BOOST YOUR PITCH
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This document provides tips for improving pitches and presentations. It discusses key components of effective pitches such as telling a story, clearly explaining the problem and solution, market opportunities, competition, business models, fundraising needs, and keeping content concise. Examples are provided of winning startup elevator pitches that demonstrate these components. The document also addresses common mistakes in pitches and gives exercises for groups to practice developing and delivering 1-minute pitches.
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BOOST YOUR PITCH
- 1. BOOST YOUR PITCH (AND MAKE THE MOST OF YOUR STARTUP)
- 2. A REFLECTION o Think of a presentation you really liked. This presentation was...
- 3. Good presentations are • Emotional • Novel • Memorable (Gallo, 2014)
- 4. Is this true? Discuss in pairs Communication is... (Mehrabian, 1967)
- 5. It is a MYTH! Campaign to “Stop the Mehrabian Myth” (Mitchell, 2009)
- 6. A successful presentation is a combination of: great content adequate delivery
- 7. The student is supposed to introduce himself using as few words as possible.
- 8. Discuss in pairs: How good was it? Why?
- 9. Professor: ... you are judged by the words you choose and how you use them. Therefore, you are how you speak... “
- 10. Words matter Do’s Clarity Word Choice Dont’s Word repetition Too much technical jargon
- 11. And language matters The most common mistakes Brazilians make when speaking English. Can you correct them?
- 12. 1. People is meeting after work. 2. What is the exchange rate ? (‘r’ pronounced as ‘h’) 3. I have 29 years. 4. We need to take a decision right now. 5. There is no doubt (mispronounced) this project is great!
- 13. 6. We pretend to solve problems more efficiently. 7. Thanks God the project was approved. 8. I lost my flight to New York. 9. I wronged the question.
- 14. Some common mistakes in pitches. Do you make them? 1. Pronunciation of ‘entrepreneur’ / n.tr .pr n /ˌɑː ə əˈ ɝː 2. I’d like to thank you our directors ... I’d like to thank our directors... 3. Pronunciation of ‘Brazil’ /br z l/əˈ ɪ 4. How many time do you pretend to stay in the company? How long do you intend to stay in the company? 5. I’m going to show you how do we do that. I’m going to show you how we do that.
- 15. Discuss in pairs: What are the key components of a pitch?
- 16. Now you are going to watch three winner elevator pitches. Try to identify some of the key components that they bring.
- 17. CupAd
- 18. MissApp
- 19. TravelBlender
- 20. Tagline/Slogan
- 22. “MissApp is designed for women, because women like technology too.” “TravelBlender: make friends, go places.” “We put your brand, in their hand” (CupAd)
- 23. Market Opportunities “...25 thousand cups like this.. they don’t have the economics scale to put their own brand on the cup.” (CupAd) “... 10 million female Iphone users who have shown interest in the app market, but there are two problems...” (MissApp) “68% of adults, 30-44, who go on vacation each year” (TravelBlender)
- 24. Value Proposition We help X do Y by doing Z. X = Who Y = What Z = How (Blank, 2011)
- 25. We can connect with this dissatisfied and undertarget market to bring very tailored apps specific for women. (MissApp) “ “
- 26. Competition No major travel provider addresses the social aspect of travel: not Orbitz, not Expedia, not Travelocity. (TravelBlender) “ “
- 27. Business Model ...we get the advertisers to pay for the cup and give them to the coffee shops for free. We get 13 cents for each cup we distribute. It is possible to make US$ 1 million per month. (CupAd) “
- 28. Who we are pictures short bio of each founder or team member
- 29. Fund Raising “With a 50-thousand dollar investiment, TravelBlender can be cash-flow positive in sixteen months.” (TravelBlender) “We are seeking a 100- thousand investment for 25% stake in equity.” (MissApp)
- 30. Groupwork o Groups 1 and 4 Tell the story of the founder of a company o Groups 2 and 5 Tell what inspired the creation of a business o Groups 3 and 6 Share what a brand means
- 31. Storytelling Storytelling is telling a story, but not any story.
- 32. C – Characters C – Conflict S – Struggle G – Goal
- 34. The Pitch Deck/Pitch Slide Deck o Content light o Less than 10 words per page o Single word bullets o Show graphics, charts, screenshots (Business Insider: August, 2013)
- 40. Let’s practice! Groupwork Create, in groups, a 1-minute pitch about any company or product. Select one member to deliver it to the rest of the audience.
- 41. Adas, Eduardo; Galvão, Joni. Super Apresentações: como vender ideias e conquistar audiências. Panda Books, 2011. Blank, Steve. The four steps to the Epiphany. K&S Ranch, 2013. Gallo, Carmine. Talk like TED: the 9 public speaking secrets of the world’s top minds. St Martin’s Press, 2014. Gold, Nathan. How to captivate any audience. Prezi Presentation, 2014. http://www.englishadvantage.us/articles/TopTen/Top_Te n_Common_Mistakes_Portuguese_Speakers_Make.php http://ducttapemarketingconsultant.com/storytelling- ideas-examples-inspire-story/ http://www.speakingaboutpresenting.com/presentation- myths/mehrabian-nonverbal-communication-research/ References
Editor's Notes
- WRITE ONE ADJECTIVE TO DESCRIBE THIS PRESENTATION
- The Mehrabian Myth puts unwarranted pressure on people who are nervous about speaking. They’ve been led to believe that their delivery can make or break their presentation. This is just not true. If they prepare well-organized valuable content and deliver it at least adequately they are likely to get their message across. The Mehrabian Myth leads some “wing-it” presenters to under-prepare their content under the misapprehension that so long as they can deliver with energy and dynamism they’ll get their message across. Again, not so.
- Problems mainly in language... As he couldn’t speak, even if he could create empathy, no language, no delivery
- Do you agree?
- Can you have great content with wrong words? Are there words that you have problems with? If, so, look in the thesaurus Are there any words that do not express the exact intented meaning Avoid repeating words, such as ‘good’ Make sure your pitch does not bring Too much technical jargon and words that do not hold meaning to the audience
- Problems mainly in language... As he couldn’t speak, even if he could create empathy, no language, no delivery
- Apple – Think different
- List why this is the time for your product to succeed Macro trends, technology
- How do you plan to solve it? Description of the product including key differentials/insights
- Do you agree?
- Short and long term plans to make money - ho pays you, your channels of distribution and your gross margins.
- torytelling is telling a story, but not any story. The story of your business in a way that makes it relevant to your target audience. A good story inspires and generates emotions, creating a powerful relationship with potential customers that goes beyond functional benefits of the product or service you sell. And this may be just what your business needs to achieve your prospects’ preference. Of course, a good story will not make a lousy product work, but on the same conditions, a good story generates confidence and appreciation that ultimately generates an advantage versus competitors. A customer will prefer a product, service or company that admires or the one he/she identifies with. Now, how to merge the art of storytelling with your business, and how to make it interesting enough? Here are some alternatives of how you can approach your own story and create empathy on your prospects and customers. Focus on the one that applies to your own business or type of story.
- Usually the main character is the protagonist — the person driving the action — often yourself. Usually the protagonist encounters and antagonist — someone or something that forces the protagonist to overcome a challenge. Often the antagonist is the more interesting character even if the antagonist is the one acting more. When you have believable, detailed characters with a conflict, people want to hear how the protagonist resolves the conflict — that is, the struggle and the goal. If you have vivid characters and a believable conflict, even a poor job recounting the struggle and of attaining the goal will keep people hooked.
- A good story: Inspires generates emotions creates a powerful relationship with potential