Body Language - by David Cristina

1. Millions of pitches,
pitches for free.

2. David Cristina
I’m here to help with your pitches. Hopefully.
david.cristina@portugalventures.pt
Twitter: @davidzcristina
Hi!

3. “
“There is no bigger drive than
knowing something that
everyone else does not”
- Me (just now)

4. First of all.0

5. 89,526,124$That’s a lot of money
100%Total success!
185,244 usersAnd a lot of users

6. 89,526,124Whoa! That’s a big number, aren’t you proud?

7. Your presentation
may still suck.

8. What we think we
know.
But really don’t.
1

9. Common misconceptions about
pitching to investors:
◉There is only one right way to present.
◉It’s only about information.
◉Investors will decide based on your pitch.
◉It’s about convincing investors to fund you.

10. “
What is a pitch?

11. Pitches are Stories.
They must engage you emotionally, have an arch
and goshdarnit they must have a point.

12. Pitches have a
shared structure.
Which is pretty straightfoward. But people get it wrong.
2

13. Pitch Basic Structure:
◉Short Context.
◉Team (could be moved to ending).
◉Problem (hint at market).
◉Solution (Value Proposition).

14. Value Proposition:
Know it, understand it and convey
it. Have it be crystal clear in our
head. Presentations are great tools
to clarify this.

15. Pitch Basic Structure:
◉Short Context.
◉Team (could be moved to ending).
◉Problem (hint at market).
◉Solution (Value Proposition).
◉Tech/product (IP, know-how).
◉Market.
◉Go-to-Market Plan.
◉Development plan + Ask.
◉Financial Projections (for a good laugh).

16. Different pitches
for different folks.
Tailor your pitch to your audience. Do it.
3

17. Know your audience:
◉Death by Powerpoint (good for graphs and
numbers).
◉Everything on slide will be read. Banana.
◉Test presentation without slides.
◉Know your audience. In real-time.
◉Three main presentation settings: Pitch,
Discussion and Social Setting

18. Tailor pitch to situation
Pitch
◉ Be clear and
concise.
◉ Stand up.
◉ Time constrained.
◉ Leave them
wanting to know
more.
Discussion
◉ Be clear and
concise.
◉ Sit down.
◉ Take your time.
◉ Make sure they
know everything.
Social settings
◉ Be clear and
concise.
◉ Not with your
mouth full.
◉ Keep it short.
◉ Never sell.
Always sell.
◉ Know who you
are talking to.

19. Prepare it well.
If it was good, it was not improvised.
4

20. Preparation has method.
◉What do you want to get out of it?
◉Brainstorm.
◉Structure.
◉Make slides.
◉Write down key sentences.
◉Rehearse out loud.

21. Questions are half
the battle.
Think on your feet.
5

22. Tips for a good discussion.
◉Do not be defensive. Be patient.
◉Disagree often. Only once per issue.
◉Listen. Take it in.
◉Only answer questions you understood.
◉When you don’t know, state it.

23. Easy tricks to
presenting expertly.
There are no easy tricks to presenting expertly.
6

24. Pitching is a lot like doing
standup.
◉Sets, Bits, Jokes and Punchlines.
◉Never memorize all your presentation.
Always memorize some of it.
◉Know what you want to say at each
slide/moment.
◉Use pauses for intensity.

25. Primer on body
language.
What the heck should I do with my hands?
7

26. If it feels unconfortable you are
doing it right:
◉Keep an open posture.
◉Arms are not to be crossed.
◉Look at specific spots.
◉Legs well balanced, walk with purpose.
◉Project voice, love the microphone.

27. How to stop being
nervous.
It’s not about you. It’s about them.
8

28. Nervous? Good.
That means you’re human. Everyone gets
nervous before a presentation.

29. Get out of your head:
◉Focus on the task, with purpose.
◉The presentation is external to you.
◉Do. Don’t think.
◉This is a conversation, not a presentation.

30. Mantra of Zen-ness:
Tell them your thing. You have to
believe in it. Which means it’s clear
in your mind. So you thought about
it. Which means you may know
something that no one else
knows. Fight to the death to get it
out there.

31. Any questions ?
Find me at:
david.cristina@portugalventures.pt
Twitter: @davidzcristina
Thanks!