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How to make a winning pitch.pdf
1.
DATE May 28, 2021 “How
to make a winning pitch ” By Great Ukazim w w w.fa t e fo u n d a t i o n . o rg /a e p © 2 0 2 1 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Program Slide
2.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D © 2 0 2 1 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Great Ukazim Coordinator, Startup
Programs FATE Foundation MEET Your FACULTY
3.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Outline 1 2 How to Develop
a Perfect Sales Pitch? How to Put together a Strong Slide Deck 3 Practice Sessions
4.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D 1. Context Setting I.
Why is it important for you, as an Entrepreneur to know how to make a winning pitch?
5.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Importance of making
a winning pitch... The reasons for making a winning pitch are not limited to the following: To secure resources and funding To obtain buy-in into your business idea and future plans To convince another to join your team ???? ???? ????
6.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D 1. Context Setting I.
What would make you as an investor part with your funds after listening to a business pitch? II. What are investors looking for, prior to making investments?
7.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D • https://www.youtube.com/watch?v=t6DSWKPMKMs –
bad pitch • https://www.youtube.com/watch?v=_il5zetxMNY – ridiculous pitch • https://www.youtube.com/watch?v=Y5R_zB9BKTw – bad pitch • https://www.youtube.com/watch?v=EgSqb4PiLdQ – bad pitch • https://www.youtube.com/watch?v=LbNEEa3B3PQ – worse pitch • https://www.youtube.com/watch?v=TgsRbze7G7M – travel business good pitch • https://www.youtube.com/watch?v=Vu3gVgCJx74 – beard grooming business • https://www.youtube.com/watch?v=2-ntLGOyHw4&spfreload=10 – present like Steve jobs • https://www.youtube.com/watch?v=HWJkOLPPrU0 - husband and wife success story – magic whiteboard
8.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D What Investors Look
for… 1. Integrity 2. Passion 3. Experience 4. Leadership 5. Knowledge 6. Skill 7. Commitment 8. Vision 9. Coachable 10.Financials 11.???? 12.???? 13.???? 14.????
9.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D 2. How to
Develop a Perfect Sales Pitch
10.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D How to Deliver
an effective Business Pitch These three (3) areas will be covered in subsequent slides: 1 2 3 What is a business pitch? Key steps to delivering an effective business pitch Important things to note when delivering the pitch
11.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D What is a
Business Pitch? • A business pitch is a presentation to an investor or group of investors, generally to secure the resources and funding necessary to move forward with a business plan or to continue with an already established business. • An entrepreneur’s attempt to convince another party to take a particular step in relation to their business idea.
12.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D What is a
Perfect Business Pitch? • A perfect business pitch is one in which you have effectively delivered the message about your business in the way that meets the audience needs and convinces them to take the desired action.
13.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Key Steps to
Developing Your Business Pitch1/7 1. Conduct an audience due diligence ✓ Research your audience ✓ Find out all you can about the organisation or individual (s) who will be listening to your pitch ✓ What are their specific challenges and how can you relate that to your product/service? ✓ Who are the key decision makers? ✓ What will they gain by collaborating with you?
14.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Key Steps to
Developing Your Business Pitch2/7 2. Ascertain the pitch time and structure ✓ How much time do you have for the pitch including presentation and Questions & Answers? (you want to leave time for discussion after your pitch)? ✓ What is size of the audience and what will be the seating format? ✓ Confirm the audio-visual equipment available – projector, screen, cables. Can you project with your laptop or need to send your presentation ahead?
15.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Key Steps to
Developing Your Business Pitch3/7 3. Prepare your Pitch ✓ What is the problem statement? ✓ Start with an anecdote or personal story about your business idea/product/service ✓ Make sure you know all you can about your business idea/product/service ✓ Describe the key features and relate them directly to how your audience will benefit o Customers: How it will make their life easier o Investors: How it will make money for them over time o Partners: How it will facilitate their line in the value chain o Stakeholders: Value proposition
16.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Key Steps to
Developing Your Business Pitch3/7 3. Prepare your Pitch (cont’d) ✓ Be laser-focused on the core components of your pitch ✓ Investors need to be confident that your business will attract and retain customers. If they don't grasp your concept in a short time span, they may presume that customers won't understand it either ✓ Less is always more so keep your pitch brief and straight to the point; you do not need to include your entire work history and career objectives.
17.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Key Steps to
Developing Your Business Pitch4/7 4. Proactively Identify Issue Areas ✓ Make a list of the top five (5) reasons your audience may object to your presentation or decline your sales pitch and craft responses to each of these
18.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Key Steps to
Developing Your Business Pitch5/7 5. Make Effective Use of Visual Aids and Product Demonstrations ✓ Visual Aids like PowerPoints can be very effective in guiding and structuring your presentations ✓ Incorporate product /service demonstration if possible.
19.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Key Steps to
Developing Your Business Pitch6/7 6. Practice, Practice, Practice ✓ Do several run through of your pitch session in line with the time allotted and expected structure or format ✓ Pitch to people who will be able to give constructive feedback on improvement areas ✓ If using a visual aid, anticipate the potential technological problems and ensure alternate options if the issues arise
20.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Key Steps to
Developing Your Business Pitch (7/7) 7. Plan for Key Closing Steps ✓ Provide some direction to the audience on key next steps to take so as to keep the relationship post-pitch o Schedule a follow-up meeting o Provide information on upcoming programmes/activities that they be can part of to further experience your product or service o Explore negotiation options o Send a follow-up email within 24 hours of the meeting
21.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Important things to
note when delivering the pitch 1. Present your business in a manner that's short, sweet and to the point. Timing is critical, verbose presentations and lengthy explanations will not impress investors, and most likely will turn them off. Get to the point and explain what you do!! 2. Make your pitch easy to understand and clearly explain what your business is about. 3. Turn your pitch into a story. Storytelling is a scientifically-proven way to capture a listener’s attention and hold it, and everyone loves a good story, even the most data-driven investor 4. Be wildly enthusiastic. Investors look out for how much wild enthusiasm you genuinely have for your product. A good technique for increasing your energy level is to add about 50% more energy than you feel comfortable with 5. Overall, communicate your unique selling point For example "We use a novel approach because unlike most other developers, we visit each organization to find out exactly what people need. Although this takes a bit more time, it means that on average, 95% of our clients are happy with the first beta version of their app.”
22.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Important things to
note when delivering the pitch 5. Mind your body language – 55% of communication is body language, 38% is the tone of voice, and 7% is the actual words spoken Tone of Voice
23.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Important Tips to
Help You • Reconfirm date and venue about 24 – 48 hours before the meeting • Dress professionally and in line with the audience’s environment • Arrive early to enable you settle and observe your environment • Gracefully accept rejection • Send a thank you note 24 hours after the meeting (regardless of the outcome) • Learn from what worked and what did not work and adjust your pitch effectively for the next one.
24.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D 3. How to
Put Together a Winning Slide Deck
25.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Outline – How
to Put Together a Strong Slide Deck 1 2 3 What is a Slide Deck? What a bad Slide Deck look like The 10 slides that make up a strong pitch deck
26.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D What is a
Pitch Slide Deck? ❑A pitch slide deck is a brief presentation used to provide your audience with a quick overview of your business proposal ❑It can be created using software such as PowerPoint, Prezi or Keynite and used during face to face or virtual pitch session meetings with potential investors, customers, stakeholders and partners.
27.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D What a Bad
Pitch Deck Looks Like 1. Too many slides 2. Too much information 3. Too many product details 4. Too much financial information 5. Focus on putting down competitors 6. Wrong data 7. Faulty assumptions
28.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D The Ten Slides
that Make Up a Winning Pitch Deck1/10 1. Introduction ❑Who are you and why are you here? ❑Keep it Short and Sweet ❑Wow Statement
29.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D The Ten Slides
that Make Up a Winning Pitch Deck2/10 2. Traction ❑Timelines and milestones to date ❑Key partnerships and accolades
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© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D The Ten Slides
that Make Up a Winning Pitch Deck3/10 3. Problem & Solution ❑What problem are you trying to solve and for who? ❑How your business idea will solve the problem aforementioned
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© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D The Ten Slides
that Make Up a Winning Pitch Deck4/10 4. Your Product/Service ❑What is your product or service developed from your solution? ❑ Tell the story of how customers (will) use and value your product/service. ❑Use imagery/visuals if possible
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© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D The Ten Slides
that Make Up a Winning Pitch Deck5/10 5. The Value Proposition ❑What makes your solution special? ❑How is your solution different from others?
33.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D The Ten Slides
that Make Up a Winning Pitch Deck6/10 6. Market Strategy ❑What is your target audience? ❑ Key attributes ❑ Size ❑ Your niche ❑How you will reach them ❑What are your growth rates and how will you achieve them?
34.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D The Ten Slides
that Make Up a Winning Pitch Deck7/10 7. The Competition ❑What are the alternate products/services to yours? ❑What are they not getting right or doing wrong? ❑How does your product differ from them?
35.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D The Ten Slides
that Make Up a Winning Pitch Deck8/10 8. Your Business Model ❑How are you planning to make money? ❑Where are your revenues going to come from? ❑Revenue and number of customers to date (if available) ❑When do you expect to turn profitable?
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© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D The Ten Slides
that Make Up a Winning Pitch Deck9/10 9. Team ❑Who are the key team members behind the business idea ❑What are their key roles and what strengths do they bring to the business (prior positions, successes and domain expertise)
37.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D The Ten Slides
that Make Up a Winning Pitch Deck10/10 10. Investing ❑What is your planned budget? And what are the key budget lines? ❑What kind of money or partnership are you looking for? ❑How much capital are you planning to raise and what is the timeline? ❑Who are your existing investors (if any)? ❑What have been your key sources of funds to date?
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© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Important Tips to
Help You ❑ A Picture speaks a thousand words ❑ Don’t read the slides … Your audience can read ❑ Less is More regarding the slides – ❑ Font size guide : minimum of 24 ❑ No matter how good the pitch deck is, you still have to deliver a strong and effective presentation ❑ Don’t forget to leave your contact information and how you can be quickly reached.
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© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Final Word 1. Practice,
Practice, Practice 2. Tell a Story & Be Believable 3. Know your Numbers 4. Mind your body language https://www.youtube.com/watch?v=Ks-_Mh1QhMc 12mins
40.
© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D Reference Documents 1. FATE
School of Entrepreneurship Presentation Slides and Materials. Aspiring Entrepreneurs Programme (AEP) 57 2. FATE School of Entrepreneurship Presentation Slides and Materials. Emerging Entrepreneurs Programme (EEP) 19 3. How to Deliver a Good Sales Pitch. WikiHow. http://www.wikihow.com/Deliver-a-Good-Sales- Pitch
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© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D QUESTIONS
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© 2 0 2 2 F A T E F O U N D A T I O N . A L L R I G H T S R E S E R V E D
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