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Creative Camp 2014 - Handout Pitching Do's don'ts

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Pitching Do's don'ts: pratical tipps to pitch your business idea in front of investor
Document owner: Peggy Stinson

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Creative Camp 2014 - Handout Pitching Do's don'ts

  1. 1. Pitching Dos and Don‘ts Creative Camp May 2014 Friedrichshafen
  2. 2. Pitch Practice Why?
  3. 3. 3 Pillars - Pitching I. This is business II. Important stuff first III. Be credible
  4. 4. I.Pillar This is Business
  5. 5. Wishful Thinking vs. Business Thinking I. This is Business
  6. 6. Find an Opportunity or Solve a Problem Business Focus
  7. 7. Pitching is a Presentation Organized and logical Clear and concise Flowing
  8. 8. Words of Wisdom Part 1: https://www.youtube.com/watch?v=WfF7Awy87UY Jared Scheel, Chief Product Officer https://populr.me Part 1: https://www.youtube.com/watch?v=WfF7Awy87UYPart 1: https://www.youtube.com/watch?v=WfF7Awy87UY
  9. 9. How When Where What Who Why Pitching Business
  10. 10. Who and Why Product: Hair Color
  11. 11. Activity #1
  12. 12. How When Where What Who Why I. This is Business
  13. 13. http://500.Co Source: http://www.geekwire.com/2012/dave-mcclure-startup-advice/ Need: •A hypothesis of the customer use case •Some visuals (maybe) •Some research into the potential monetization •Some research on outcome of a successful transaction or successful 12-month subscription •Mockup of the user experience •A set of events which are measurable based on conversion
  14. 14. Know: •Whether or not you can get that customer •Whether or not you can get to break-even in next 2 years •Something about customer acquisition costs •Something about customer revenue monetization http://500.Co Source: http://www.geekwire.com/2012/dave-mcclure-startup-advice/
  15. 15. How, When, Where • 1,2,3...1000 • € % • How much/often
  16. 16. How, When, Where •How big/small •How important •When does it happen •Where does it happen
  17. 17. How, When, Where •Connect emotionally •VC should be in the shoes of the buyer of your product or service
  18. 18. How, When, Where Validation We talked to 100 people who XXX and 80% of them do not have YYY. Of that 80%, 90% stated they need YYY every day at least once.
  19. 19. Presenting Data Source: http://www.virgin.com/richard-branson/top-10-back-of-an-envelope-start-up-ideas
  20. 20. Activity #2
  21. 21. Presenting Data -Sticky Notes -Index Cards -Tape, Scissors -Markers, Pens, Clips -Cut-up pieces of paper -Random ideas -Then cluster into groups
  22. 22. Presenting Data
  23. 23. •You are “in business” •You are doing something, for somebody, for some reason I. Pillar - Summary
  24. 24. 1. What’s missing 2. What should we change 3. What should we expand I. Pillar - Notes
  25. 25. II. Pillar Important Stuff First
  26. 26. “THEM” vs. You • It’s all about “THEM”, not about you • Give them what “THEY” need to stay interested • Do research on your VCs
  27. 27. Focus - VC Budget: €200 Time to Hire: 1 Hr Potential Firms: 2
  28. 28. Who Cares • Tell a story • Connect VC to the emotion • VC should “feel the pain/ be motivated” • Most important stuff first
  29. 29. Source: http://www.joshuahenderson.com/the-problem-with-all-the-standard-investor-pitch-advice-youve-heard/ How big of a return will I get? When will I get it? How likely am I that I will get it?
  30. 30. Who Cares • Facts, Numbers • Validation and Traction • 10 Slides, 10 Words • “Connect the dots”
  31. 31. Important Stuff Source: http://en.wikipedia.org/wiki/Inverted_pyramid Inverted Triangle Journalism
  32. 32. Important Stuff “Lead with traction,” Dave McClure 0 50 100 150 200 250 300 Jan Feb Mar Apr May Jun Reihe1
  33. 33. Example: Airbnb First Pitchdeck: Problem – Solution – Market Validation – Market Size – Product – Business Model – Market Adoption – Competition – Competitive Advantages – End www.airbnb.com Source: bestpitchdecks.com
  34. 34. Source: http://www.stephaniehay.com/a-startup-pitch-template/#.U3NMYfmSySp
  35. 35. What’s Important Education: prestigious university Experience: “big name” company Paying customers / Traction Beta product / Previous investors “Big name” mentors
  36. 36. Activity #3
  37. 37. Words of Wisdom Jared Scheel, Chief Product Officer https://populr.me Part 2: https://www.youtube.com/watch?v=zqbFmVEFVeM
  38. 38. Flow •Important stuff first •Fast, real facts •Keep the momentum
  39. 39. Ending End with a purpose - ASK for what you want as a next step
  40. 40. •Your important stuff first •Use inverted triangle •Connect the VC emotionally •End with the “ASK” II. Pillar - Summary
  41. 41. 1. What’s missing 2. What should we change 3. What should we expand II. Pillar - Notes
  42. 42. III. Pillar Be Credible
  43. 43. III. Pillar – Be Credible DE:Glaubwürdigkeit IT: credibilità, attendibilità ES:la credibilidad, el crédito FR:crédibilité
  44. 44. •Manage Emotions •Personal Attributes •Non-Verbal Signals III. Pillar – Be Credible
  45. 45. Managing Emotions Some reasons for anxiety/fear: •accepted by my audience •avoid losing something •prove my intelligence, power, status, courage etc.
  46. 46. Managing Emotions Best Solution Turn anxiety/fear into energy
  47. 47. III. Pillar – Be Credible Personal Attributes: self awareness, courage, truth, personal commitment
  48. 48. III. Pillar – Be Credible Energetic / Confident Goal: speak clearly and overcome objections with credibility Goal: create interest to talk more Goal: look for advice, tips, insights
  49. 49. III. Pillar – Be Credible Speak truth Don’t perform Be Yourself
  50. 50. Activity #4
  51. 51. Non-Verbal Signals • Tone of voice • Pace of words • Movement of body Solution: Make a self video of your presentation Tip: Use the energy
  52. 52. •Manage emotions •Expand personal attributes •Control non-verbal signals III. Pillar - Summary
  53. 53. 1. What’s missing 2. What should we change 3. What should we expand III. Pillar - Notes
  54. 54. 3 Pillars - Pitching I. This is business II. Important stuff first III. Be credible
  55. 55. Handout Link To download a copy of this presentation, please go to the official website of Creative Camps (www.ccalps.eu) ...or go directly to the link below for this download and more resources: http://bit.ly/QNmbZj
  56. 56. Pitching Dos and Don‘ts Thank You! www.stinsontraining.com

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