SlideShare a Scribd company logo
1 of 14
Download to read offline
Benefitting Psychology for Growth
www.clutchplayadvisors.com
CLUTCH PLAY ADVISORS
“Build relationships, add value and move the needle”
“Build relationships, add value
and move the needle”
Evolutionary Psychology
Can be used to your benefit:
● to convert customers
● to attract investors
● to acquire sponsors
“Build relationships, add value
and move the needle”
Evolutionary Psychology
● 10,000 years of evolution have conditioned the human brain
“Build relationships, add value
and move the needle”
Evolutionary Psychology
Applied to growth and fundraising
“Build relationships, add value
and move the needle”
Reciprocity
Use case #1
● Begin a negotiation with an exaggerated initial petition - but not ridiculously
exaggerated
● Subsequently dilute initial petition based on concession as proposed by other
party.
○ This not only makes him feel better, but the tendency to comply with the
agreement increases because they feel part of the decision taken.
Application: valuation or deal terms discussion
Use case #2
● Offer a freebie, gift or discount
● Make it personalised and UNEXPECTED (seemingly spontaneous)
Application: offer 10% discount because they seem like a great fit
Case Study: restaurant waiters who offer a 2nd mint for free to their “favourite clients of the
day” received a 14% increase in tips
“Build relationships, add value
and move the needle”
Scarcity
Use case
● scarcity frequently connotes also that it is something very desired by others, from which we infer that it must be terribly
useful.
● Consequence: we love the scarce.
Our reaction to a prohibition of information is a greater desire to receive it and a more favorable attitude towards it than before
its prohibition.
Frequently, the feeling of losing something at the hands of a competitor will transform a doubtful buyer into a jealous lover.
Applications:
● Offering a 10% discount for first 2 investors
● Informing that offer is available to one player per industry/region.
Implying that if they don´t take it up, their competitors may
Case Study:
“Build relationships, add value
and move the needle”
Authority
Use case
● Show the signs of your authority in a subject before asking them for
something related to that subject.
● Have another person explain your credentials for seemingly increased
authority
Application: always critical to be introduced to a potential investor by an
individual who holds social capital with said investor
Case Study: have a secretary or personal assistant introduce clients to “star”
salespeople, and have them explain to clients how “lucky they are that [sales
person] happens to be available to them at this time”
● Imbued sense of authority + scarcity effect
● Led this tactic to lead to a 15% in signed contracts
“Build relationships, add value
and move the needle”
Consistency
Use case
● It's about starting with something small and building from there.
● Focus on building a relationship, instead of only pitching your ideas
● Voluntary, active and public commitments
○ ideally in writing
Application:
● freemium models in SaaS, pilot programs with strategic clients
Case Study: The CEO who promises a 20% increase in sales and delivers a 30%
increase is rewarded, while the same CEO who promises a 40% increase and
delivers 35% is punished.
“Build relationships, add value
and move the needle”
Liking
Use case
● We are also more inclined to follow the behaviors of those
we believe are more similar to us.
● The most influential leaders are those who make us
believe that all who belong to "our tribe" are behaving in a
way that even we do not behave.
● A strong social bond is twice as effective in generating a
sale than the qualities of the product itself.
Application: be a strategic or tactical fit. Search for mutual goals,
identify similarities you share in common before negotiation.
Case Study: the “Brew Factor” - who would you rather have a beer
with? - indicator shows how likeable a presidential candidate is as
an indication on who wins the election
“Build relationships, add value
and move the needle”
Consensus
Use case
● People look to the actions and behaviours of others to determine
their own
● Identify the similarities between your target audience, as greatest
effect is through persons we identify with or like
● Use metrics that matter in demonstrating you value proposition
Application:
● Instead of trying to persuade behaviours onto others - Show (don't
tell!) how clients acquire, retain and recommend your products
Case Study:
● 35% of hotel guests comply with a sign informing them of the
environment benefits of reusing towels
● 75% of hotel guests that stay 4 or more days at some point reuse their
towels
● Hotels that put up a sign showing how 75% of guests in that particular
room reuse towels, increased re-usage by 26-33%
“Build relationships, add value
and move the needle”
About Us
"Human connections that build relationships, add value and move the needle"
👨💼 12 years finance professional with significant startup experience at your
service
- helped more than 100 startups across Europe and the US raise +25Mln
We help you organize your critical business functions. Follow-up with key sales,
fundraising contacts and networking efforts. Research markets and upcoming
trends. 🎯
#getintouch for more details 👍 - adriangalea@clutchplayadvisors.com
“Build relationships, add value
and move the needle”
Advisory Services
For Startups:
● Value proposition analysis (see image)
● Preparation of due diligence room for
fundraising
● Interim financial planning, control and
strategy
● fund-raising campaign administration
and support
“Build relationships, add value
and move the needle”
Advisory Services
For Investors:
● value proposition analysis of target
startup
● review of due diligence deal room
● Review of financial documents and
strategy
● Investment closing process
administration and support, including
term sheet review
● Monitoring and ongoing support of
portfolio companies
Strategic investment
portfolio approach
Due diligence
review process
Effective monitoring
and exit assessment
Investment terms
review & closing
adriangalea@clutchplayadvisors.com
CLUTCH PLAY ADVISORS
www.clutchplayadvisors.com
Early Stage Investing & Fundraising

More Related Content

Featured

Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summarySpeakerHub
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next Tessa Mero
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentLily Ray
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best PracticesVit Horky
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project managementMindGenius
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...RachelPearson36
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Applitools
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at WorkGetSmarter
 
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...DevGAMM Conference
 
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationBarbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationErica Santiago
 
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellGood Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellSaba Software
 
Introduction to C Programming Language
Introduction to C Programming LanguageIntroduction to C Programming Language
Introduction to C Programming LanguageSimplilearn
 
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...Palo Alto Software
 
9 Tips for a Work-free Vacation
9 Tips for a Work-free Vacation9 Tips for a Work-free Vacation
9 Tips for a Work-free VacationWeekdone.com
 

Featured (20)

Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search Intent
 
How to have difficult conversations
How to have difficult conversations How to have difficult conversations
How to have difficult conversations
 
Introduction to Data Science
Introduction to Data ScienceIntroduction to Data Science
Introduction to Data Science
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best Practices
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project management
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work
 
ChatGPT webinar slides
ChatGPT webinar slidesChatGPT webinar slides
ChatGPT webinar slides
 
More than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike RoutesMore than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike Routes
 
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
 
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationBarbie - Brand Strategy Presentation
Barbie - Brand Strategy Presentation
 
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellGood Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
 
Introduction to C Programming Language
Introduction to C Programming LanguageIntroduction to C Programming Language
Introduction to C Programming Language
 
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
 
9 Tips for a Work-free Vacation
9 Tips for a Work-free Vacation9 Tips for a Work-free Vacation
9 Tips for a Work-free Vacation
 

Benefits of psychology for growth - clutchplayadvisors.com

  • 1. Benefitting Psychology for Growth www.clutchplayadvisors.com CLUTCH PLAY ADVISORS “Build relationships, add value and move the needle”
  • 2. “Build relationships, add value and move the needle” Evolutionary Psychology Can be used to your benefit: ● to convert customers ● to attract investors ● to acquire sponsors
  • 3. “Build relationships, add value and move the needle” Evolutionary Psychology ● 10,000 years of evolution have conditioned the human brain
  • 4. “Build relationships, add value and move the needle” Evolutionary Psychology Applied to growth and fundraising
  • 5. “Build relationships, add value and move the needle” Reciprocity Use case #1 ● Begin a negotiation with an exaggerated initial petition - but not ridiculously exaggerated ● Subsequently dilute initial petition based on concession as proposed by other party. ○ This not only makes him feel better, but the tendency to comply with the agreement increases because they feel part of the decision taken. Application: valuation or deal terms discussion Use case #2 ● Offer a freebie, gift or discount ● Make it personalised and UNEXPECTED (seemingly spontaneous) Application: offer 10% discount because they seem like a great fit Case Study: restaurant waiters who offer a 2nd mint for free to their “favourite clients of the day” received a 14% increase in tips
  • 6. “Build relationships, add value and move the needle” Scarcity Use case ● scarcity frequently connotes also that it is something very desired by others, from which we infer that it must be terribly useful. ● Consequence: we love the scarce. Our reaction to a prohibition of information is a greater desire to receive it and a more favorable attitude towards it than before its prohibition. Frequently, the feeling of losing something at the hands of a competitor will transform a doubtful buyer into a jealous lover. Applications: ● Offering a 10% discount for first 2 investors ● Informing that offer is available to one player per industry/region. Implying that if they don´t take it up, their competitors may Case Study:
  • 7. “Build relationships, add value and move the needle” Authority Use case ● Show the signs of your authority in a subject before asking them for something related to that subject. ● Have another person explain your credentials for seemingly increased authority Application: always critical to be introduced to a potential investor by an individual who holds social capital with said investor Case Study: have a secretary or personal assistant introduce clients to “star” salespeople, and have them explain to clients how “lucky they are that [sales person] happens to be available to them at this time” ● Imbued sense of authority + scarcity effect ● Led this tactic to lead to a 15% in signed contracts
  • 8. “Build relationships, add value and move the needle” Consistency Use case ● It's about starting with something small and building from there. ● Focus on building a relationship, instead of only pitching your ideas ● Voluntary, active and public commitments ○ ideally in writing Application: ● freemium models in SaaS, pilot programs with strategic clients Case Study: The CEO who promises a 20% increase in sales and delivers a 30% increase is rewarded, while the same CEO who promises a 40% increase and delivers 35% is punished.
  • 9. “Build relationships, add value and move the needle” Liking Use case ● We are also more inclined to follow the behaviors of those we believe are more similar to us. ● The most influential leaders are those who make us believe that all who belong to "our tribe" are behaving in a way that even we do not behave. ● A strong social bond is twice as effective in generating a sale than the qualities of the product itself. Application: be a strategic or tactical fit. Search for mutual goals, identify similarities you share in common before negotiation. Case Study: the “Brew Factor” - who would you rather have a beer with? - indicator shows how likeable a presidential candidate is as an indication on who wins the election
  • 10. “Build relationships, add value and move the needle” Consensus Use case ● People look to the actions and behaviours of others to determine their own ● Identify the similarities between your target audience, as greatest effect is through persons we identify with or like ● Use metrics that matter in demonstrating you value proposition Application: ● Instead of trying to persuade behaviours onto others - Show (don't tell!) how clients acquire, retain and recommend your products Case Study: ● 35% of hotel guests comply with a sign informing them of the environment benefits of reusing towels ● 75% of hotel guests that stay 4 or more days at some point reuse their towels ● Hotels that put up a sign showing how 75% of guests in that particular room reuse towels, increased re-usage by 26-33%
  • 11. “Build relationships, add value and move the needle” About Us "Human connections that build relationships, add value and move the needle" 👨💼 12 years finance professional with significant startup experience at your service - helped more than 100 startups across Europe and the US raise +25Mln We help you organize your critical business functions. Follow-up with key sales, fundraising contacts and networking efforts. Research markets and upcoming trends. 🎯 #getintouch for more details 👍 - adriangalea@clutchplayadvisors.com
  • 12. “Build relationships, add value and move the needle” Advisory Services For Startups: ● Value proposition analysis (see image) ● Preparation of due diligence room for fundraising ● Interim financial planning, control and strategy ● fund-raising campaign administration and support
  • 13. “Build relationships, add value and move the needle” Advisory Services For Investors: ● value proposition analysis of target startup ● review of due diligence deal room ● Review of financial documents and strategy ● Investment closing process administration and support, including term sheet review ● Monitoring and ongoing support of portfolio companies Strategic investment portfolio approach Due diligence review process Effective monitoring and exit assessment Investment terms review & closing