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DATE
May 28, 2021
“How to make a winning
pitch ”
By
Great Ukazim
w w w.fa t e fo u n d a t i o n . o rg /a e p
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Program
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Great Ukazim
Coordinator, Startup Programs
FATE Foundation
MEET Your
FACULTY

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Outline
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How to Develop a Perfect Sales Pitch?
How to Put together a Strong Slide Deck
3 Practice Sessions

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1. Context Setting
I. Why is it important for you,
as an Entrepreneur to know
how to make a winning pitch?

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Importance of making a winning pitch...
The reasons for making a winning pitch are not limited to the following:
To secure
resources and
funding
To obtain buy-in into
your business idea
and future plans
To convince
another to join
your team
????
???? ????

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1. Context Setting
I. What would make you as an
investor part with your funds
after listening to a business
pitch?
II. What are investors looking
for, prior to making
investments?

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• https://www.youtube.com/watch?v=t6DSWKPMKMs – bad pitch
• https://www.youtube.com/watch?v=_il5zetxMNY – ridiculous pitch
• https://www.youtube.com/watch?v=Y5R_zB9BKTw – bad pitch
• https://www.youtube.com/watch?v=EgSqb4PiLdQ – bad pitch
• https://www.youtube.com/watch?v=LbNEEa3B3PQ – worse pitch
• https://www.youtube.com/watch?v=TgsRbze7G7M – travel business good pitch
• https://www.youtube.com/watch?v=Vu3gVgCJx74 – beard grooming business
• https://www.youtube.com/watch?v=2-ntLGOyHw4&spfreload=10 – present like Steve jobs
• https://www.youtube.com/watch?v=HWJkOLPPrU0 - husband and wife success story – magic whiteboard

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What Investors Look for…
1. Integrity
2. Passion
3. Experience
4. Leadership
5. Knowledge
6. Skill
7. Commitment
8. Vision
9. Coachable
10.Financials
11.????
12.????
13.????
14.????

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2. How to Develop a Perfect Sales Pitch

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How to Deliver an effective Business Pitch
These three (3) areas will be covered in subsequent slides:
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What is a business pitch?
Key steps to delivering an effective business pitch
Important things to note when delivering the pitch

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What is a Business Pitch?
• A business pitch is a presentation to an
investor or group of investors, generally to
secure the resources and funding
necessary to move forward with a business
plan or to continue with an already
established business.
• An entrepreneur’s attempt to convince
another party to take a particular step in
relation to their business idea.

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What is a Perfect Business Pitch?
• A perfect business pitch is one in which you have effectively
delivered the message about your business in the way that
meets the audience needs and convinces them to take the
desired action.

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Key Steps to Developing Your Business Pitch1/7
1. Conduct an audience due diligence
✓ Research your audience
✓ Find out all you can about the organisation or individual (s) who will
be listening to your pitch
✓ What are their specific challenges and how can you relate that to your
product/service?
✓ Who are the key decision makers?
✓ What will they gain by collaborating with you?

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Key Steps to Developing Your Business Pitch2/7
2. Ascertain the pitch time and structure
✓ How much time do you have for the pitch including
presentation and Questions & Answers? (you want to
leave time for discussion after your pitch)?
✓ What is size of the audience and what will be the
seating format?
✓ Confirm the audio-visual equipment available –
projector, screen, cables. Can you project with your
laptop or need to send your presentation ahead?

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Key Steps to Developing Your Business Pitch3/7
3. Prepare your Pitch
✓ What is the problem statement?
✓ Start with an anecdote or personal story about your business
idea/product/service
✓ Make sure you know all you can about your business
idea/product/service
✓ Describe the key features and relate them directly to how your
audience will benefit
o Customers: How it will make their life easier
o Investors: How it will make money for them over time
o Partners: How it will facilitate their line in the value chain
o Stakeholders: Value proposition

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Key Steps to Developing Your Business Pitch3/7
3. Prepare your Pitch (cont’d)
✓ Be laser-focused on the core components of your pitch
✓ Investors need to be confident that your business will attract and retain
customers. If they don't grasp your concept in a short time span, they
may presume that customers won't understand it either
✓ Less is always more so keep your pitch brief and straight to the point;
you do not need to include your entire work history and career objectives.

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Key Steps to Developing Your Business Pitch4/7
4. Proactively Identify Issue Areas
✓ Make a list of the top five (5) reasons your audience may object to
your presentation or decline your sales pitch and craft responses to
each of these

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Key Steps to Developing Your Business Pitch5/7
5. Make Effective Use of Visual Aids and Product
Demonstrations
✓ Visual Aids like PowerPoints can be very effective in guiding and
structuring your presentations
✓ Incorporate product /service demonstration if possible.

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Key Steps to Developing Your Business Pitch6/7
6. Practice, Practice, Practice
✓ Do several run through of your pitch session in line with the time
allotted and expected structure or format
✓ Pitch to people who will be able to give constructive feedback on
improvement areas
✓ If using a visual aid, anticipate the potential technological problems
and ensure alternate options if the issues arise

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Key Steps to Developing Your Business Pitch (7/7)
7. Plan for Key Closing Steps
✓ Provide some direction to the audience on key next steps to
take so as to keep the relationship post-pitch
o Schedule a follow-up meeting
o Provide information on upcoming programmes/activities that they be
can part of to further experience your product or service
o Explore negotiation options
o Send a follow-up email within 24 hours of the meeting

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Important things to note when delivering the pitch
1. Present your business in a manner that's short, sweet and to the point. Timing is critical,
verbose presentations and lengthy explanations will not impress investors, and most likely will
turn them off. Get to the point and explain what you do!!
2. Make your pitch easy to understand and clearly explain what your business is about.
3. Turn your pitch into a story. Storytelling is a scientifically-proven way to capture a listener’s
attention and hold it, and everyone loves a good story, even the most data-driven investor
4. Be wildly enthusiastic. Investors look out for how much wild enthusiasm you genuinely have
for your product. A good technique for increasing your energy level is to add about 50% more
energy than you feel comfortable with
5. Overall, communicate your unique selling point
For example "We use a novel approach because unlike most other developers, we visit each
organization to find out exactly what people need. Although this takes a bit more time, it
means that on average, 95% of our clients are happy with the first beta version of their app.”

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Important things to note when delivering the pitch
5. Mind your body language – 55% of communication is body language, 38% is
the tone of voice, and 7% is the actual words spoken
Tone of Voice

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Important Tips to Help You
• Reconfirm date and venue about 24 – 48 hours before the meeting
• Dress professionally and in line with the audience’s environment
• Arrive early to enable you settle and observe your environment
• Gracefully accept rejection
• Send a thank you note 24 hours after the meeting (regardless of the
outcome)
• Learn from what worked and what did not work and adjust your pitch
effectively for the next one.

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3. How to Put Together a Winning Slide Deck

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Outline – How to Put Together a Strong
Slide Deck
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What is a Slide Deck?
What a bad Slide Deck look like
The 10 slides that make up a strong pitch deck

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What is a Pitch Slide Deck?
❑A pitch slide deck is a brief presentation used to provide your
audience with a quick overview of your business proposal
❑It can be created using software such as PowerPoint, Prezi or
Keynite and used during face to face or virtual pitch session
meetings with potential investors, customers, stakeholders and
partners.

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What a Bad Pitch Deck Looks Like
1. Too many slides
2. Too much information
3. Too many product details
4. Too much financial information
5. Focus on putting down competitors
6. Wrong data
7. Faulty assumptions

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The Ten Slides that Make Up a Winning Pitch Deck1/10
1. Introduction
❑Who are you and why are you here?
❑Keep it Short and Sweet
❑Wow Statement

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2. Traction
❑Timelines and milestones to date
❑Key partnerships and accolades

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3. Problem & Solution
❑What problem are you trying to solve and for who?
❑How your business idea will solve the problem aforementioned

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4. Your Product/Service
❑What is your product or service developed from your solution?
❑ Tell the story of how customers (will) use and value your
product/service.
❑Use imagery/visuals if possible

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5. The Value Proposition
❑What makes your solution special?
❑How is your solution different from others?

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6. Market Strategy
❑What is your target audience?
❑ Key attributes
❑ Size
❑ Your niche
❑How you will reach them
❑What are your growth rates and how will you achieve them?

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7. The Competition
❑What are the alternate products/services to yours?
❑What are they not getting right or doing wrong?
❑How does your product differ from them?

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8. Your Business Model
❑How are you planning to make money?
❑Where are your revenues going to come from?
❑Revenue and number of customers to date (if available)
❑When do you expect to turn profitable?

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9. Team
❑Who are the key team members behind the business idea
❑What are their key roles and what strengths do they bring to the
business (prior positions, successes and domain expertise)

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The Ten Slides that Make Up a Winning Pitch Deck10/10
10. Investing
❑What is your planned budget? And what are the key budget lines?
❑What kind of money or partnership are you looking for?
❑How much capital are you planning to raise and what is the timeline?
❑Who are your existing investors (if any)?
❑What have been your key sources of funds to date?

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Important Tips to Help You
❑ A Picture speaks a thousand words
❑ Don’t read the slides … Your audience can read
❑ Less is More regarding the slides –
❑ Font size guide : minimum of 24
❑ No matter how good the pitch deck is, you still have to deliver a strong
and effective presentation
❑ Don’t forget to leave your contact information and how you can be
quickly reached.

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Final Word
1. Practice, Practice, Practice
2. Tell a Story & Be Believable
3. Know your Numbers
4. Mind your body language https://www.youtube.com/watch?v=Ks-_Mh1QhMc 12mins

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Reference Documents
1. FATE School of Entrepreneurship Presentation Slides and Materials. Aspiring Entrepreneurs
Programme (AEP) 57
2. FATE School of Entrepreneurship Presentation Slides and Materials. Emerging Entrepreneurs
Programme (EEP) 19
3. How to Deliver a Good Sales Pitch. WikiHow. http://www.wikihow.com/Deliver-a-Good-Sales-
Pitch

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QUESTIONS

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F
O
U
N
D
A
T
I
O
N
.
A
L
L
R
I
G
H
T
S
R
E
S
E
R
V
E
D