The pitch - what they don´t tell you
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Presented at the LisbonBIGApps for the 15 finalists as we prepared them for the final pitch. There is a lot of luck, but mostly empathy plays a large role in the decision - empathy created with the judges, this assuming your idea doesn't suck.
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The pitch - what they don´t tell you
- 1. THE PITCH
- 3. 1. Elevator Standard Structure Pitch 2. Problem 3. Solution 4. Market Size 5. Business Model 6. Competition 7. Go-To-Market Strategy/Marketing Plan 8. Team 9. Traction/Projections 10.Needs standard pitch
- 4. Lisbon BIG Apps - criteria
- 5. Standard Structure • • • • • • The Team Quality of the idea Value & Use of the BIG idea to the city Business model Feasibility Data Sets
- 7. the jury
- 8. • What is the problem you're solving? • Who is this for? Who's the customer? • How are you going to market it? How are you going to sell it? • What makes this unique or defensible? Can I copy it? Does it stand out? Is it interesting in some way? • What’s the market opportunity? Can you see a clear way to go to market? the restaurant
- 9. kick off
- 10. myth of the story…
- 11. still a story…
- 12. BOOM!
- 13. • • • • • • NO hype NO marketing NO hard sell NO buzz NO viral NO stealth In other words… NO BULLSHIT!
- 15. The power of the asterisk* * third party validation
- 16. 3 or 5 minutes?
- 20. final thoughts
- 21. “The idea was ok, but I really liked those guys…” VC
- 25. now pray… NUNO MACHADO LOPES +351 916 863 479 nuno.lopes@ig-marketing.com www.nunomachadolopes.com
Notas do Editor
- Noonecapcble of judging – why? Just look at the extremely low probability of success of startups3 minutes impossible task
- fundamental – start – finish – middle recoverable
- Boom – start clearly – who are you – this will set the pace for the rest – you will lose or keep the jury here – practice is your only friend – practice, practice, practice – this is why pole position is so important – the start gives you a clear advantage
- Everyone always says to tell a story BUT Anyone here a great story teller? Are you always THE person turning your normal experiences in funny and enticing stories? How many have stories in their pitches? Joãoque….YOU DO NOT HAVE TIME TO CREATE EMPATHY WITH A STORY
- Boom – direct
- No multi billion dollar markets or opportunities – silly and brings little comfortNaotemosgrandecapacidadeparainterpretarestesgrandesnumeros
- Lock it down – any number or conclusion – asterisk usually stops people from asking where you got the numbers from – validation – don’t waste precious time justifying your facts or even opinions
- Lock down your presentaton, have clear and precise answers, don’t hesitate, don’t waste time and use the 2 minutes of questions as an extension of your 3 minutes 3+2= 5 voilá
- Challenge for most of you – English is not your first language – don’t make it work against you – speak clearly and slowly
- If you want to use hard words to pronunciate – write them down and find easier equivalent to say
- Often hear
- THEN THERE’S YOU! WHO YOU ARE – TONE OF YOUR VOICE – YOUR BODY LANGUAGE, WHAT YOU WEARNO BEN & JERRY PRESENTATION – distracting, never in sync and always badNO FAMILY PRESENTATION – even worse
- Judging – what the result will beITS HUMANIf you jury member are the only one to vote up – you are stupidIf you jury member are the only one to vote down – you have high expectations and are probably a guruIf in doubt – vote downIF THERE IS DOUBT – judge down
- Little joke – have fun