Pitching Essentials              by Can ErtugrulFebruary 2012 @Startup Symposion Slovakia,                 Bratislava
Q&R
The Golden Circle
Why am I doing this?
Ammount of ineffective   presentations
Others time is      wastedYour opportunities    are wasted
3 Tipps
Prepare
PrepareSleep enough
PrepareSleep enoughDon‘t Drink
Thank you foryour attention
Just kidding…
MY OPINION
What is a Pitch?
A „text book“ definitionA pitch is a summary used to quickly and simply define or introduce a product, service, or organiz...
Pitch                   ?                       ?                           ?Your           Theirhead           heads
The presentation landscape                                               Formal                                           ...
3 THINGS(in general)
1. Publicly Presenting =      Convincing
“Everything youachieve, youwill achievewith or throughother people.”
Why shouldYOU care?
2. Convince with rhetorics
Ethos    (Credibility)Logos       Pathos(Logic)    (Emotions)
Content   Delivery   SpeakerWhat?      How?      Who?
?          ?Content       Delivery    Speaker                    ??What?             How?    Who?    33%           33%    ...
It depends….
Speaker &Audience
Speaker: Sucessful Serial         EntrepreneurContent   Delivery                     SpeakerWhat?      How?      Who?20%  ...
Audience: An (unnamed) investor from        Austria (how he says)                                 Delivery   Speaker      ...
Audience: An (unnamed) investorfrom Austria (how he probably does)                     Delivery                           ...
Delivery
3. Convince with story
The king died.   The queen died.The king died, and thenthe queen died of grief.
Story = Structure
OUR STORY…… meet Mark
Mark‘s glasses
Lesson 1K.I.S.S.S.                   MESSAGE             KEY
Dropbox is a free service that letsyou bring your photos, docs, andvideos anywhere and share them              easily!    ...
„Dont stay at a hotel. Airbnb is a globalnetwork of accommodations offered by                 locals. ”         Find a pla...
„We provide a technology that enables you to locate yourself or others inside               buildings.”      It‘s like GPS...
„I want to build an online social network    that connects Harvard students.”„I want to build a social utility that connec...
Cutting out of the story…Why keep things simple?
Leads to…
DEATH by Powerpoint
BUT…
•   Bullet 1        •   Bullet 1221•   Bullet 2        •   Bullet 1222•   Bullet 3        •   Bullet 1223•   Bullet 4     ...
…people kill people
ATTENTION
Dr. JohnMedina
The brain doesn’t pay attention to  boring things
alkdjalfwefjwefjwekjfweöfjwöfjwefjwlfjwelfjwlejfwejflkwejflwejflkweqjflkwejflwjfelwjflwejflwejfl wjflwejflkjwelkfjwelfwefj...
What can you do?
Many possible approaches
1 possible approach
The art of seduction
The art of reduction
Retention
SLIDES         For YOU                                For AUDIENCEThe more and difficult the audience has to read, the les...
S(L)IDE-NOTE
Back to our story
Lesson 2Frame        OR             BE Framed
Lesson 3Passion & Inspiration can go a long way
EmotionRetention
Be Authentic
Lesson 4HOW you explain things makes a difference!
Key                       EffectiveMessage(s)   +   Story   =     Pitch
Lesson 5The forgotten Half of the Pitch
Presenting = ConvincingConvincing with RhetoricsConvincing with a story
K.I.S.S.S. (for attention)                   Frame    Passion               HOWThe forgotten Half
Mark‘s glassesAudience‘ glasses
YOU„Wear your audience‘ glasses“
Quote Ondrej:„5PsPeoplePotentialProblemPaymentProove „
YOUR PITCH:3 min Pitch    +2 min Q&A
Basic Anatomy                 YOU?Problem ?                       Need ?Solution ?                   Satisfaction ?       ...
OR
„Amazing Thing“   (excite people)
Your Pitching Cheat Sheet0.   One-Liner1.   Problem / Need2.   Solution / Satisfaction = Product (!)3.   USP / Unfair adva...
Ultimately…
Do NOT waste OUR       timeDo NOT waste YOUR    opportunities
I URGE YOU
PLEASE, PLEASE, PLEASE  DO NOT KILL YOUR     AUDIENCE!(wear their GLASSES instead)
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
Pitch Training Startup Symposium Slovakia
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A pitch training given @Startup Symposium Slovakia, Bratislava, February 2012

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Pitch Training Startup Symposium Slovakia

  1. 1. Pitching Essentials by Can ErtugrulFebruary 2012 @Startup Symposion Slovakia, Bratislava
  2. 2. Q&R
  3. 3. The Golden Circle
  4. 4. Why am I doing this?
  5. 5. Ammount of ineffective presentations
  6. 6. Others time is wastedYour opportunities are wasted
  7. 7. 3 Tipps
  8. 8. Prepare
  9. 9. PrepareSleep enough
  10. 10. PrepareSleep enoughDon‘t Drink
  11. 11. Thank you foryour attention
  12. 12. Just kidding…
  13. 13. MY OPINION
  14. 14. What is a Pitch?
  15. 15. A „text book“ definitionA pitch is a summary used to quickly and simply define or introduce a product, service, or organization and its value proposition.
  16. 16. Pitch ? ? ?Your Theirhead heads
  17. 17. The presentation landscape Formal High Stakes Launch Annual Report IPO Data Sheets Venture Capital White Papers Strategy Quarterly Report Executive Summary Company Presentation Sales Slideument Pitch Inform / Discuss Activate / Win Research Executive Summary Reports Staff Mobilization Strategy Drafts Execution Plans Staff Meetings Informal Low Stakesadapted from Duarte Design
  18. 18. 3 THINGS(in general)
  19. 19. 1. Publicly Presenting = Convincing
  20. 20. “Everything youachieve, youwill achievewith or throughother people.”
  21. 21. Why shouldYOU care?
  22. 22. 2. Convince with rhetorics
  23. 23. Ethos (Credibility)Logos Pathos(Logic) (Emotions)
  24. 24. Content Delivery SpeakerWhat? How? Who?
  25. 25. ? ?Content Delivery Speaker ??What? How? Who? 33% 33% ? 33% ? ?
  26. 26. It depends….
  27. 27. Speaker &Audience
  28. 28. Speaker: Sucessful Serial EntrepreneurContent Delivery SpeakerWhat? How? Who?20% 10% 70%
  29. 29. Audience: An (unnamed) investor from Austria (how he says) Delivery Speaker Content (= Product, Product, Product) What? How? Who? 80% 5% 5%
  30. 30. Audience: An (unnamed) investorfrom Austria (how he probably does) Delivery Speaker Content What? How? Who? 50% 15% 35%
  31. 31. Delivery
  32. 32. 3. Convince with story
  33. 33. The king died. The queen died.The king died, and thenthe queen died of grief.
  34. 34. Story = Structure
  35. 35. OUR STORY…… meet Mark
  36. 36. Mark‘s glasses
  37. 37. Lesson 1K.I.S.S.S. MESSAGE KEY
  38. 38. Dropbox is a free service that letsyou bring your photos, docs, andvideos anywhere and share them easily! Simplify your life
  39. 39. „Dont stay at a hotel. Airbnb is a globalnetwork of accommodations offered by locals. ” Find a place to stay.
  40. 40. „We provide a technology that enables you to locate yourself or others inside buildings.” It‘s like GPS for indoors
  41. 41. „I want to build an online social network that connects Harvard students.”„I want to build a social utility that connects people with friends and others who work, study and live around them.”
  42. 42. Cutting out of the story…Why keep things simple?
  43. 43. Leads to…
  44. 44. DEATH by Powerpoint
  45. 45. BUT…
  46. 46. • Bullet 1 • Bullet 1221• Bullet 2 • Bullet 1222• Bullet 3 • Bullet 1223• Bullet 4 • Bullet 1224 …. ….…not bullets kill people…
  47. 47. …people kill people
  48. 48. ATTENTION
  49. 49. Dr. JohnMedina
  50. 50. The brain doesn’t pay attention to boring things
  51. 51. alkdjalfwefjwefjwekjfweöfjwöfjwefjwlfjwelfjwlejfwejflkwejflwejflkweqjflkwejflwjfelwjflwejflwejfl wjflwejflkjwelkfjwelfwefjsdfdsalkfjsaklfjlksajfklsajflsdahfwhowihgoiwhgoiwhgoiwqhgoqhgwoqghoqepghoeqghoeqhgpoeqhgoeirqhgoierqhgoierqhgoeqhgoierqhgopeqrhgopieqhgoieqhgoeqprhgoreqhgoieprqhgoipeqhgopierqhgoipeqhgoireqhgoiepqrhgopireqhgoieqhrgoiphreqogipheqogo
  52. 52. What can you do?
  53. 53. Many possible approaches
  54. 54. 1 possible approach
  55. 55. The art of seduction
  56. 56. The art of reduction
  57. 57. Retention
  58. 58. SLIDES For YOU For AUDIENCEThe more and difficult the audience has to read, the less they are looking at you.
  59. 59. S(L)IDE-NOTE
  60. 60. Back to our story
  61. 61. Lesson 2Frame OR BE Framed
  62. 62. Lesson 3Passion & Inspiration can go a long way
  63. 63. EmotionRetention
  64. 64. Be Authentic
  65. 65. Lesson 4HOW you explain things makes a difference!
  66. 66. Key EffectiveMessage(s) + Story = Pitch
  67. 67. Lesson 5The forgotten Half of the Pitch
  68. 68. Presenting = ConvincingConvincing with RhetoricsConvincing with a story
  69. 69. K.I.S.S.S. (for attention) Frame Passion HOWThe forgotten Half
  70. 70. Mark‘s glassesAudience‘ glasses
  71. 71. YOU„Wear your audience‘ glasses“
  72. 72. Quote Ondrej:„5PsPeoplePotentialProblemPaymentProove „
  73. 73. YOUR PITCH:3 min Pitch +2 min Q&A
  74. 74. Basic Anatomy YOU?Problem ? Need ?Solution ? Satisfaction ? Requirement ?
  75. 75. OR
  76. 76. „Amazing Thing“ (excite people)
  77. 77. Your Pitching Cheat Sheet0. One-Liner1. Problem / Need2. Solution / Satisfaction = Product (!)3. USP / Unfair advantage4. How do you (want to) make money?5. Market & Going to Market6. Team7. Status Quo & Outlook8. What you need / Why are you pitching?
  78. 78. Ultimately…
  79. 79. Do NOT waste OUR timeDo NOT waste YOUR opportunities
  80. 80. I URGE YOU
  81. 81. PLEASE, PLEASE, PLEASE DO NOT KILL YOUR AUDIENCE!(wear their GLASSES instead)

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