the anatomy of a pitch & the art of speaking
TRANSCRIPT
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THE ANATOMY OF A PITCH & THE ART OF SPEAKING Seedstars Karachi Sep 2015
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➜ EXCLUSIVE STARTUP
COMPETITION
➜ A startup competition
covering ~55 countries in 2015
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➜ CONFERENCE
➜ Week long event in Switzerland
reuniting the global network
STARTUP INVESTMENT
CLUB
A platform to discover and invest in the top startups from around
the globe
3000+ ENTREPRENEURS
50+ COUNTRIES
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➜ GLOBAL ENTREPRENEUR
NETWORK
➜ Global network of startups, advisors,
mentors and accelerators
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2015 ITINERARY
LATAM 11 regional events
CEE & MENA 17 regional events
Africa 12 regional events
Asia & Oceania 16 regional events
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The Anatomy of a Winning Pitch
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In three years, Seedstars World has reviewed 3000+ pitch
decks. So we know a thing or two about what works.
Today, we want to share what we’ve learned.
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The goal of the pitch is to sell your product, your company, and
yourself in a very short period of time
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Always Be Pitching!!!
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Hook Problem Solution Market Size Business Model Traction Competition Team The Ask
The Pitch
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The Hook
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Make the audience care.
Generate an emotional reaction:
joy, trust, fear, surprise, sadness, disgust, anger, anticipation
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Remember, the first 30 seconds will determine the next 5:30.
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“IF YOU CAN’T EXPLAIN IT SIMPLY, YOU DON’T UNDERSTAND IT WELL ENOUGH.”
ALBERT EINSTEIN
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End-to-End Payroll Solution
TM
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Problem
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Create empathy with your audience.
Facts tell, but stories sell.
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“CUSTOMERS DON’T CARE ABOUT YOUR SOLUTION, THEY CARE ABOUT THEIR PROBLEM”
DAVE MCCLURE, 500 STARTUPS
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Traction
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Traction is:
Customers Revenue
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Volume Cost Conversion
What’s my SOM?
What do I pay to get them?
What’s the conversion rate to
my target (revenue)?
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If you’re still validating product-market fit, that’s okay. Talk about your go-to-market strategy.
“Partnerships” are not customers. But they can help
with marketing and distribution.
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Competition
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Competition is bad.
Competition is validating.
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Explain why you do it better / differently.
Hint: Market segment (who)
Product (what) Team / process (how)
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Industry averages – good reality checks, bad benchmarks.
Better benchmark: Today vs your historical
performance
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Team
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SHOW: photos, names, titles, skills / expertise TELL: How you met, how long you’ve known each other, are you full time on the project and why the combination makes sense. Demonstrate you can pivot if this doesn’t work out.
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The Ask
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Be specific.
Hint: You need $$$ to run operations, hire, and / or get customers.
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The Art of Speaking
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Stance
Voice Eye contact
Body Language
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Voice
Project (The microphone is not your voice).
Speak extra slow.
Be confident.
Pause.
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Eye Contact
Look above people’s heads.
Refer to the slide, but don’t read it.
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Stance
Jump and see where your feet land
No fidgeting!
Stand tall
Are you a walker?
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Body Language
Open palm gestures
Smile
No arm crossing
Face your audience
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Golden Rules of Pitching No more than 15 slides Don’t put anything on the slide you won’t talk about. Watch the time. Practice at least 3x. Keep on going if you mess up (we’re all human here) Don’t rely on the tech.
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Golden Rules of Speaking Pause No fidgeting! Check your volume Pause
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“Sometimes you win, sometimes you learn.”