1. How to pitch?!
Don’t sell:
Create interest or make
friends!
Geschäftsmann 2.0
CC BY 3.0

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Agenda
Today:
1. Intro
2. Pitching basics and tools
3. Prep work
4. pitching within the group
5. selected pitches in front of the audience
6. wrapup, conclusions, takehomes, home work
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6 P’s* of a Pitch
1. Position
2. Problem
3. Projection
4. Proposal
5. Proof
6. Project (can and should vary)
* By Daniel Priestley

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Pitch
1. Position – I‘m George, I‘m a fitness instructor an I‘ve worked with people who use
gyms for the last 12 years
2. Problem – After working with so many people I noticed how very skinny men
consistently struggle to bulk up and put on muscle
3. Projection – „When a person is working out every other day and he still isn‘t
getting results his confidence suffers and it can be demotivating in all areas of life
4. Proposal – I have a diet and work-out plan designed especially for skinny Men
aged 25-35 who want to bulk up with muscle
5. Proof – I‘ve worked with 35 people now and all of them added over 4kg of muscle
in three months which is more than enough to show a vicible transformation. I
have had this independently verified by one of the USs top sports scientists
6. Project - Now, I‘m looking for a joint venture partner who can market this method
to gym‘s and personal trainers.
Thanks to Daniel Priestley

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How to build a pitch?
Three steps - that’s how I do it:
1. I write some Keywords for every ‘P’:
1. Position  Build trust and competence
2. Problem  Can contain “Your personal Why”
3. Projection  The Future, can contain an Idea of your “BHAG”
4. Proposal  In core it’s the Business Model
5. Proof  Proof
6. Project  Prepare multiple projects, because this can vary (Distribution, Sourcing, Employees, Funding, etc)
2. I write the whole thing down
3. When done, I start to shorten, if I have more text than on Slide 4 “My Pitch – Eiger Care”,
I’m definitively too long.
– Taking of irrelevant content
– Less precise
– Less detailed
4. Practice, practice, practice (and memorize the rhythm of of your speech = speed = time)

6. geschaeftsmann20.com
Agenda
Today:
1. Intro
2. Pitching basics and tools
3. Prep work
4. pitching within the group
5. selected pitches in front of the audience
6. wrapup, conclusions, takehomes, home work
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Think!
• What matters most while pitching?
http://www.eoswitzerland.com/das-auftreten-ist-wichtiger-als-der-inhalt-medientraining-fur-unternehmer-eo-bei-farner-pr/ Source Farner PR

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Think!
There are a lot of tools - But a fool with a tool is still a
fool! So think:
– Who‘s the audience? What is the goal of the pitch?
• Pitching for interest
• Pitching to show your value proposition
• Pitching for explaining your business
• Funding
– It‘s always about people: Do you pitch a VC from San
Francisco the same way as a private equity banker from
Frankfurt ?

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Think!
1. Numbers tell, Stories sell (see last slide)
2. Decisions are done based on emotions
3. The Decision Area for our brain has not capability for
Language (Your personal Why, see last slide)
4. My experience shows that most business models and pitches
lack a great Value Proposition!
5. B2B – Pitching: Every Customer Job equals a VP equals a Pitch

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Think: Other ways to pitch
Did you know that doing work-outs, especially skinny young men consistently struggle
to bulk up on muscle? Did you know that the lack of this kind of results can demotivate
them in all areas of life and did you know that this is one of the major reasons why
people give up their work outs?
Imagine if othey would see quickly visible results and imagine if they would get more
than 4 kg of muscle only in three months!
If you’re looking for something like that stop looking. In the 12 years I’m in business I
developed a diet and work-out plan designed for skinny Men aged 25-35 . Do you
wanna know more?
3 times: Did you know..
2 times: Imagine…
1 time: You can stop looking for, we have it
Stop (if you want to know more…)
Thanks to Sam Horn

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Next steps and home work (if you haven‘t already done so)
Streamline or improve your pitch to your
– BHAG
http://en.wikipedia.org/wiki/Big_Hairy_Audacious_Goal
– Value Proposition
– Your Why
Just buy the VPD Book!
– Or modify it with a better story
https://www.youtube.com/watch?v=qp0HIF3SfI4
https://www.youtube.com/watch?v=Hzgzim5m7oU

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Questions?
Thank you!
mailto:palo@stacho.ch
http://www.geschaeftsmann20.com