The document provides guidelines on crafting a compelling value proposition, emphasizing the importance of clarity, credibility, and differentiation. It suggests starting with the problem, telling a story, and engaging the audience to effectively communicate a startup's unique benefits. Various models and alternative approaches for delivering impactful pitches are discussed, aimed at improving engagement in various contexts such as pitching to investors and recruiting employees.

1. GETTING
TO
Bill Reichert ž Managing Director ž Garage Technology Ventures
Crafting a
Compelling
Summary
of Your Value
Proposition

2. You have 20
seconds . . .
Or go home.
To be
COMPELLING !!

3. Human Anatomy 101

4. 4
An effective communicator
engages three body parts:

5. 5
The head

6. 6
The heart

7. 7
The gut

8. 8
Which is most important?

10. ”CoolCo is a dynamic startup company
that has developed a revolutionary
technology that is going to disrupt our
$56 billion industry. Our team has over
45 years of combined experience, and we
have three patents pending. We project
that our curve-jumping, paradigm-
shifting solution will blah blah blah . . .“

11. “We use a 2048 Diffie-Hellman
key exchange and 256 bit triple
DES to provide impenetrable
encryption for IoT devices.”

12. Huh ??

13. YOU

15. Ignore the Pitch Coach Wisdom:
“Start with the problem”
“Tell a story”
“Show a big market”
“Here’s the perfect template”
[ These will not get you to Wow! ]

16. BE CLEAR
What do you do?
BE CREDIBLE
Can we believe you?
BE COMPELLING
How much better are you?
How are you different?

17. When do you need to Wow?
Pitching to investors
Talking to customers
Schmoozing at events
Posting updates
Recruiting employees
Looking for strategic partners
Sending out emails
On your website
Leaving voice mails
Press releases, marketing materials
Team training
ALL THE TIME!

18. Model for crafting your WOW!
1
DESCRIPTION
What do you do better than
anyone?

19. Model for crafting your WOW!
2
BENEFIT
What compelling benefit do you
offer to whom?

20. Model for crafting your WOW!
3
DIFFERENTIATION
How are you different?

21. Model for crafting your WOW!
1 2
3
DESCRIPTION
What do you do better than
anyone?

22. G E T T I N G T O W O W
A LT E R N AT I V E A P P R O A C H E SALTERNATIVE APPROACHES

23. T e l l a S T O R Y
P a i n t a P I C T U R E
Imagine if . . .

25. Drop a really big name

31. E N G A G I N G P R E S E N TAT I O N S T H AT T E L L S TO R I E S W I T H O U T C O M E S
P O W E R P O I N T P R E Z I F I L M V I D E O T R A N S M E D I A

32. The Art of Startup
Finance
Online course at
Kauffman Founders
School
Resources for Entrepreneurs
http://www.entrepreneurship.org/Founders-School/The-Art-of-Startup-Finance.aspx

33. The Art of the Start
Online course at
Skillshare.com
Resources for Entrepreneurs

34. For questions, comments, or slides
reichert@garage.com
@billreichert
R E S O U R C E S F O R
E N T R E P R E N E U R S .
Garage website:
http://www.garage.com
w w w. g a r a g e . c o m