Startups make pitches all the time; to potential investors, for sure, but also prospective employees, customers, landlords, and more. Do you really need that 20-slide PowerPoint deck? Maybe not -- but with the stakes so high, it's worth your best effort. A presentation can make or break a company, and having the skills of a good presenter are invaluable in all aspects of life.
How do you persuade people with your words and your voice?
You don't need Dale Carnegie -- but you might be able to use a few simple pointers to help craft your perfect presentation.
2. Emily Green
Emily Green is a long-time
technology sector executive and
thought leader. Currently she's the
CEO and Chief Lunch Lady of Smart
Lunches, a rapidly growing startup
bringing fresh nutritious meals to
children away from home with an
award-winning online ordering and
delivery platform. She is a past
Chairman of MITX, the nation's
largest Internet advocacy association,
and currently serves as a member of
the Executive Committee of the
Board of the Mass Technology
Collaborative, and as a Director on
the Board of Casella Waste Systems.
6. Agenda
1. What is a great pitch?
2. Preparing the pitch
3. Preparing yourself
7. What’s a pitch?
Founder presenting to an investor
Salesperson selling to a prospect
Manager asking for resources
Team members reporting updates
8. What’s a great pitch?
Memorable.
“Wow, that was awesome!”
Impactful.
“We decided to go with her plan.”
“That changed our view completely.”
A speech needs both results to be great.
9. Preparing the pitch
1. Start with a clear goal
2. Know your audience
3. Define a time budget
4. Use a simple structure
5. Guide your listeners
10. Start with a clear goal
Muddy ambitions produce muddy
presentations
Clear goals begin with a sharp verb
Persuade …
Inspire …
Frighten …
Teach …
The verb shapes content and delivery
11. Know your audience
ü Size, age, origin and
status determines how
formal you should be
ü Awareness of topic
determines depth
ü Attitude guides how
much proof is needed
12. Define a time budget
What’s right for this
opportunity?
Let it shape length
Too long is never OK
“Aim to stop talking
before they stop
listening.”
13. Use a simple structure
Theme (say what you’re going to say)
If your listeners remember one thing...
Agenda (what you’re going to say)
Just the 2, 3, or 4 points you need!
Summary (say what you said)
14. Let’s try it
Plan a simple structure to sell
me on using Acme widgets to
catch roadrunners
15. Buy Acme Widgets!
Theme
Acme Widgets are the only way to
capture roadrunners
Agenda
1.You have problems catching
roadrunners
2.Acme Widgets deliver unique
solutions
3.Coyotes have won with Acme
4.Next steps for Wile E. and Acme
Summary
• Roadrunners are hard to catch
• Acme Widgets work
• Enjoy your tasty roadrunner!
16. A few words about your words
Bullets, not buckshot
It’s about them, not
you
Speak Anglo-Saxon
Don’t be a weasel
17. Improve these phrases
“Could potentially
decrease substantially”
!
“Contemplate addition
of incremental
investment”
!
“We have arrived at
critical juncture”
“Will go down -- a lot”
!
!
“Spend more”
!
!
!
“Go time!”
18. If you use slides...
Keep them simple
Say what they say!
Build, build, build
Balance text and graphics
Don’t go all Disney
19. Prove it!
Season with care
Examples win
Know what data says
Source it
Strip it back
Preview and build
20. Our behaviors are changing fast
Source: Yankee Group Anywhere Consumer survey 2011, waves 2 (February) and 5 (May)
Percentofrespondents
0%
18%
35%
53%
70%
57%
65%
43%
35%
Do you ever use your smartphone
to compare prices or find reviews while shopping?
Yes No
Eight-point rise
in 4 months
23. Agenda
1. What is a great pitch?
2. Preparing the pitch
3. Preparing yourself
24. Preparing yourself
1. Plan your style
2. Practice the pitch
3. Optimize your environment
4. Manage your nerves
5. Polish to eliminate distractions
25. Plan your style
Speeches aren’t one-
size-fits-all occasions
Remember your verb
Consider style,
posture, expressions
Imagery helps
26. Practice the speech
Talk it out alone --
watch the time
Get feedback
REVISE ruthlessly!
DON’T memorize it all –
just the phrases that matter
27. Optimize your environment
Test… and have a backup
Have room to move
Don’t let the room go dark
Don’t let your clothing
distract
Limit clutter around you
Delay the handouts!
28. Manage your nerves
ü Welcome the
symptoms
ü Memorize your first
sentence
ü Breathe s-l-o-w-l-y
and very deeply
ü Collect survival stories
30. Polishing pays off
Volume and tempo make the biggest difference after
thoughtful content
Critique other speeches
Knock out habits that distract your listeners
Repetitive words or phrases
Fussing with hair and clothing
Pacing
31. Avoid. these. mistakes.
Too many ideas
Too much preamble
Too much text
Too much multimedia
Too much apologizing
Too much fussing
Too much time
Too little thought
Too little structure
Too little rehearsal
... too little impact