 13
Human beings can smell your FEAR.
Freitag, 23. August 13
Freitag, 23. August 13
If you are afraid of doing your pitch...
.....your audience will notice.
Freitag, 23. August 13
(...Subconsciously or consciously.)
But they will.
Freitag, 23. August 13
Everybody is nervous on stage.
Freitag, 23. August 13
(....I am peeing my pants right now.)
Freitag, 23. August 13
If you don‘t enjoy speaking on stage....
Freitag, 23. August 13
....practise till you enjoy it.
Freitag, 23. August 13
Please.
Do not try to hide in the Spotlight.
(.....It does not make any sense.)
Freitag, 23. August 13
....guess what:
We can still see you.
Freitag, 23. August 13
(You are still there,
when you close your eyes.)
Freitag, 23. August 13
....So then what about
Tone of Voice and Body languge?
Freitag, 23. August 13
(Right!)
...It‘s not only WHAT you say-
Freitag, 23. August 13
it is also:
....HOW you say it.
Freitag, 23. August 13
You First Looked here
Then here
Freitag, 23. August 13
There are 2 different levels:
Freitag, 23. August 13
A)
The „content level“
Freitag, 23. August 13
B)
„Audio-visual level“.
Freitag, 23. August 13
What you say on the „Content-level“...
has to match with the way you are presenting it.
Freitag, 23. August 13
(....HOW you present it, is the „audio-visual-level“)
Freitag, 23. August 13
If you tell me about the problem you are solving:
....Let me feel it.
Freitag, 23. August 13
Freitag, 23. August 13
If you tell me about the Solution:
....Let me feel it.
Freitag, 23. August 13
We‘re solving it all the worlds problems.
(Woohoo!)
Freitag, 23. August 13
But please stay authentic.
(.....I know, thats a real tricky one.)
Freitag, 23. August 13
But you can do it.
Freitag, 23. August 13
;)
....Of course you can.
Freitag, 23. August 13
Freitag, 23. August 13
But HOW....?
Freitag, 23. August 13
(...I‘ll tell you)
Freitag, 23. August 13
Let‘s talk about
VOICE.
Freitag, 23. August 13
Speak UP.
Speak SLOW.
Speak CLEARLY.
Freitag, 23. August 13
(....and let me tell you one more secret)
Freitag, 23. August 13
Thinking clear....
Freitag, 23. August 13
Thinking clearly....
...will make you Speaking clearly.
Freitag, 23. August 13
Keep your voice relaxed
and rather deep.
Freitag, 23. August 13
Watch your melody.
Don‘t end your senteces on a high pitch.
(....because it implies a question)
Freitag, 23. August 13
Orchestrate your pitch.
Freitag, 23. August 13
Dont only
use one tone of
voice.
Freitag, 23. August 13
Make it a Symphony of
diversity.
Freitag, 23. August 13
Guess what:
Freitag, 23. August 13
WheneverYou are communicating....
.....you are actually communicating.
Freitag, 23. August 13
...Take the „public speaking skills“ of
this Guy.
Freitag, 23. August 13
....Now, imagine his exact words.......
Freitag, 23. August 13
....„being told“ by
this Guy.
Freitag, 23. August 13
Freitag, 23. August 13
(....That is exactly what I mean by
„Audio-visual-level“.)
Freitag, 23. August 13
They don‘t quite have the same
sort of credibility.
Freitag, 23. August 13
Now you know all the secrets.
(....Lucky you.)
Freitag, 23. August 13
Think clear. Speak up.
Keep connected. And Enjoy.
Freitag, 23. August 13
Thank you for your Attention.
conact/ feedback/ love
declaration
@bancia
bianca.praetorius@gmail.com
(special thanks @bomb...
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Secret knowledge about Startup pitching//for hub:raum @ Breakfast Club Berlin

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Transcript of "Secret knowledge about Startup pitching//for hub:raum @ Breakfast Club Berlin"

  1. 1. „Secret knowledge about pitching“ Bianca Praetorius, Startup Pitch Trainer @bancia Freitag, 23. August 13
  2. 2. „Secret knowledge about pitching“ Bianca Praetorius, Startup Pitch Trainer @bancia Freitag, 23. August 13
  3. 3. What‘s a pitch? Freitag, 23. August 13
  4. 4. Do you remember your first pitch? Freitag, 23. August 13
  5. 5. Freitag, 23. August 13
  6. 6. Freitag, 23. August 13
  7. 7. Freitag, 23. August 13
  8. 8. Freitag, 23. August 13
  9. 9. Guess what. Freitag, 23. August 13
  10. 10. Life is full of pitches. Freitag, 23. August 13
  11. 11. All.The.Time. Freitag, 23. August 13
  12. 12. So. But what do I (Bianca) have to do with that? Freitag, 23. August 13
  13. 13. I am rooted in performing arts Freitag, 23. August 13
  14. 14. Actors work 6 weeks on a 5-minutes- Monologue. Freitag, 23. August 13
  15. 15. Fulltime. Freitag, 23. August 13
  16. 16. A monologue is a pitch. Freitag, 23. August 13
  17. 17. It‘s the same: Freitag, 23. August 13
  18. 18. One person. Freitag, 23. August 13
  19. 19. On a stage. Freitag, 23. August 13
  20. 20. Tries to bring the Inside of HIS Head.... Freitag, 23. August 13
  21. 21. ...Into the Head of his AUDIENCE. Freitag, 23. August 13
  22. 22. In 5 Minutes. Freitag, 23. August 13
  23. 23. (...For this you will need Love & Power.) Freitag, 23. August 13
  24. 24. Nowhere is pitching more important -than in Startups. Freitag, 23. August 13
  25. 25. But why? But why? Freitag, 23. August 13
  26. 26. (...I‘ll tell you) Freitag, 23. August 13
  27. 27. Worst case in a theatre pitch: Freitag, 23. August 13
  28. 28. -Shitty performance. -disappointing Evening. ....what a pity. Freitag, 23. August 13
  29. 29. Worst case in Startup pitch: Freitag, 23. August 13
  30. 30. -No Investment. -No next big thing. -No money to pay your Developer -your Designer -and your lovely Pitch Coach. ....complete misery. Freitag, 23. August 13
  31. 31. (...Let me tell you another secret) Freitag, 23. August 13
  32. 32. ...about your STARTUP. Freitag, 23. August 13
  33. 33. Nobody cares about your Idea.....about your IDEA. nobody cares.... Freitag, 23. August 13
  34. 34. In fact- Nobody cares aboutYOU. Freitag, 23. August 13
  35. 35. Unless: You MAKE us care. Freitag, 23. August 13
  36. 36. Amaze me. Freitag, 23. August 13
  37. 37. Entertain me. Freitag, 23. August 13
  38. 38. Make me cry. Freitag, 23. August 13
  39. 39. Make me Laugh. Freitag, 23. August 13
  40. 40. (...but it gets even worse) Freitag, 23. August 13
  41. 41. Every pitch is different. Freitag, 23. August 13
  42. 42. The Pitch on STAGE is NOT ...your Email-Slide-Set. Freitag, 23. August 13
  43. 43. The Pitch on STAGE is NOT. ...your website. Freitag, 23. August 13
  44. 44. The Pitch on STAGE is NOT ...your press release. Freitag, 23. August 13
  45. 45. It is your Pitch on a Stage. (....it is alive.) Freitag, 23. August 13
  46. 46. It is your Pitch on a Stage. (....there are real people, who get bored if you suck.) Freitag, 23. August 13
  47. 47. ....so what is it that you DON‘T want to happen? Freitag, 23. August 13
  48. 48. Freitag, 23. August 13
  49. 49. Freitag, 23. August 13
  50. 50. Freitag, 23. August 13
  51. 51. ..so HOW can I avoid that? Freitag, 23. August 13
  52. 52. Look through your AUDIENCES Eyes..... Freitag, 23. August 13
  53. 53. You think about your Startup 24/7. Freitag, 23. August 13
  54. 54. Your audience doesn‘t. Freitag, 23. August 13
  55. 55. (...make it easy.) Help them to jump on your TRAIN OF THOUGHT. Freitag, 23. August 13
  56. 56. How about a sweet ONE-Sentece pitch? Freitag, 23. August 13
  57. 57. Freitag, 23. August 13
  58. 58. Freitag, 23. August 13
  59. 59. Freitag, 23. August 13
  60. 60. Freitag, 23. August 13
  61. 61. cute baby terrible noises my Mummy realise I want milk by being really adorable Freitag, 23. August 13
  62. 62. Lets talk about Charts, Baby. Freitag, 23. August 13
  63. 63. No boring text charts. don‘t do it. Seriously.They are really boring. Nobody wants to read them. No boring text charts. No boring text charts. don‘t do it. Seriously. Nobody wants to read them. No boring text charts. No boring text charts. don‘t do it. Seriously.They are really boring. Nobody wants to read them. No boring text charts. No boring text charts. don‘t do it. Seriously. Please. Don‘t put too much fucking text on charts. Nobody wants to read them. No boring text charts. No boring text charts. don‘t do it. Seriously. they are really boring. Nobody wants to read them. No boring text charts. No boring text charts. don‘t do it. Seriously. Nobody wants to read them. No boring text charts. No boring text charts. don‘t do it. Seriously. Nobody wants to read them. No boring text charts. No boring text charts. don‘t do it. Seriously. Nobody wants to read them. No boring text charts. Freitag, 23. August 13
  64. 64. Use pretty pictures. Freitag, 23. August 13
  65. 65. (....people love to remember pretty things.) Freitag, 23. August 13
  66. 66. Freitag, 23. August 13
  67. 67. Freitag, 23. August 13
  68. 68. Freitag, 23. August 13
  69. 69. (...You get the Idea.) Freitag, 23. August 13
  70. 70. Freitag, 23. August 13
  71. 71. THIS IS NOT A CHART. Freitag, 23. August 13
  72. 72. IT‘S A DISASTER. Freitag, 23. August 13
  73. 73. Please. Freitag, 23. August 13
  74. 74. One Thought per Slide. Freitag, 23. August 13
  75. 75. Slides are Free. Freitag, 23. August 13
  76. 76. (....and so are the best things in Life.) Freitag, 23. August 13
  77. 77. So please. Freitag, 23. August 13
  78. 78. One Thought per Slide. Freitag, 23. August 13
  79. 79. (...there is another secret) Freitag, 23. August 13
  80. 80. (...and that one might hurt you a little bit.) Freitag, 23. August 13
  81. 81. Nobody tells you the truth. Freitag, 23. August 13
  82. 82. What YOU think Your pitch looks like. Freitag, 23. August 13
  83. 83. What OTHERS SAY Your pitch looks like. Freitag, 23. August 13
  84. 84. What your Pitch ACTUALLY looks like. Freitag, 23. August 13
  85. 85. ...I am sorry. (...but somebody had to tell you.) Freitag, 23. August 13
  86. 86. (...what can you do to make it a good Pitch still?) Freitag, 23. August 13
  87. 87. Tell a story! Freitag, 23. August 13
  88. 88. Be personal. Freitag, 23. August 13
  89. 89. Let‘s talk about Body language. Freitag, 23. August 13
  90. 90. (....I ve got some more secrets for you.) Freitag, 23. August 13
  91. 91. People are human. Freitag, 23. August 13
  92. 92. Human beings can smell your FEAR. Freitag, 23. August 13
  93. 93. Freitag, 23. August 13
  94. 94. If you are afraid of doing your pitch... .....your audience will notice. Freitag, 23. August 13
  95. 95. (...Subconsciously or consciously.) But they will. Freitag, 23. August 13
  96. 96. Everybody is nervous on stage. Freitag, 23. August 13
  97. 97. (....I am peeing my pants right now.) Freitag, 23. August 13
  98. 98. If you don‘t enjoy speaking on stage.... Freitag, 23. August 13
  99. 99. ....practise till you enjoy it. Freitag, 23. August 13
  100. 100. Please. Do not try to hide in the Spotlight. (.....It does not make any sense.) Freitag, 23. August 13
  101. 101. ....guess what: We can still see you. Freitag, 23. August 13
  102. 102. (You are still there, when you close your eyes.) Freitag, 23. August 13
  103. 103. ....So then what about Tone of Voice and Body languge? Freitag, 23. August 13
  104. 104. (Right!) ...It‘s not only WHAT you say- Freitag, 23. August 13
  105. 105. it is also: ....HOW you say it. Freitag, 23. August 13
  106. 106. You First Looked here Then here Freitag, 23. August 13
  107. 107. There are 2 different levels: Freitag, 23. August 13
  108. 108. A) The „content level“ Freitag, 23. August 13
  109. 109. B) „Audio-visual level“. Freitag, 23. August 13
  110. 110. What you say on the „Content-level“... has to match with the way you are presenting it. Freitag, 23. August 13
  111. 111. (....HOW you present it, is the „audio-visual-level“) Freitag, 23. August 13
  112. 112. If you tell me about the problem you are solving: ....Let me feel it. Freitag, 23. August 13
  113. 113. Freitag, 23. August 13
  114. 114. If you tell me about the Solution: ....Let me feel it. Freitag, 23. August 13
  115. 115. We‘re solving it all the worlds problems. (Woohoo!) Freitag, 23. August 13
  116. 116. But please stay authentic. (.....I know, thats a real tricky one.) Freitag, 23. August 13
  117. 117. But you can do it. Freitag, 23. August 13
  118. 118. ;) ....Of course you can. Freitag, 23. August 13
  119. 119. Freitag, 23. August 13
  120. 120. But HOW....? Freitag, 23. August 13
  121. 121. (...I‘ll tell you) Freitag, 23. August 13
  122. 122. Let‘s talk about VOICE. Freitag, 23. August 13
  123. 123. Speak UP. Speak SLOW. Speak CLEARLY. Freitag, 23. August 13
  124. 124. (....and let me tell you one more secret) Freitag, 23. August 13
  125. 125. Thinking clear.... Freitag, 23. August 13
  126. 126. Thinking clearly.... ...will make you Speaking clearly. Freitag, 23. August 13
  127. 127. Keep your voice relaxed and rather deep. Freitag, 23. August 13
  128. 128. Watch your melody. Don‘t end your senteces on a high pitch. (....because it implies a question) Freitag, 23. August 13
  129. 129. Orchestrate your pitch. Freitag, 23. August 13
  130. 130. Dont only use one tone of voice. Freitag, 23. August 13
  131. 131. Make it a Symphony of diversity. Freitag, 23. August 13
  132. 132. Guess what: Freitag, 23. August 13
  133. 133. WheneverYou are communicating.... .....you are actually communicating. Freitag, 23. August 13
  134. 134. ...Take the „public speaking skills“ of this Guy. Freitag, 23. August 13
  135. 135. ....Now, imagine his exact words....... Freitag, 23. August 13
  136. 136. ....„being told“ by this Guy. Freitag, 23. August 13
  137. 137. Freitag, 23. August 13
  138. 138. (....That is exactly what I mean by „Audio-visual-level“.) Freitag, 23. August 13
  139. 139. They don‘t quite have the same sort of credibility. Freitag, 23. August 13
  140. 140. Now you know all the secrets. (....Lucky you.) Freitag, 23. August 13
  141. 141. Think clear. Speak up. Keep connected. And Enjoy. Freitag, 23. August 13
  142. 142. Thank you for your Attention. conact/ feedback/ love declaration @bancia bianca.praetorius@gmail.com (special thanks @bombeSollich for inspiration & knowledge) Freitag, 23. August 13
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