Pitching workshop

Pitching Workshop
Some portions adapted from
The Founder Institute teaching materials

What’s going to happen
• Pitching for Dummies
• The 1 minute pitch
• Elevator pitch hot seat
• Break
• Pointers & Quality of Ideas
• The 3 to 5 minute pitch
• Competitive pitch hot seat
• Conclusion / Q & A

@daylonsoh daylon@curiouscore.com

Nobody is going to
steal your stupid idea.


Your listener is
clueless…


When do we pitch?


Who pitches?


Where have I been pitching?
• Streets
• HDB Flats
• Prospective Clients
• Networking Events
• Angel’s Gate


Entrepreneurs’ Pitch
Elevator Competitive Investor
Duration <1 min 3 to 5 mins 20 mins
Purpose To Interest To Excite To Inform
Usage Every day Occasionally When you need $
Format Clear Structured Data Intensive

Elevator Pitch


Elevator Pitch Format
My company, (company name)…
Is developing (a defined offering)…
To help (a target audience)…

(Solve a problem) with
(secret sauce solution)

(Customised endnote)


Airbnb Example
My company, AirBed&Breakfast…
Is developing a website where users can rent out their space
to help travelers save money and experience local culture.

There is no cheap and easy way to book a room with a local
or become a host and we’re first in the market to do that and
incentivise the host.

We take 10% commission or on average $20 each time. With
a current market share of 10.6M, we have earned $200M in
revenue from 2008–2011.


Opening Tips
• Be Specific
– A shopping platform vs An e-commerce website
• Be Clear
– Mobile Social CRM vs An iPhone application
• Be Minimal
– Revolutionary software vs Presentation software


The Audience
• Identify Demographics
– Female consumers vs New mothers
• Specify Your Market
– Artists & musicians vs Unsigned alternative bands
• Clarify The Buyer
– Corporations vs Purchasing managers at MNCs


The Problem
• Make listeners feel the pain
• Cocaine, Vitamin & Painkillers


The Secret Sauce Solution
• Simple Unique Selling Point
• Hint at revenue model
– Find deals online vs Shop for hip baby products at
wholesale prices
• Faster, Better but NOT Cheaper


The Custom Endnote
• Why should people care?
– Excellent Team
– Excellent Product
– Excellent Traction
• Investors: Greed is good
– Talk about Market Size & Projected Earnings


Traction shuts people up


1. Smile
2. Eye contact
3. Enthusiasm

Flickr: Eythor

Go Pitch
My company, (company name)…
Is developing (a defined offering)…
To help (a target audience)…

(Solve a problem) with
(secret sauce solution)

(Customised endnote)


BREAK


The Rule of 3s: Who said that?
1. “I want to spend time with you talking about the
economy, our industry, and the work that we are
doing at Microsoft.”
2. “Today I say to you that the challenges we face are
real, they are serious, and they are many.”
3. “It means to try to tell your kids everything you
thought you’d have the next 10 years to tell them in
just a few months. It means to make sure everything
is buttoned up so that it will be as easy as possible
for your family. It means to say your goodbyes.”


Competitive Pitch


Competitive Pitch Format
1. OVERVIEW: What does your company do and
why should I care?
2. MARKET: What is the specific market size for
your offering?
3. COMPETITION: We are unique because…
4. STATUS: Where are you in your growth plans.
5. REQUEST: How much are you looking to raise
and what will the money be used for?


365 Days, $10 Million,
3 Rounds, 2 Companies,
All With 5 Magic Slides
By Tim Young, TechCrunch
http://techcrunch.com/2010/11/02/365-days-10-million-3-rounds-2-companies-all-with-5-magic-slides/


Quick Tips
• Make it easy to understand
• State relevant figures
• Explain your competitive advantage
• Don’t exaggerate
• Be specific


Go Pitch
1. OVERVIEW: What does your company do and
why should I care?
2. MARKET: What is the specific market size for
your offering?
3. COMPETITION: We are unique because…
4. STATUS: Where are you in your growth plans.
5. REQUEST: How much are you looking to raise
and what will the money be used for?


Show & Tell
• The Narrative Pitch
– Headline
– Passion Statement / Purpose
– 3 key messages
– Metaphors & Analogies (Hero vs Villian)
– Demonstration Theatrics
– Traction (Partners & Customer Evidence)
– It’s all about people


Weapons of Influence
1. Social Proof
2. Liking You
3. Authority
4. Indifference
5. Greed
6. Scarcity


Go Read
The Presentation
Secrets of Steve Jobs
by Carmine Gallo

Influence: The Psychology of
Persuasion by
Dr. Robert B. Cialdini


www.curiouscore.com

http://slidesha.re/smupitch


Pitching workshop

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Pitching workshop