Pitch Training Startup Symposium Slovakia
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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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Pitch Training Startup Symposium Slovakia Pitch Training Startup Symposium Slovakia Presentation Transcript

  • 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 organization and its value proposition.
  • Pitch ? ? ?Your Theirhead heads
  • 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
  • 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% ? 33% ? ?
  • It depends….
  • Speaker &Audience
  • Speaker: Sucessful Serial EntrepreneurContent Delivery SpeakerWhat? How? Who?20% 10% 70%
  • Audience: An (unnamed) investor from Austria (how he says) Delivery Speaker Content (= Product, Product, Product) What? How? Who? 80% 5% 5%
  • Audience: An (unnamed) investorfrom Austria (how he probably does) Delivery Speaker Content What? How? Who? 50% 15% 35%
  • 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! Simplify your life
  • „Dont stay at a hotel. Airbnb is a globalnetwork of accommodations offered by locals. ” Find a place to stay.
  • „We provide a technology that enables you to locate yourself or others inside buildings.” It‘s like GPS for indoors
  • „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.”
  • 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 • Bullet 1224 …. ….…not bullets kill people…
  • …people kill people
  • ATTENTION
  • Dr. JohnMedina
  • The brain doesn’t pay attention to boring things
  • alkdjalfwefjwefjwekjfweöfjwöfjwefjwlfjwelfjwlejfwejflkwejflwejflkweqjflkwejflwjfelwjflwejflwejfl wjflwejflkjwelkfjwelfwefjsdfdsalkfjsaklfjlksajfklsajflsdahfwhowihgoiwhgoiwhgoiwqhgoqhgwoqghoqepghoeqghoeqhgpoeqhgoeirqhgoierqhgoierqhgoeqhgoierqhgopeqrhgopieqhgoieqhgoeqprhgoreqhgoieprqhgoipeqhgopierqhgoipeqhgoireqhgoiepqrhgopireqhgoieqhrgoiphreqogipheqogo
  • 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 less they are looking at you.
  • 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 ? Requirement ?
  • OR
  • „Amazing Thing“ (excite people)
  • 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?
  • 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)