A pitch training given @Startup Symposium Slovakia, Bratislava, February 2012

1. Pitching Essentials
by Can Ertugrul
February 2012 @Startup Symposion Slovakia,
Bratislava

2. Q&R

3. The Golden Circle

4. Why am I doing this?

8. Ammount of ineffective
presentations

9. Others time is
wasted
Your opportunities
are wasted

10. 3 Tipps

11. Prepare

12. Prepare
Sleep enough

13. Prepare
Sleep enough
Don‘t Drink

14. Thank you for
your attention

15. Just kidding…

16. MY OPINION

17. What is a Pitch?

18. A „text book“ definition
A pitch is a summary used to
quickly and simply define or
introduce a product, service, or
organization and its value
proposition.

19. Pitch ?
?
?
Your Their
head heads

20. The presentation landscape
Formal
High Stakes
Launch
Annual Report
IPO
Data Sheets
Venture Capital
White Papers Strategy
Quarterly Report Executive Summary
Company Presentation Sales
Slideument Pitch
Inform / Discuss Activate / Win
Research Executive Summary
Reports Staff Mobilization
Strategy Drafts
Execution Plans
Staff Meetings
Informal
Low Stakes
adapted from Duarte Design

21. 3 THINGS
(in general)

22. 1. Publicly Presenting =
Convincing

23. “Everything you
achieve, you
will achieve
with or through
other people.”

24. Why should
YOU care?

26. 2. Convince with rhetorics

27. Ethos
(Credibility)
Logos Pathos
(Logic) (Emotions)

28. Content Delivery Speaker
What? How? Who?

29. ?
?
Content Delivery Speaker
?
?
What? How? Who?
33% 33% ? 33%
? ?

30. It depends….

31. Speaker &
Audience

32. Speaker: Sucessful Serial
Entrepreneur
Content Delivery
Speaker
What? How? Who?
20% 10% 70%

33. Audience: An (unnamed) investor from
Austria (how he says)
Delivery Speaker
Content
(= Product, Product, Product)
What? How? Who?
80% 5% 5%

34. Audience: An (unnamed) investor
from Austria (how he probably does)
Delivery
Speaker
Content
What? How? Who?
50% 15% 35%

35. Delivery

36. 3. Convince with story

37. The king died.
The queen died.
The king died, and then
the queen died of grief.

39. Story = Structure

40. OUR STORY…
… meet Mark

41. Mark‘s glasses

43. Lesson 1
K.I.S.S.S.
MESSAGE
KEY

45. Dropbox is a free service that lets
you bring your photos, docs, and
videos anywhere and share them
easily!
Simplify your life

46. „Don't stay at a hotel. Airbnb is a global
network of accommodations offered by
locals. ”
Find a place to stay.

47. „We provide a technology that enables
you to locate yourself or others inside
buildings.”
It‘s like GPS for indoors

49. „I want to build an online social network
that connects Harvard students.”
„I want to build a social utility that
connects people with friends and
others who work, study and live
around them.”

50. Cutting out of the story…
Why keep things simple?

54. Leads to…

55. DEATH by Powerpoint

56. BUT…

57. • Bullet 1 • Bullet 1221
• Bullet 2 • Bullet 1222
• Bullet 3 • Bullet 1223
• Bullet 4 • Bullet 1224
…. ….
…not bullets kill
people…

58. …people kill people

59. ATTENTION

61. Dr. John
Medina

64. The brain doesn’t
pay attention to
boring things

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67. What can you do?

68. Many possible
approaches

69. 1 possible approach

71. The art of seduction

72. The art of reduction

75. Retention

79. SLIDES
For YOU For AUDIENCE
The more and difficult the audience has to read, the less they are looking at you.

81. S(L)IDE-NOTE

82. Back to our story

85. Lesson 2
Frame
OR
BE Framed

92. Lesson 3
Passion & Inspiration can go a long way

93. Emotion
Retention

94. Be Authentic

96. Lesson 4
HOW you explain things makes a difference!

98. Key Effective
Message(s) + Story = Pitch

100. Lesson 5
The forgotten Half of the Pitch

102. Presenting = Convincing
Convincing with Rhetorics
Convincing with a story

103. K.I.S.S.S. (for attention)
Frame
Passion
HOW
The forgotten Half

104. Mark‘s glasses
Audience‘ glasses

105. YOU
„Wear your audience‘ glasses“

106. Quote Ondrej:
„5Ps
People
Potential
Problem
Payment
Proove „

107. YOUR PITCH:
3 min Pitch
+
2 min Q&A

108. Basic Anatomy
YOU?
Problem ? Need ?
Solution ? Satisfaction ?
Requirement ?

109. OR

110. „Amazing Thing“
(excite people)

111. Your Pitching Cheat Sheet
0. One-Liner
1. Problem / Need
2. Solution / Satisfaction = Product (!)
3. USP / Unfair advantage
4. How do you (want to) make money?
5. Market & Going to Market
6. Team
7. Status Quo & Outlook
8. What you need / Why are you pitching?

112. Ultimately…

113. Do NOT waste OUR
time
Do NOT waste YOUR
opportunities

114. I URGE YOU

115. PLEASE, PLEASE, PLEASE
DO NOT KILL YOUR
AUDIENCE!
(wear their GLASSES instead)