Download - 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
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
