Pitch Class: Get a No and make it Go

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How to successfully pitch to investors, customers, prospects using a simple and effective two-step approach

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Pitch Class: Get a No and make it Go

  1. 1. Founder Institute – October 2013Pitch Class by Sacha Vekeman Get a NO and make it GO
  2. 2. PITCH CLASS TWO TAKE AWAYS 1. Make your Pitch Binary 2. Make your Pitch Portablesacha@vekeman.net
  3. 3. PITCH CLASS TWO THINGS TO DO: 1. Binary = Be Effective 2. Portable = Be Authenticsacha@vekeman.net
  4. 4. PITCH CLASS TWO DEFINITIONS: 1. Pitch on: to succeed in choosing or achieving, usually quickly “I was pitched on the ideal solution for our problem” 2. Pitch in: to set to work vigorously “I was pitched in the idea to have someone lend him money”sacha@vekeman.net
  5. 5. The Model – Pitching your Idea THE YOU GUYsacha@vekeman.net
  6. 6. Make it Binary Yes THE YOU GUYsacha@vekeman.net
  7. 7. and Qualify THE or YOU GUYsacha@vekeman.net
  8. 8. Quickly! THE YOU GUY Naysacha@vekeman.net
  9. 9. Why? THE YOU GUY Nay You need to get a real “No” at the end, not at the start; “Nay” usually means Hmm… not sure, procrastinatesacha@vekeman.net
  10. 10. Force feedback THE YOU GUY Nay “How much in for me?” “I don’t understand this?” “Who the hell is this guy?” “What does he want from me?”sacha@vekeman.net
  11. 11. Your odds: Yes THE YOU GUY 0.1% chancesacha@vekeman.net
  12. 12. So, here is my Million Dollar Advice:sacha@vekeman.net
  13. 13. Start kissing frogs a lot of themsacha@vekeman.net
  14. 14. In Summary Luck = Yessacha@vekeman.net
  15. 15. Reality Do something with a Naysacha@vekeman.net
  16. 16. What? Learn & Adapt But stay effectivesacha@vekeman.net
  17. 17. Also Trial & Error But stay effectivesacha@vekeman.net
  18. 18. Even better Select & Vary But stay effectivesacha@vekeman.net
  19. 19. Don’t panic Try Pivoting But stay effectivesacha@vekeman.net
  20. 20. In the end Simply STOP! Be effectivesacha@vekeman.net
  21. 21. But now the real stuff that nobody else knows/doessacha@vekeman.net
  22. 22. “Activate” Your Pitch Seek Borderline Prospectssacha@vekeman.net
  23. 23. Make your pitch “Portable”sacha@vekeman.net
  24. 24. Portable Pitch “How?” Distributable Transferable Repeatable Carryable Mobile Rememberable Moveablesacha@vekeman.net
  25. 25. Qualification is Easy (1 to 1) Keep it effective Portability is Difficult (1 to ∞) Keep it authenticsacha@vekeman.net
  26. 26. The Model – Pitching your Idea THE YOU GUY Your Bordersacha@vekeman.net
  27. 27. The Lottery Model – Euro Millions THE YOU GUY $ 0.1% Chance Your Bordersacha@vekeman.net
  28. 28. Reality - Pitch to Borderline Prospects   THE  99.9% Chance YOU GUY    Your Bordersacha@vekeman.net
  29. 29. Distributed & Scalable       THE   99.9% Chance YOU GUY        sacha@vekeman.net
  30. 30. Scale Your “Kissing Frogs” Approach       THE   99.9% Chance YOU GUY   $      sacha@vekeman.net
  31. 31. How Portability Works: Package the Pitch THE YOU GUYsacha@vekeman.net
  32. 32. Package the Pitch: How? Intellectual: Easy to Understand THE Motivational: YOU GUY Stimulate a Return Emotional: Empathy, Persuade or Manipulatesacha@vekeman.net
  33. 33. Package the Pitch: Make it Travel Intellectual: “Tell Stories” THE YOU GUY Motivational: “Do Demo’s” Emotional: “Make Heroes”sacha@vekeman.net
  34. 34. Pitch Drill #1 – Pitch Binary Yes >< NO “I don’t understand it” Badsacha@vekeman.net
  35. 35. Pitch Drill #1 – Pitch Binary Smart >< Stupid“I don’t understand it” Goodsacha@vekeman.net
  36. 36. Pitch Drill #1 – Pitch Binary Belief >< Unbelief“SMS is dead” Badsacha@vekeman.net
  37. 37. Pitch Drill #1 – Pitch Binary Rich >< Poor “I ran out of money” Goodsacha@vekeman.net
  38. 38. Pitch Drill #1 – Pitch Binary Professional >< Personal “My wife would like this” Badsacha@vekeman.net
  39. 39. Pitch Drill #1 – Pitch Binary Men >< Women “Tip the good looking waiter” Goodsacha@vekeman.net
  40. 40. Pitch Drill #1 – Pitch Binary Good >< Evil “Are you into Porno?” Badsacha@vekeman.net
  41. 41. Pitch Drill #1 – Pitch Binary Legal >< Illegal “PayPal, Google, M$, FB” Goodsacha@vekeman.net
  42. 42. Pitch Drill #1 – Pitch BinaryAccepted >< Rejected “Don’t tell anyone!!!” Badsacha@vekeman.net
  43. 43. Pitch Drill #1 – Pitch Binary Won >< Lost “Move on” Goodsacha@vekeman.net
  44. 44. Get a NO and make it GOsacha@vekeman.net
  45. 45. Pitch Drill #2 – Pitch Portability Intellectual - Do I Understand it? Simplified Calculated (3 words) (numbers) Documented (thought-through) Validated (who else?) Demonstratable (can I see something?) Flexible (proof-of-concept)sacha@vekeman.net
  46. 46. Pitch Drill #2 – Pitch Portability Intellectual - Do I Understand it? Tell me something Authentic Make referral easy to do!sacha@vekeman.net
  47. 47. Pitch Drill #2 – Pitch Portability Motivational – What’s in it for me? Incentive Punishment (Lunch, travel) (Competitive) Commission (%) Risk Return (Loss) Reputation (First) (Invest) Relationship (Something new to talk about) Cash (€)sacha@vekeman.net
  48. 48. Pitch Drill #2 – Pitch Portability Motivational – What’s in it for me? Make me feel Authentic Reward Referral!sacha@vekeman.net
  49. 49. Pitch Drill #2 – Pitch Portability Emotional – Do I like this person? Empahty Thrust (recognizable) (lies) Mission Motivation (more in life) (drive) Respect Relation (friend, funny, fancy) (two-way, also my time)sacha@vekeman.net
  50. 50. Pitch Drill #2 – Pitch Portability Emotional – Do I like this person? Stay Authentic Yes, I’ll help You!sacha@vekeman.net
  51. 51. Always be Closing Sacha Vekeman sacha@vekeman.net

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