Art of Pitching
Mike Reiner
Audience
Goal
Trigger
ENTERTAIN
IMPRESS
GET A MEETING
Tell a story
• An interesting personal story
• A startling fact or statistic
• Play of known fear
Trigger emotion and make...
“Hmmmm.. interesting”
Perform
Make It
Personal
Be Yourself
How to Pitch to a VC
Dave McClure: Horrible slides, great advice!
Google: “how to pitch a vc by Dave McClure”
The 1 minute pitch
Extended version of the Elevator Pitch
The quickie, for when you don’t have time for lots of VC lovin’
Short, Simple, Memorable
Who: "Hi my name is X from TEAM-Y."
What: "TEAM-Y is ..."
Why: The Problem - Make the pain clear....
Imagine pitching to an 8 year old
Max 3 key words / phrases, 2 sentences.
“SlideShare is the world’s largest community for...
The 3 minute pitch
Focus on the most important
1. Intro
2. The Problem
3. Your Solution
4. Market Size / Competition
5. Business Model (& Traction)
6. Team
7. The Ask
Su...
Final Thoughts
FUCK
Bullet Points
Lots of words
Acronyms
Complex graphics, diagrams, charts
Non words or buzz words
Lies – get permission...
Script & Slides
Make a script for what you are saying
& visuals to emphasize your key points
Murphy's law
Everything that can go wrong will go wrong
Make people follow you
They will listen or read, not both
Simple & Make it stick
People will remember 2 or 3 things
Prepar...
Potential & Credibility
I saw the
angel in
the stone
and carved
until I set
him free.
Michelangelo 
Show
Trigger
Have fun
Art of Pitching
Art of Pitching
Art of Pitching
Art of Pitching
Art of Pitching
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Art of Pitching

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Mike Reiner @ European Innovation Academy Summer Session 2013

Art of Pitching

  1. 1. Art of Pitching Mike Reiner
  2. 2. Audience
  3. 3. Goal
  4. 4. Trigger ENTERTAIN IMPRESS GET A MEETING
  5. 5. Tell a story • An interesting personal story • A startling fact or statistic • Play of known fear Trigger emotion and make it obvious
  6. 6. “Hmmmm.. interesting”
  7. 7. Perform
  8. 8. Make It Personal Be Yourself
  9. 9. How to Pitch to a VC Dave McClure: Horrible slides, great advice! Google: “how to pitch a vc by Dave McClure”
  10. 10. The 1 minute pitch Extended version of the Elevator Pitch The quickie, for when you don’t have time for lots of VC lovin’
  11. 11. Short, Simple, Memorable Who: "Hi my name is X from TEAM-Y." What: "TEAM-Y is ..." Why: The Problem - Make the pain clear. How: The Solution/Vision - "TEAM-Y has ..." Something AWESOME. Smile. It’s ok to have fun when you pitch
  12. 12. Imagine pitching to an 8 year old Max 3 key words / phrases, 2 sentences. “SlideShare is the world’s largest community for sharing presentations. “TeachStreet is a place to teach or learn anything.” “ZapMeals is an online meal order & delivery service matching hungry consumers with great local food preparers. We’re eBay for takeout orders.” “We’re X for Y” is ok if 1) it’s true 2) X & Y are well-known
  13. 13. The 3 minute pitch Focus on the most important
  14. 14. 1. Intro 2. The Problem 3. Your Solution 4. Market Size / Competition 5. Business Model (& Traction) 6. Team 7. The Ask Suggestion
  15. 15. Final Thoughts
  16. 16. FUCK Bullet Points Lots of words Acronyms Complex graphics, diagrams, charts Non words or buzz words Lies – get permission Forced structure
  17. 17. Script & Slides Make a script for what you are saying & visuals to emphasize your key points
  18. 18. Murphy's law Everything that can go wrong will go wrong
  19. 19. Make people follow you They will listen or read, not both Simple & Make it stick People will remember 2 or 3 things Prepare for questions Rehearse you top answers Practice & Practice There is no replacement
  20. 20. Potential & Credibility
  21. 21. I saw the angel in the stone and carved until I set him free. Michelangelo 
  22. 22. Show Trigger Have fun

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