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Pitch Training Startup Symposium Slovakia

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A pitch training given @Startup Symposium Slovakia, Bratislava, February 2012

A pitch training given @Startup Symposium Slovakia, Bratislava, February 2012

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  • 1. Pitching Essentials by Can ErtugrulFebruary 2012 @Startup Symposion Slovakia, Bratislava
  • 2. Q&R
  • 3. The Golden Circle
  • 4. Why am I doing this?
  • 5. Ammount of ineffective presentations
  • 6. Others time is wastedYour opportunities are wasted
  • 7. 3 Tipps
  • 8. Prepare
  • 9. PrepareSleep enough
  • 10. PrepareSleep enoughDon‘t Drink
  • 11. Thank you foryour attention
  • 12. Just kidding…
  • 13. MY OPINION
  • 14. What is a Pitch?
  • 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. Pitch ? ? ?Your Theirhead heads
  • 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. 3 THINGS(in general)
  • 19. 1. Publicly Presenting = Convincing
  • 20. “Everything youachieve, youwill achievewith or throughother people.”
  • 21. Why shouldYOU care?
  • 22. 2. Convince with rhetorics
  • 23. Ethos (Credibility)Logos Pathos(Logic) (Emotions)
  • 24. Content Delivery SpeakerWhat? How? Who?
  • 25. ? ?Content Delivery Speaker ??What? How? Who? 33% 33% ? 33% ? ?
  • 26. It depends….
  • 27. Speaker &Audience
  • 28. Speaker: Sucessful Serial EntrepreneurContent Delivery SpeakerWhat? How? Who?20% 10% 70%
  • 29. Audience: An (unnamed) investor from Austria (how he says) Delivery Speaker Content (= Product, Product, Product) What? How? Who? 80% 5% 5%
  • 30. Audience: An (unnamed) investorfrom Austria (how he probably does) Delivery Speaker Content What? How? Who? 50% 15% 35%
  • 31. Delivery
  • 32. 3. Convince with story
  • 33. The king died. The queen died.The king died, and thenthe queen died of grief.
  • 34. Story = Structure
  • 35. OUR STORY…… meet Mark
  • 36. Mark‘s glasses
  • 37. Lesson 1K.I.S.S.S. MESSAGE KEY
  • 38. Dropbox is a free service that letsyou bring your photos, docs, andvideos anywhere and share them easily! Simplify your life
  • 39. „Dont stay at a hotel. Airbnb is a globalnetwork of accommodations offered by locals. ” Find a place to stay.
  • 40. „We provide a technology that enables you to locate yourself or others inside buildings.” It‘s like GPS for indoors
  • 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. Cutting out of the story…Why keep things simple?
  • 43. Leads to…
  • 44. DEATH by Powerpoint
  • 45. BUT…
  • 46. • Bullet 1 • Bullet 1221• Bullet 2 • Bullet 1222• Bullet 3 • Bullet 1223• Bullet 4 • Bullet 1224 …. ….…not bullets kill people…
  • 47. …people kill people
  • 48. ATTENTION
  • 49. Dr. JohnMedina
  • 50. The brain doesn’t pay attention to boring things
  • 51. alkdjalfwefjwefjwekjfweöfjwöfjwefjwlfjwelfjwlejfwejflkwejflwejflkweqjflkwejflwjfelwjflwejflwejfl wjflwejflkjwelkfjwelfwefjsdfdsalkfjsaklfjlksajfklsajflsdahfwhowihgoiwhgoiwhgoiwqhgoqhgwoqghoqepghoeqghoeqhgpoeqhgoeirqhgoierqhgoierqhgoeqhgoierqhgopeqrhgopieqhgoieqhgoeqprhgoreqhgoieprqhgoipeqhgopierqhgoipeqhgoireqhgoiepqrhgopireqhgoieqhrgoiphreqogipheqogo
  • 52. What can you do?
  • 53. Many possible approaches
  • 54. 1 possible approach
  • 55. The art of seduction
  • 56. The art of reduction
  • 57. Retention
  • 58. SLIDES For YOU For AUDIENCEThe more and difficult the audience has to read, the less they are looking at you.
  • 59. S(L)IDE-NOTE
  • 60. Back to our story
  • 61. Lesson 2Frame OR BE Framed
  • 62. Lesson 3Passion & Inspiration can go a long way
  • 63. EmotionRetention
  • 64. Be Authentic
  • 65. Lesson 4HOW you explain things makes a difference!
  • 66. Key EffectiveMessage(s) + Story = Pitch
  • 67. Lesson 5The forgotten Half of the Pitch
  • 68. Presenting = ConvincingConvincing with RhetoricsConvincing with a story
  • 69. K.I.S.S.S. (for attention) Frame Passion HOWThe forgotten Half
  • 70. Mark‘s glassesAudience‘ glasses
  • 71. YOU„Wear your audience‘ glasses“
  • 72. Quote Ondrej:„5PsPeoplePotentialProblemPaymentProove „
  • 73. YOUR PITCH:3 min Pitch +2 min Q&A
  • 74. Basic Anatomy YOU?Problem ? Need ?Solution ? Satisfaction ? Requirement ?
  • 75. OR
  • 76. „Amazing Thing“ (excite people)
  • 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. Ultimately…
  • 79. Do NOT waste OUR timeDo NOT waste YOUR opportunities
  • 80. I URGE YOU
  • 81. PLEASE, PLEASE, PLEASE DO NOT KILL YOUR AUDIENCE!(wear their GLASSES instead)