“Pitching is A                                               Science…But Closing                                          ...
RaymondHolliwell                                          Book: Working with The Law “Ask the farmer about his crops. He w...
1st Law                                                       The Law of                                                  ...
Pitch                                                          Get	  the	  capital	  using	  	  Science                   ...
The Art of     InfluenceClosing	  is	  a	  team	  sport	  	  Understanding	  the	  Scales	  of	  Influence	  	  Remember:	 ...
Scales of                                        Ask-Invite-or TellInfluence Higher	   Peer	    Lower	    Copyright	  2012...
Trust/                                           Nothing is moreRespect                                         powerful t...
Rapport is         an A.R.T.                                               Master the ability to          F.O.R.M         ...
Q&A                                     Chris J Snook                                     Email: chris@incubate.com       ...
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Pitching is a Science...Closing is an Art

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My Slidedeck for the Mentor session at Founders Institute San Diego on 9/20/2012
OVERVIEW: Pitching your startup ideas effectively is a crucial skill that will help you acquire financing, customers, partners, and top talent. In just three hours, the Startup Pitch Bootcamp will help you improve your pitching skills and recruit potential co-founders. This intensive, collaborative workshop begins with talks by leading startup Founders designed to help you understand the key ingredients of a successful pitch. Then, you can apply that learning and pitch to both experts and peers to receive constructive feedback in a relaxed setting. Join us for a fun evening!

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Pitching is a Science...Closing is an Art

  1. 1. “Pitching is A Science…But Closing is an Art” Startup  Pitch  Bootcamp:    9/20/2012     Chris  J  Snook;  Managing  Director  at  Incubate  Holdings   MENTOR SESSION #2Copyright  2012  Chris  J  Snook  
  2. 2. RaymondHolliwell Book: Working with The Law “Ask the farmer about his crops. He will tell you hisproblem is not scarcity, but oversupply…The supply is greater than demand, and demand is determined by man’s own thinking…If your need is supply then your religion must be the same…to usethe law you must think supply, talk supply, and live supply with every thought.”~© 1964 Copyright  2012  Chris  J  Snook  
  3. 3. 1st Law The Law of Compensation   Key  Fact:  There  are  only  1) The Need two  ways  to  make  money   (You  must  think  like  an   Will  we   investor  when  pitching-­‐Its   ever  2) Your Ability about  them  not  you!!!!!)   raise  (Much gathers More..) 1)  You  at  work   enough   2)  Money  at  work   money?  3) Your Replace-ability(Investor Opportunity Cost andComfort Zone) Copyright  2012  Chris  J  Snook  
  4. 4. Pitch Get  the  capital  using    Science S.I.M.P.L.E.  M.A.T.H.     Short  &  Tangible   InteresQng     Management  Experience   Problem  &  Pain   Leverage  &  Scale   Enthusiasm     Market  (Make  one  or  Take  one)   Advantage  (Team,  I.P.,  Speed,  Balls,  etc)   TacQcs  and  the  ability  to  execute  under  pressure   Humble     Copyright  2012  Chris  J  Snook  
  5. 5. The Art of InfluenceClosing  is  a  team  sport    Understanding  the  Scales  of  Influence    Remember:  95%  of  people  can  gather  interest  5%  of  people  can  take  checks    Triangulate  the  third  party  with   Source:  www.theispot.com  Trust/Respect    Master  the  art  of  F.O.R.M.     Copyright  2012  Chris  J  Snook  
  6. 6. Scales of Ask-Invite-or TellInfluence Higher   Peer   Lower   Copyright  2012  Chris  J  Snook  
  7. 7. Trust/ Nothing is moreRespect powerful than Third Party Edification Expert   You   Prospect   Copyright  2012  Chris  J  Snook  
  8. 8. Rapport is an A.R.T. Master the ability to F.O.R.M build bridges with peopleApproach  Respect  &  Recipricate  Take  Control  by  Giving  it  away  Family  (Where  from,  etc)  OccupaQon  (What  they  do,  how  they  feel  about  it,  what  they  like,  dislike)  RecreaQon  (Hobbies,  teams,  fun)  MoQvaQon  (What  makes  them  ‘move’-­‐What  they  want  to  gain  or  preserve)   TIP:  Drink  in  lot’s  of   A.L.E.  with  them  to   win  em  over!     Copyright  2012  Chris  J  Snook  
  9. 9. Q&A Chris J Snook Email: chris@incubate.com Office: 760.501.0439 Copyright  2012  Chris  J  Snook  

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