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

1. Founder Institute – October 2013
Pitch Class by Sacha Vekeman
Get a NO and make it GO

2. PITCH CLASS
TWO TAKE AWAYS
1. Make your Pitch Binary
2. Make your Pitch Portable
sacha@vekeman.net

3. PITCH CLASS
TWO THINGS TO DO:
1. Binary = Be Effective
2. Portable = Be Authentic
sacha@vekeman.net

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. The Model – Pitching your Idea
THE
YOU GUY
sacha@vekeman.net

6. Make it Binary
Yes
THE
YOU GUY
sacha@vekeman.net

7. and Qualify
THE or
YOU GUY
sacha@vekeman.net

8. Quickly!
THE
YOU GUY
Nay
sacha@vekeman.net

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, procrastinate
sacha@vekeman.net

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. Your odds:
Yes
THE
YOU GUY
0.1% chance
sacha@vekeman.net

12. So, here is my
Million Dollar
Advice:
sacha@vekeman.net

13. Start kissing frogs
a lot of them
sacha@vekeman.net

14. In Summary
Luck = Yes
sacha@vekeman.net

15. Reality
Do something
with a Nay
sacha@vekeman.net

16. What?
Learn
& Adapt
But stay effective
sacha@vekeman.net

17. Also
Trial
& Error
But stay effective
sacha@vekeman.net

18. Even better
Select
& Vary
But stay effective
sacha@vekeman.net

19. Don’t panic
Try Pivoting
But stay effective
sacha@vekeman.net

20. In the end
Simply
STOP!
Be effective
sacha@vekeman.net

21. But now the
real stuff that
nobody else
knows/does
sacha@vekeman.net

22. “Activate”
Your Pitch
Seek Borderline Prospects
sacha@vekeman.net

23. Make your pitch
“Portable”
sacha@vekeman.net

24. Portable Pitch
“How?”
Distributable
Transferable
Repeatable
Carryable Mobile
Rememberable
Moveable
sacha@vekeman.net

25. Qualification is Easy
(1 to 1)
Keep it effective
Portability is Difficult
(1 to ∞)
Keep it authentic
sacha@vekeman.net

26. The Model – Pitching your Idea
THE
YOU GUY
Your Border
sacha@vekeman.net

27. The Lottery Model – Euro Millions
THE
YOU GUY
$ 0.1% Chance
Your Border
sacha@vekeman.net

28. Reality - Pitch to Borderline Prospects


THE 
99.9% Chance
YOU GUY 


Your Border
sacha@vekeman.net

29. Distributed & Scalable
 
 
 
THE  
99.9% Chance
YOU GUY  
 


 
sacha@vekeman.net

30. Scale Your “Kissing Frogs” Approach
 
 
 
THE  
99.9% Chance
YOU GUY  
$  


 
sacha@vekeman.net

31. How Portability Works: Package the Pitch
THE
YOU GUY
sacha@vekeman.net

32. Package the Pitch: How?
Intellectual:
Easy to Understand
THE Motivational:
YOU GUY
Stimulate a Return
Emotional:
Empathy, Persuade
or Manipulate
sacha@vekeman.net

33. Package the Pitch: Make it Travel
Intellectual:
“Tell Stories”
THE
YOU GUY
Motivational:
“Do Demo’s”
Emotional:
“Make Heroes”
sacha@vekeman.net

34. Pitch Drill #1 – Pitch Binary
Yes >< NO
“I don’t understand it” Bad
sacha@vekeman.net

35. Pitch Drill #1 – Pitch Binary
Smart >< Stupid“I don’t understand it” Good
sacha@vekeman.net

36. Pitch Drill #1 – Pitch Binary
Belief >< Unbelief“SMS is dead” Bad
sacha@vekeman.net

37. Pitch Drill #1 – Pitch Binary
Rich >< Poor
“I ran out of money” Good
sacha@vekeman.net

38. Pitch Drill #1 – Pitch Binary
Professional >< Personal
“My wife would like this” Bad
sacha@vekeman.net

39. Pitch Drill #1 – Pitch Binary
Men >< Women “Tip the good looking waiter” Good
sacha@vekeman.net

40. Pitch Drill #1 – Pitch Binary
Good >< Evil “Are you into Porno?” Bad
sacha@vekeman.net

41. Pitch Drill #1 – Pitch Binary
Legal >< Illegal
“PayPal, Google, M$, FB” Good
sacha@vekeman.net

42. Pitch Drill #1 – Pitch Binary
Accepted >< Rejected “Don’t tell anyone!!!” Bad
sacha@vekeman.net

43. Pitch Drill #1 – Pitch Binary
Won >< Lost “Move on” Good
sacha@vekeman.net

44. Get a NO and make it GO
sacha@vekeman.net

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. Pitch Drill #2 – Pitch Portability
Intellectual - Do I Understand it?
Tell me something
Authentic
Make referral easy to do!
sacha@vekeman.net

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. Pitch Drill #2 – Pitch Portability
Motivational – What’s in it for me?
Make me feel
Authentic
Reward Referral!
sacha@vekeman.net

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. Pitch Drill #2 – Pitch Portability
Emotional – Do I like this person?
Stay Authentic
Yes, I’ll help You!
sacha@vekeman.net

51. Always be Closing
Sacha Vekeman
sacha@vekeman.net