HOW TO DELIVER

AN EFFECTIVE PITCH M A R C H 3 1 , 2 0 11 ( T H U ) , 2 0 : 3 0 - 2 2 : 0 0

CUHK CfE Webinar Series

Instructor

Mr. Mingles Tsoi Project Director

CUHK Center for Entrepreneurship

Guest

Mr. Laurence Chan Managing Director

Hong Kong EV Power Limited

Agenda of this Session

Time Particulars Host

20:30 – 21:00 Steps & Skills of Pitching Video (1) How to Perfect the Elevator Pitch Video (2) Elevator Pitch Winner – Coffee Cup

Mingles Tsoi

21:00 – 21:10 Live Pitching Session by Guest Laurence Chan

21:10 – 21:30 Anatomy of Effective Pitch Mingles Tsoi Laurence Chan

21:30 – 22:00 Live Pitching from Audience Wrap-up and Discussion

All participants

CUHK CfE Webinar Series

CUHK CfE Webinar Series

A Matrix Approach of Pitch

TIME DURATION

< 5 mins ~ 15 mins ~ 1 hour

V

I

S

U

A

L

A

I

D

YES

Preview Trailer

Prototype Sketch

10/20/30 Rule of PowerPoint

Seminar Conference

NO Elevator Pitch Coffee break Pitch Lunch Pitch

CUHK CfE Webinar Series

ideaSELLING

Communicates the very essence of the idea in your own life “If we want our clients to be passionate about our idea, we have to first

own that passion and tell a personal story.”

What’s your story? Your idea

Problem it solves

Stories to bring issues and ideas to life

Focus

The 3 main points I want to make

The theme to unite and focus

Breath Test: nail your theme into one sentence without taking a breath

CUHK CfE Webinar Series

One-liner Breath Test

filmmakers do it with their 30-second pitches for a 2-hour movies

Jurassic Park

Scientists clone dinosaurs to populate a theme park, which suffers a security breakdown and releases the dinosaurs.

Home Alone

The Truman Show

CUHK CfE Webinar Series

One-liner Breath Test

Home Alone

An eight-year-old is accidentally left behind when his family goes on vacation, and he has to defend his home against idiotic burglars.

The Truman Show

An insurance salesman discovers his entire life is actually a TV show.

CUHK CfE Webinar Series

How to Perfect the Elevator Pitch (Howcast) http://www.youtube.com/watch?v=y1Y02_oZP8U

You Need

Skills or Ideas

List of Phrases

Description of your Qualifications

Practice

Steps 1. Brainstorm a list of phrases to describe

2. Write a 30 seconds statement to describe your qualification

3. Practice with friends

4. Find the target and describe your list of phrases or problems

5. Describe the value of proposition you want to solve the problems

6. Engage in dialogue for conversation, showing interests

7. Ask for contact information or name card for follow ups

CUHK CfE Webinar Series

Elevator Pitch Winner (Utah State University) http://www.youtube.com/watch?v=i6O98o2FRHw

Josh Light, Founder of CupAd

CupAd gives free coffee cups to small cafes.

Free cups save cafes about 15,000 a year which helps them compete against corporate coffee chains.

CupAd does this by selling ads on the cups.

37 minutes is the average time it takes a person to consume a cup of coffee. Not many alternative methods of advertising offer such a long duration of brand exposure.

Corporate web site: http://www.cupadllc.com/

CUHK CfE Webinar Series

Seany Elevator Pitch http://www.youtube.com/watch?v=Tq0tan49rmc

Two Keys

Lay out the pain statement What type of problems you are going to solve

Show the value proposition How does your venture solve the problem

Four Success Factors

Sustain

Easy to understand

Inducive

Irresistable

CUHK CfE Webinar Series

10-20-30 Rule of PowerPoint

A PowerPoint presentation should have

10 slides,

last no more than 20 minutes, and

contain no font size smaller than 30 points.

Ten Slides Approach

1. Problem 2. Your solution 3. Business model 4. Underlying magic/technology 5. Marketing and sales 6. Competition 7. Team 8. Projections and milestones 9. Status and timeline 10. Summary and call to action

CUHK CfE Webinar Series

CUHK CfE Webinar Series

Anatomy of Effective Pitch

Before going in front of a room of investors:

know your product;

know how big your real market is;

know how many potential sales you can get if the product is finished and fully marketed.

CUHK CfE Webinar Series

Anatomy of Effective Pitch

Investors want to know that:

You know what you’re doing;

Your product is extremely unique;

Your solid team of people to make this dream a reality.

You need to persuasively convince your audience of your ability to reach this market.

CUHK CfE Webinar Series

The Visual Thinking Toolkit

CUHK CfE Webinar Series

The Back of the Napkin, by Dan Roam

The S.Q.V.I.D.

CUHK CfE Webinar Series

A practical tool of applied imagination The Back of the Napkin, by Dan Roam

Elements of Selling – David S Rose

CUHK CfE Webinar Series

Leadership

Commitment

Vision

Realism

Coachability

Logical progression Things easily be known or understood

Validity and Viability

click www.ted.com search “david rose”

Integrity

Passion

Experience

Knowledge

Skill

Graphical Illustration of Business Model

CUHK CfE Webinar Series

Books for Reference

Presenting to Win Jerry Weissman ISBN: 978-0137144174

CUHK CfE Webinar Series

So What?: How to Communicate

What Really Matters to Your Audience

Mark Magnacca ISBN: 978-0137158263

CUHK CfE Webinar Series