The document provides tips for delivering an effective startup pitch. It advises treating the pitch like a performance, not a presentation. Some key tips include writing a script instead of freestyling, using visual aids like graphs and videos to let the screen do the talking, practicing and refining the pitch through many iterations, thoroughly researching the audience in advance, and maintaining confident body language during the delivery. The overall message is to whip your startup pitch into shape through preparation and practice.

1. DELIVER A KILLER PITCH
Ian Jeffrey | Vice President of Product Marketing, PasswordBox
June 2014
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2. The Pitch Is NOT A Presentation
It’s a performance.
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3. Objective For Today
variety of small tips
when put together
make a HUGE difference!
( some of these you know already )
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4. Common Mistakes
You don’t know your audience
You pitch everyone you meet
You say “We’re the X for Y”
You have all the answers
You’re too eager
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5. Title Text
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6. Pitch. Listen. Learn. Repeat.
‣You have (only) 90 seconds.
‣A/B test your elevator pitch.
‣Look for the "Ah, ha!" moment.
‣Record whatever you just said
and insert into your pitch next
time.
‣You're the expert, but don’t be
defensive.
The more you do it, the better the story gets.
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7. Write A Script. Don't Freestyle.
‣Every word costs you $1,000
‣Speak in sharp and concise
sentences.
‣Get to the point. Fast!
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!
‣Say your brand name as often as
possible rather than “we”.
‣Don’t ask the audience
questions.
‣Use Excel.

8. Whip your startup into shape

9. Write A Script. Don't Freestyle.
‣Speak in short, sharp and
concise sentences.
‣Get to the point. Fast!
‣Every word costs you $1,000.
‣Say your brand name as often as
possible rather than “we”.
‣Don’t ask the audience
questions.
The script guarantees you cover the key points.
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10. Preach. Don't sell.
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‣Slow down to make a point.
‣Speak faster to show
momentum.
‣ Insert pauses and repeat to
emphasize points.
‣Sales are 80% emotions - 20%
logic
‣Be assertive!
‣ Don’t say things like “We think we can be
number 1.”
Confidence instils trust...

11. Show. Don't Tell.
‣Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer
‣Let the screen do the talking.
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12. Progress so far
Transit App
-We started by launching in 3 cities across North
America
-Montreal, Toronto & Québec
-We added 40 additional cities in the last 12
months
-New York City, Mexico City, Paris, Chicago, Philadelphia, Los
Angeles, San Francisco, Boston, Vancouver, Washington,
Ottawa, Atlanta, Seattle, Miami & Baltimore
http://www.flickr.com/photos/aganderson/6221646727/ @thetransitapp

13. Montréal
Toronto
Québec

14. Montréal
Toronto
Québec
New York City
Mexico City
Paris
Chicago
Philadelphia
Los Angeles
San Francisco
Boston
Vancouver
Washington
Ottawa
Atlanta
Seattle
Miami
Baltimore
and 25 more

16. Show. Don't Tell.
‣Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer
‣Let the screen do the talking.
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!
!
!
!
‣Fewer words is always better.

17. ★ ★ ★ ★ ★
1,000+ 5-star reviews

18. Show. Don't Tell.
‣Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer
‣Let the screen do the talking.
‣Fewer ! words is always better.
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!
!
!
!
!
!
!
!
!
‣Demo the product with video.

19. Show. Don't Tell.
‣Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer.
‣Let the screen do the talking.
WHIP YOUR STARTUP INTO SHAPE
!
‣Fewer words is always better.
‣Demo the product with video.
!
!
!
!
!
!
!
!
!
!
‣Use devices when showing
screenshots.

21. Show. Don't Tell.
‣Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer.
‣Let the screen do the talking.
WHIP YOUR STARTUP INTO SHAPE
!
‣Fewer words is always better.
‣Demo the product with video.
!
!
!
!
!
!
!
!
!
!
‣Use devices when showing
screenshots.
The screen supports what you say.
( not the other way around )

22. Use Animations Wisely.
‣Good animations illustrate what you say.
‣Bad animations make you look like an amateur.
Animations tell the story
for you.
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23. Print. Edit. Rework. Repeat.
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The storyboard
helps you
illustrate your
story.

24. Know Your Audience.
‣They aren't clueless. Understand
what they know and don't know.
‣Research their past investments
(partnerships or
competitiveness).
‣Prepare an investor data sheet.
‣ all contact information, investment, last
contact, your rating, etc.
‣Anticipate questions. Use backup
slides.
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25. Whip your startup into shape

26. Know Your Audience.
‣They aren't clueless. Understand
what they know and don't know.
‣Research their past investments
(partnerships or
competitiveness).
‣Prepare an investor data sheet.
‣ all contact information, investment, last
contact, your rating, etc.
‣Anticipate questions. Use backup
slides.
You can never be over prepared.
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27. Get In The Zone.
‣Nothing in your pockets!
‣Stand straight on two feet.
‣Keep your hands out of your
pocket.
‣Hold the clicker steady in one
hand.
!
‣Stand on the left side of the
screen.
‣Never look at the screen behind
you.
‣Don’t say “sorry.” Just move on.
Body language often says more than words.
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28. And Remember...
The Pitch is a performance.
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