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PITCH COACHINGRheinland-Pitch @STARTPLATZ
http://startplatz.de
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BONUS MATERIALALL YOU NEED ABOUT FOUNDING A STARTUP (read it all!): http://VENTUREHACKS.COM/ARCHIVES
Get “Pitching Hacks” from Venture Hacks:http://venturehacks.com/pitching
Awesome Example Pitch Dissected by TechStars’ David Cohen:http://youtu.be/RAKJcWYAvW4
“Pitch Anything” interview with Oren Klaff:http://youtu.be/fXavS_IY42A
Bill Clinton, owning room, presence (watch twice, with and without sound):http://youtu.be/7ffbFvKlWqE
Apple is AWESOME (on adjectives and superlatives):http://youtu.be/Nx7v815bYUw
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TODAY’S PROGRAM1.Introduction to pitching
2.Rapid-fire Elevator Pitches, all
3.Selection of the best Elevator Pitches
4.Individual pitch coaching for the selected best elevator pitches
5.Final qualification pitching round & selection
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I’M VIDAR ANDERSENNorwegian living in Cologne, Germany
16+ years professional experience creating enterprise software for F500 and GOs
Startup Founder (hits & misses)
Corporate Entrepreneurship Consultant to F100 Corps
Educator (NEXT Instructor, University Lecturer on Startup Entrepreneurship, Lean Launchpad Instructor, EXIST Coach)
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SOME I’VE WORKED WITH
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I FOUND STUFF TOO
PITCHCADEMYAD & A - Andersen Dierick & Associates
GaussThe People Magnet
OneSec
vidarandersen.de
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Startup Weekend CGN
http://cologne.startupweekend.org
vidarandersen.comhttp://swnext.co
Ping me about the next ‘NEXT Cologne’ if you want to apply
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I’VE BEEN AROUND
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Lean Launchpad Educators June 2013 at Stanford
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LET’S CONNECTtwitter: @blacktar
email: blacktar@gmail.comhttp://facebook.com/blacktarhttp://is.gd/blacktarlinkedin
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LET’S GET ROLLING
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3 TYPES OF PITCHES
The High-Concept Pitch
The Elevator Pitch
The Pitch Deck
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HIGH CONCEPT PITCH
SUMMARY: - Distills a startup’s vision into a single sentence- Perfect tool for fans and investors to spread the word about your company
The “We are the X for Y” pitch
The 140 characters or less pitch, the “twitter pitch”
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HIGH-CONCEPT
Hollywood has perfected the art of the high concept pitch: “Its Jaws in space!” (Alien)
For startups: “Friendster for dogs” (Dogster)“Flickr for video” (YouTube)“We network networks” (Cisco)
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HIGH-CONCEPT
Should be brief: One short sentence is perfect
People should already understand the building blocks of the pitch: Use familiar terms
It’s NOT your company’s tagline. (YouTube’s tagline is “Broadcast Yourself,” but their pitch is “Flickr for video”)
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SUMMARYIf you were to take-away one thing here today
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THE ONE THINGAnswer these two main questions:
“What problem are you solving & what solution do you offer?”
You must always be able to tell this in one or two short sentences - AT ALL TIMES
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AUDIENCE CHECKSo what problem are you solving & what solution do you offer?
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REALITY CHECK
People do not buy your product - They buy what it solves: the end-state, the outcome
Either how it makes them feel or which job they will get done with it
Now sell that end-state to them, not features
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ELEVATOR PITCH
The major components of the elevator pitch are
Traction - Product - Team
& Social Proof.
“An introduction captures an investor’s attention, a great elevator pitch gets a meeting.”
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ELEVATOR PITCH
A 30 second talk you can present a captive audience (e.g. when riding in the elevator with an investor or at a cocktail party)
OR a short e-mail that a middleman can forward to someone with a recommendation
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ELEVATOR PITCHIt sells investors on reading your deck
The deck sells investors on taking a meeting
Many investors will ignore your deck and ONLY take a meeting if the introduction and elevator pitch are good
Without an introduction, an elevator pitch is critical to a successful cold e-mail or getting that meeting
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ELEVATOR PITCH
TractionProductTeam
Social Proof
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THE PITCH DECKThe magic 13 slides to funding
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THE PITCH DECK
An introduction and elevator pitch are critical to getting a meeting.
The pitch deck is what you send investors and what you present in that meeting.
NO! It’s not your Business Plan. Don’t ever think of sending an investor your business plan - EVER!
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THE CLASSIC DECK
Max ca. 13 slides
Cover, Mission, Summary, Team, Problem, Solution, Technology, Marketing, Sales, Competition, Milestones, Conclusion, Financing (give + ask)Best template available: HTTP://VENTUREHACKS.COM/ARTICLES/DECK
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PITCHING TRICKS
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REACH LIZARD BRAIN
FAST
NOVEL
CONCRETE
VISUAL
HIGH CONTRAST
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“ P I T C H A N Y T H I N G ”by Oren Klaff
http://is.gd/pitchanything
Read
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BODY LANGUAGEBe the Tree, feet solidly planted on the ground
Hands to the side, never crossed - EVER!
Don’t swerve, stay put
Don’t be defensive, be assertive
Step forwards, not backwards
Look people in the eyes, stay focused, select a few people left, right and center to focus on, distribute eye-time
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STYLEDon’t be apologetic - EVER! YOU ARE THE AWESOMEST!
Be positive and enthusiastic - you ROCK!, you NEVER suck!
Be concrete, crystal clear, short and to the point
Over-State, never ever understate
Careful with self-deprecation, irony, humor - leave it out
Use adjectives and superlatives, over and over (Think Apple Keynotes)
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TIMING
Practice your pitch until you nail the timing
Finish slightly before the time limit to leave more room for the questions
NEVER EVER go over the time limit, PRACTICE!
Do NOT rush through it and make sure you dwell on the important points (think dramatic pauses)
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THE Q&A SESSIONBe in charge: Answer with whatever answer you like
Paraphrase the question as a question back to the judges to buy time to think and to reflect that you have understood it
Lean forward into it, no defensive gestures, keep eye contact, keep your presence
KEEP IT SHORT AND TO THE POINT: Answer like a 6 year old will understand, and in ONE SENTENCE at best
PRACTICE ALL NASTY QUESTIONS UP FRONT - They will ask!
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CHEAP TRICKSAcknowledging the audience, owning the presence
At the end, keep in control and actively give the word to the jury for questions
PRACTICE PRACTICE PRACTICE up to the point where you can really do it in your sleep
Don’t practice reading a script, have keywords, have cheat cards in your hand if you need to
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QUESTIONS?
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LET’S CONNECTtwitter: @blacktar
email: blacktar@gmail.comhttp://facebook.com/blacktarhttp://is.gd/blacktarlinkedin
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