workshop pitchen
DESCRIPTION
TRANSCRIPT
Steve StevensBusiness Coach – Durf OndernemenUniversiteit Gent
‘The era of small ideas is over’
De UGent ondersteunt ondernemende studenten via het project ‘Durf Ondernemen’ en het bijzonder statuut van ‘student-ondernemer’
Stap in de voetsporen van ondernemers zoals Richard Branson en Marc Zuckerberg, die beiden heel vroeg startten.
“Als student heb je niets te verliezen, buiten je fiets.”
‘The era of small ideas is over’
Pitch Workshop27/3/2013 – iMinds Gent
elevator pitch
Short summary to define a product, service or organisation and its values
Deliver the summary in the time span of an elevator ride (30 sec – 2 min)
Elevator pitch
Often used by entrepreneurs towards venture capitalists or business angels to receive funding and during networking events
Also used in job interviewing, dating and summarizing professional services.
Elevator pitch - purpose
But:
Don’t try to sell too hard Know who you are talking to Just tease
Elevator pitch - purpose
Elevator pitch NABC AIDA Informal pitch Pecha kucha …
Pitch Technics
Prepare yourself ! It’s all-in the mind (mind exercises) Soothe your mood with music (feel good
songs) Avoid nervousness-triggering factors (coffee,
…) Relax, stretch, breathe in and out
How to Get Rid of Nervousness
Vision board
NABC-model
My NABC
Need – Approach – Benefit - Competition
[Lisa Pattyn]
An important client or market need addressed by a unique approach with compelling benefits when compared
against the competition or alternatives
Need
What are our client's needs? A need should relate to an important and specific client or market opportunity, with market size and end customers clearly stated. The market should be large enough to merit the necessary investment and development time.
Example – Video On Demand system: Movie rental is a 500 Mio Euro business. The part people dislike is to return tapes and late fees.
ApproachAs the approach develops through iterations, it becomes a full proposal or business plan, which can include market positioning, cost, staffing, partnering, deliverables, a timetable and intellectual property (IP) protection.
Example: We will provide Video On Demand via the cable with access to all tittles of IMDB. The system uses existing channels and hardware. Customers need no new investments and pay the same price for a movie as in the rental shop.
BenefitsWhat are the client benefits of our approach? Each approach to a client's need results in unique client benefits, such as low cost, high performance or quick response. (better, faster, cheaper). Success requires that the benefits be quantitative and substantially better - not just different. Why must we win?Example: – End-user: no need to return movies; no more late
fees. Same functions as with a DVD player: fast forward, trailers, ..etc.
– Customer: Higher revenue per movie with higher margin; 20% market share expected.
Competition / AlternativesWhy are our benefits significantly better than the competition? Everyone has alternatives. We must be able to tell our client or partner why our solution represents the best value. To do this, we must clearly understand our competition and our client's alternatives. We must be able to clearly state why our approach is substantially better than that of the competition. Our answer should be short and memorable.Example:
• Competition : we have patented the distribution and VCR like features for VOD.
• Alternatives : on-line rentals have higher handling costs (0.75 Euro per movie). Sending the tape back is as inconvenient as returning it.
Or in other words..
I want to develop …. (a defined offering)To help …… (target audience)Solve …..With as secret sauce ….
AIDA-model
Attention
AIDA Vision board
Vision statement product, value en
needs product, value en
needs Afspraak maken
Attention Interest Desire Action
Create your own pitch
Each student writes a pitch proposal
Each student presents his/her proposal to the other students
Each student creates a final proposals (5 min)
Each student will get feedback
TO DO
