Pitch Training Startup Symposium Slovakia

Pitching Essentials by Can Ertugrul

February 2012 @Startup Symposion Slovakia, Bratislava

Q & R

The Golden Circle

Why am I doing this?

Ammount of ineffective presentations

Others time is

wasted

Your opportunities

are wasted

3 Tipps

Prepare

Prepare

Sleep enough

Prepare

Sleep enough

Don‘t Drink

Thank you for your attention

Just kidding…

MY OPINION

What is a Pitch?

A „text book“ definition

A pitch is a summary used to quickly and simply define or introduce a product, service, or organization and its value proposition.

Your head

Their heads

Pitch ?

? ?

The presentation landscape

Informal Low Stakes

Pitch Activate / Win

Slideument Inform / Discuss

Formal High Stakes

adapted from Duarte Design

Research

Strategy Drafts

Execution Plans

Staff Meetings

Reports

White Papers

Data Sheets

Annual Report

Quarterly Report

Executive Summary

Staff Mobilization

Company Presentation Sales

Executive Summary

Venture Capital

IPO

Launch

Strategy

3 THINGS (in general)

1. Publicly Presenting = Convincing

“Everything you achieve, you will achieve with or through other people.”

Why should

YOU care?

2. Convince with rhetorics

Pathos (Emotions)

Ethos (Credibility)

Logos (Logic)

What? How? Who?

Content Delivery Speaker

What? How? Who?

Content Delivery Speaker

33% 33% 33%

?

? ?

?

?

?

?

It depends….

Speaker & Audience

What? How? Who?

Content Delivery Speaker

20% 10% 70%

Speaker: Sucessful Serial Entrepreneur

What? How? Who?

Content (= Product, Product, Product)

Delivery Speaker

80% 5% 5%

Audience: An (unnamed) investor from Austria (how he says)

What? How? Who?

Content Delivery Speaker

50% 15% 35%

Audience: An (unnamed) investor from Austria (how he probably does)

Delivery

3. Convince with story

The king died, and then the queen died of grief.

The king died. The queen died.

Story = Structure

OUR STORY…

… meet Mark

Mark‘s glasses

Lesson 1 K.I.S.S.S.

KEY

MESSAGE

Dropbox is a free service that lets you bring your photos, docs, and videos anywhere and share them

easily!

Simplify your life

„Don't stay at a hotel. Airbnb is a global network of accommodations offered by

locals. ”

Find a place to stay.

„We provide a technology that enables you to locate yourself or others inside

buildings.”

It‘s like GPS for indoors

„I want to build a social utility that connects people with friends and others who work, study and live

around them.”

„I want to build an online social network that connects Harvard students.”

Why keep things simple?

Cutting out of the story…

Leads to…

DEATH by Powerpoint

BUT…

…not bullets kill people…

• Bullet 1 • Bullet 2 • Bullet 3 • Bullet 4 ….

• Bullet 1221 • Bullet 1222 • Bullet 1223 • Bullet 1224 ….

…people kill people

ATTENTION

Dr. John Medina

The brain doesn’t pay attention to

boring things

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What can you do?

Many possible approaches

1 possible approach

The art of seduction

The art of reduction

Retention

For YOU For AUDIENCE

SLIDES

The more and difficult the audience has to read, the less they are looking at you.

S(L)IDE-NOTE

Back to our story

Frame OR

BE Framed

Lesson 2

Passion & Inspiration can go a long way

Lesson 3

Emotion

Retention

Be Authentic

HOW you explain things makes a difference!

Lesson 4

Key Message(s) Story

EffectivePitch + =

Lesson 5

The forgotten Half of the Pitch

Presenting = Convincing

Convincing with Rhetorics

Convincing with a story

K.I.S.S.S. (for attention)

Frame

Passion

HOW

The forgotten Half

Mark‘s glasses

Audience‘ glasses

„Wear your audience‘ glasses“

YOU

Quote Ondrej:

„5Ps People Potential Problem Payment Proove „

YOUR PITCH:

3 min Pitch

+

2 min Q&A

YOU?

Problem ?

Solution ?

Requirement ?

Need ?

Satisfaction ?

Basic Anatomy

OR

„Amazing Thing“

(excite people)

0. One-Liner

1. Problem / Need

2. Solution / Satisfaction = Product (!)

3. USP / Unfair advantage

4. How do you (want to) make money?

5. Market & Going to Market

6. Team

7. Status Quo & Outlook

8. What you need / Why are you pitching?

Your Pitching Cheat Sheet

Ultimately…

Do NOT waste OUR time

Do NOT waste YOUR

opportunities

I URGE YOU

PLEASE, PLEASE, PLEASE

DO NOT KILL YOUR AUDIENCE!

(wear their GLASSES instead)