pitch up don't pickup
DESCRIPTION
Being pitched at, often feels like being picked-up. Investors don't want you to be boring or sleazy or worse, feel manipulated and end up with buyer's remorse. There is a WEALTH of great stuff online about how to structure a great pitch. So this is not one of those. This is a peek into the subtle ways to win the long game between investors and inventors. [This deck probably won't make much sense if you weren't there, but for my amazing crowd at #SparkUp - thank you, hope this is a handy revival]. Books mentioned: Think like a Freak - Dubner and Levitt; Anti-Fragile- Nassim Nicholas Taleb; Art of War - Sun Tzu and the War of Art - Steven Pressfield; Sherry Turkle - Alone Together (the robot jealousy story) STORYCRAFT asides worth checking out: http://www.spokepoint.com/ - http://www.jasonshen.com/2012/eleven-compelling-startup-pitch-archetypes-with-examples-from-yc-companies/ - Jason Shen on the 11 archetypes emerging from YCombinator http://www.writersstore.com/the-8-steps-to-a-powerful-pitch/ Embed the Hero's Journey into your psyche - it comes up everywhere, we humans find it compelling. Use it. Pic credits again: Investorpitches.com (those great pitcher archetypes) and tarotastic on Flickr.TRANSCRIPT
PITCH UP70% of success is showing up
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PICK UP
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LONG GAME?or
QUICK WINS?
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REPUTATIONis long
BUYER’S REGRET bitesFriday 08 August 14
TRUSTengineering
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FOMOoh, and..
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WITH THERIGHT ONES
make a self-weeding gardenFriday 08 August 14
even if you don’t YET have:
POWER
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Image: Tarotastic on Flickr Friday 08 August 14
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nourished on
REJECTION
ANTI-FRAGILEFriday 08 August 14
you don’t need to be anointed with anyone’s approval. Seriously. Just get on with it >>
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words tell
STORIES SELL
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credit: INVESTORPITCHES.COMFriday 08 August 14
INSPIRECHALLENGE
EDUCATE
EMOTEanger! awe!
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Can they see THEMSELVES
AS HEROES
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Gettysburg Address
the Austrians didn’t realise the value of 5 minutes
- Napoleon
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CLIFFHANGERTWIST+
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FORMULAE
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We solve [problem] by providing [advantage], to help [target]accomplish [target’s goal].
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We make money by charging [customers] to get [benefit].
PS. your obvious customers may not be the ones who pay
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fear not
CROWDEDSPACESFriday 08 August 14
MOTIONbe in
>>This is what we are doing.This is how we are going to do it.We can do it better if we get some money in.This thing is going to happen with or without you.Are you in or are you out?
IT’S INEVITABLE...
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be lightly
OBSESSED
guerilla wow factor+Friday 08 August 14
OBLIQUEbe (slightly)
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LIKE THEMbe (kinda)
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yes, looks do count...
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be confident [not hopeful]
NUMBERSCOUNT
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is strategically powerfulVULNERABILITY
Be forthright about the weaknesses before they spot them. This builds trust.
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trumps
PREPARATIONPERFECTION
reflexes, improv, SPARTA!
gorgeous, but generally thin (markets that is)
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psst... clear monetization?
It’s okay if you haven’t got it
IT’S LIKELY TO BE THEIR SUPERPOWER. LEAVE ROOM FOR IT
all locked down just yet.
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ASKCLEARLY
CALL TO ACTION
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BYAFweird little tricks:
+“but you are free”
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FU!quickly & regularly
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FU!FOLLOW UP - obviously
without being annoying
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Image: thanks xkcd - because no presentation is complete without at least one Friday 08 August 14
preparation : courage
PRACTICE Friday 08 August 14
preparation : courage
PRACTICE
It’s a ratio. You need more of one when you have less of the other.
A LOT. ON EVERYONE.
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LONG GAMEHead to Vimeo and search for:
or Delve.TV
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maxkaizen.com/dare@maxkaizen
THANKSPITCHING UP
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