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Mastering the Pitch
This document provides tips and lessons for pitching ideas to investors or clients. It is divided into multiple sections that discuss preparing for a pitch, understanding the audience and decision makers, creating a compelling presentation, and delivering a strong conclusion. The key lessons are to over-prepare by practicing the pitch as a team and answering anticipated questions, understand how the client buys and who is involved in the decision, influence different decision makers like those in pain or with money, build an organized presentation using visuals to supplement speaking points, and provide a clear call to action in the conclusion.
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Mastering the Pitch
- 1. MASTERING THE PITCH LESSONSFROM BOTH SIDES OF THE TABLE JUSTIN DAVIES emergination
- 2. TWO PARTS PITCH PLUSGETTING TO PITCH emergination
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- 4. TOUGH CROWD!!! emergination
- 5. CEBIT TECHRAMP 7 PITCHES,7 MINUTES emergination
- 6. MY MUST DO’STHAT 90% OF PEOPLE WON’T DO OVER PREPARE PRACTICE THE PRESENTATION TOGETHER AS A TEAM BRAINSTORM ALL OF THE QUESTIONS YOU MIGHT ASK DETERMINE WHO ANSWERS THEM - CHANNEL THE FLOW, INVOLVE EVERYONE HAVE YOUR NOTES TO HAND WARM UP YOUR VOICE TRY TO ENJOY IT TAKE THEM ON THE JOURNEY emergination
- 7. SIMPLE THINGS THATDRIVE PEOPLE INSANE RATTLING KEYS MOVING AROUND INCESSANTLY WAVING HANDS NOT ENGAGING EYE CONTACT MONOTONE NOT ANSWERING THE BRIEF emergination
- 8. MOST INVESTORS ARE CONSIDERED NOTAGGRESSIVE emergination
- 9. STORIES ARE REMEMBERED emergination
- 10. THE 5 KEYS 1. KNOW YOUR PRODUCT AND WHY IT IS BEST FOR YOUR CLIENT 2. UNDERSTAND HOW YOUR CLIENT BUYS - AND WHO IS INVOLVED 3. INFLUENCE THE DECISION MAKERS 4. BUILD THE COMPELLING PRESENTATION AND OVER PRACTICE 5. CREATING THE COMPELLING CONCLUSION LET’S LOOK AT AN EXAMPLE SELLING ENTERPRISE SOFTWARE... emergination
- 11. KEY 1: DESIRECREATES THE POWER ! DEVELOP THE COMPELLING PROPOSITION AND VISION • FEATURES, ADVANTAGE AND BENEFITS • ANALYSE YOUR MARKET • ANSWER THE QUESTION… “WHY IS YOUR SOLUTION THE BEST SOLUTION?” ….IN A SINGLE SENTENCE emergination
- 12. KEY 2: UNDERSTANDHOW YOUR CLIENT BUYS ARE THERE PURCHASING THRESHOLDS EG. >$100K = TENDER.. IF VENTURE CAPITAL - NOTHING WILL ANNOY A VC MORE THAN SOMEONE WHO HASN’T BOTHERED TO CHECK OUT THEIR INVESTMENT CRITERIA IS A PROOF OF CONCEPT A GOOD WAY TO START (MAY BE PAID FOR…). CUSTOMERS BEFORE YOU REQUIRE CAPITAL IS BEST IF AT ALL POSSIBLE IS A BUSINESS CASE REQUIRED? WHO WILL DRIVE PROCUREMENT? WHO WILL BE INVOLVED IN THE DECISION? emergination
- 13. KEY 3: INFLUENCETHE DECISION MAKER’S THINKING FRIENDLY EAR – GIVES YOU THE INSIDE INFORMATION DECISION MAKERS: • THE PERSON IN PAIN • THE PERSON IN POWER • THE PERSON WITH MONEY • THE TECHNICAL ADVISOR THEY COMPRISE THE DECISION COMMITTEE emergination
- 14. THE PERSON INPAIN • PERSON IMPACTED BY THE TECHNOLOGY • EXPLAIN THE IMPACTS • SHOW THE PRODUCT IN ACTION - PREFERABLY HAVE A CLIENT SHOW THEM • MAKE THE INTANGIBLE TANGIBLE emergination
- 15. THE PERSON INPOWER WILL HAVE MORE STRATEGIC PERSPECTIVE WILL ALSO HAVE A GOOD SENSE OF HOW TO MAKE THIS WORK AND POTENTIAL PITFALLS YOU MAY NOT MEET THEM UNTIL YOUR FINAL PITCH YOU CAN ONLY BUILD RAPPORT DURING THE PRESENTATION THEY ASSESS WHETHER THEIR “PERSON IN PAIN” TRUSTS YOU emergination
- 16. TECHNICAL ADVISOR • LOOKS FOR TRAPS • RARELY HAS POWER TO SAY YES • DEFINITELY HAS POWER TO SAY NO • NEEDS TO UNDERSTAND TECHNICAL ENVIRONMENT FIT, BUSINESS RISKS, AND SUPPORT REQUIREMENTS • SOMETIMES HAS VESTED INTERESTS • THE TURKEY NEVER EVER INVITES PEOPLE TO THANKSGIVING emergination
- 17. THE PERSON WITHMONEY • RETURN ON INVESTMENT (ROI) CRITICAL • MAY USE UNIQUE MEASURE OR SERIES OF MEASURES TO WORK THIS OUT • NEEDS TO UNDERSTAND ASSUMPTIONS UPON WHICH YOU BASE YOUR FIGURES • INTANGIBLES ARE OFTEN CONSIDERED WORTHLESS IN A BUSINESS CASE emergination
- 18. KEY 4: BUILDINGTHE COMPELLING PRESENTATION • TELL THEM WHAT YOU ARE GOING TO TELL THEM – BRIEF SUMMARY OF BENEFITS – AGENDA – TIMING • TELL THEM • TELL THEM WHAT YOU TOLD THEM – BRIEF SUMMARY – RECAP THE MOST COMPELLING POINTS – WHAT SPECIFICALLY DO YOU WANT THEM TO DO NEXT? emergination
- 19. USING PRESENTATION TOOLS INEXPERIENCEDPRESENTERS OFTEN RELY TOO MUCH ON THEIR PRESENTATION SOFTWARE SUCH AS POWERPOINT. THEY STAND AND READ THEIR SLIDES, WITH THEIR BACKS TO YOU, AND FORGET THEIR HEAD IS NOT MADE OF GLASS. PEOPLE READ AT AROUND 300 TO 400 WORDS PER MINUTE ON AVERAGE. A GOOD SPEED FOR A PRESENTER TO TALK IS 120 WORDS PER MINUTE. THEREFORE ON AVERAGE YOUR AUDIENCE CAN READ THREE TIMES FASTER THAN YOU CAN SPEAK. THIS MEANS BY NOW YOU WILL HAVE READ TO THE BOTTOM OF THIS SLIDE AND ARE WAITING FOR ME TO HURRY UP AND FINISH READING IT. YOU ARE ALSO QUITE WORRIED THAT THE REST OF THE PRESENTATION IS GOING TO GO LIKE THIS. A BETTER WAY IS TO TALK ABOUT THE ISSUES THAT EACH SLIDE ADDRESSES AND USE THE SLIDE TO BRING TOGETHER A SUMMARY OF THE KEY POINTS. YOU MIGHT BE SIMPLY ADDRESSING EACH POINT IN MORE DEPTH THAN YOU HAVE ON THE SLIDE. IF YOU ILLUSTRATE A CONCEPT WITH A DIAGRAM SO MUCH THE BETTER. emergination
- 20. DEALING WITH QUESTIONS •HOLD THEM UNTIL THE END • IF THEY INSIST, ACKNOWLEDGE THE ISSUE, WRITE THE QUESTION DOWN AND ASK IF YOU CAN HOLD IT TO THE END • IF THEY REALLY INSIST, STOP AND DEAL WITH IT emergination
- 21. OVER PRACTICE SUCCESS BEFOREWORK ONLY OCCURS IN THE DICTIONARY PRACTICE YOUR PRESENTATION, HANDOVERS BETWEEN SPEAKERS, ANSWERING QUESTIONS, ROLE PLAYING VIDEO IT PRACTICE NEGOTIATING TO A DEAL - AND HAVE MORE THAN ONE IN MIND. PREPARATION GIVES YOU THE FLEXIBILITY... emergination
- 22. KEY 5: COMPELLINGCONCLUSION • THE KEY, MOST IMPORTANT BENEFITS • ALIGN TO CORPORATE STRATEGY - BIG OBJECTIVES • MAKE REFERENCE POINTS FOR EACH BUYER • SUMMARISE ROI • CALL TO ACTION • WHY THIS • WHY YOU • WHY NOW • NEXT STEP emergination
- 23. “ COURAGE ISTHE CAPACITY TO CONFRONT WHAT CAN BE IMAGINED….” LEO ROSTEN THANK YOU - AND GO GET ‘EM!!! emergination
- 24. EMERGINATION WE SHOW YOUWHICH WAY