pitch workshop

Pitch workshop

Lija Groenewoud van VlietBarcelona, June 2014

engage, move others and connect

Today’s Objectives

- Building blocks for a pitch

- Different types of pitches

- Practicing

The 5 Steps To Build Your Pitch

Objective & Conditions Content Storytelling Make it stick Practice

AUDIENCE

Understanding the audiences perspective, see the world through their eyes

- What do you want them to know?- What do you want them to feel?- What do you want them to do?

DIFFERENT OBJECTIVES:

> INVESTORS > SALES PITCH > KNOWLEDGE SHARING

CONDITIONS

• One-to-one ‘elevator pitch’• Small group ‘investors pitch / dragons den’• Theatre/ Workshop setting

• Visual aid versus no visual aid• Available time (1 min, 3 min, 10 min)

PROBLEM = SOLUTION

Pixar Storytelling

More info: Pixar´s 22 rules of storytelling

STORYTELLING TRAVELS FURTHER

• Pick the right approach:- personal- service/ product - history

• Make sure the audience can identify

AND INSPIRES ACTION

PERSONAL

INTRODUCING THE PRODUCT

PEBBLE

HISTORY

EXERCISE KISS

PRACTICE

Engagement ENGAGEMENT WITH THE AUDIENCE

Source: Body language

Body language

source

EMPHASIZE THE WHY

• Passion & Compassion• Make curious & involved• Show personal commitment

The meaning is central, not what the product is

Simon Sinek: Start with Why & The Golden Circle

WE ARE BETTER…

COMPARED TO WHAT?

EXERCISE

Make your Twit

Pitch

Sell me this coffee cup

Pitch a coffee cup: Put your brand in their hand

How to start?

What is the name of the presenter?

Pitching for investors

- ProblemDon’t overload investors with information, just make sure they feel how terrible this problem is and how no one is currently addressing it in an effective manner?

- SolutionMake them understand why your product solves the problem far better than anything else.

- Market sizeInvestors are looking for a sizable return on their investment so show them the potential!

- Business modelHow will you make money

- CompetitionHow are you solving the problem differently?

- Market StrategyWhat is your model for growth?

- TeamWho will execute and why is this a winning team?

- Traction/ projection What have you achieved so far? Are you generating revenue?

- Needs – Call to actionWhat do you need that you don’t currently have and why?

Source: Barcinno

Pitch Evaluation

Pitches will be evaluated on four, equally-weighted categories:

PresentationBody Language/Charisma, Clarity, Articulation, Passion

OpportunityMarket identification, Size and attractiveness, Target customer identification

SolutionValue proposition, Differentiation, Financial viability/profitability

The Big QuestionDo you want another meeting?

Sales Pitch

1. Convinces, the “target person” (potential customer, business partner, investor), to schedule a longer meeting with the presenter, and be receptive to doing business with his/her company.

2. Empowers and enables the “target person” to convince other appropriate people to become interested in the presenter’s company.

3. Resonates. Demonstrates sincerity.

4. Communicates a sense of value, empathy, and urgency. Quantifies the value proposition clearly.

5. Combines thorough Sales and Market Research.

6. Requires no more than 1-2 minutes (55 seconds is best).

Source: Esade/ Kenneth P. Morse

“By failing to prepare, you are preparing to fail.”

Benjamin Franklin

Pitch Canvas

Last thought

"A #pitch at an event has 1 goal: to get 10 more mins to pitch- in private afterwards!” @BombeSollich