The pitch is challenging. Even harder if you suffer from newbie-itis or fuzzy thinking. These slides Clarify and encourage going big.

1. How To Create A Great
Pitch
QUESTIONS, PROBLEMS, INSIGHTS, AND PRACTICE

2. Review: Lessons from Donna #1
1.PITCH = 4 CHUNKS (SECTIONS)
a) Problem/need
b) Proposed Solution (demo?!)
c) Business Plan
d) Vision for the Future (Ask,
growth, etc)
e) Recap

3. Review: Lessons from Donna #2
Performance /emotion
a) Enemy
b) Hero
c) Strategy / weapons, etc

4. The Pitch Is A MACHINE To Produce A Result!
© 2016, The Primal Pitch Roy TerryInnowest
Traits to notice
• Definite sequence
• Matching/ paired parts (Problem / Solution)
• Single audience focus (investor or customer)
• Emotion from neutral => Negative => positive
Benefits
• Reliable effect
• Creates clarity
• Enables emotion and stories

5. PITCH HARD FACTS #1
© 2016 The Primal Pitch Roy TerryInnowest
It is NOT!…
• A Briefing or Tour
• Relaxed
• Technical or Detailed
• Rambling
• Argumentative
• Very Polite
• Educational

6. PITCH HARD FACTS #2
© 2016, The Primal Pitch Roy TerryInnowest
It is…
• Your BEST thinking! (demonstrates domain expertise!)
• Describing A Must-Have product or service
• Emotional and rational both
• Tightly organized
• Loaded with EVIDENCE
• Concise
• A call to battle!

7. HACK #1 – INVESTOR MINDSET
© 2016, The Primal Pitch Roy TerryInnowest
Strong Beliefs
• There is strong competition
• Seen the idea before; Seen many “surprising” failures
• The market is “competent” at finding new ideas already
• You do not have magical abilities
• Odds of success about 100 to 1
• Adoption is highly questionable (most people don’t
change)
• Hates: confusion, “it depends”, no traction, no “friends,
fools, and family”, no Prototype
IMPLICATION: Stop practicing a bad pitch. Get Better

8. HACK #2 – INVESTOR MOOD
© 2016, The Primal Pitch Roy TerryInnowest
Human needs
• Needs to find BIG Opportunity to bet on
• Looking for a HERO!
• Works on hunches, guesswork, and gut feeling!
• Can fall in love with: Technology, Team, Vision
• Tired of working so hard; Wants GOOD Pitch
• Craves CLEAR answers; Someone he can work
with!

9. HACK #3 – UNDERSTAND “STORIES”
© 2016, The Primal Pitch Roy TerryInnowest
• 4 Key leverage points
- Your inspiration to solve
- Your solution discovery
- Your Traction triumph
- Your gritty problem solving tactics
• Use some “Actualities” instead of stories
• 3 Images in every story: Problem appears,
conflict ensues (the fight), Victory image of
happiness
• ALWAYS: put the story in context by
explaining the meaning for the pitch.

10. “Secret sauce”
(like nobody
else)
STRUCTURE OF THE MACHINE
© 2015, The Primal Pitch Roy TerryArt of Pitching
• Overview (plus Rosy scenario)
• Problem
• Solution
• Market and how to get it
• Business Model
• Ask
Insert
Headlines Here!
Tell of “old
failed
solutions”,
transition to
your discovery
of the REAL
solution.
Notice! The
embedded
story:
•setting
•conflict
•struggle
•victory
•Happily
every after
(creates good
emotion)

11. Bring some EMOTION!
IT’S HOLLYWOOD!

12. THIS IS MORE LIKE IT – ANIMAL HOUSE

13. THIS IS MORE LIKE IT – THE MAJESTIC

14. THIS IS MORE LIKE IT – HOOSIERS

15. Practice!

16. THANKS!
© 2014, The Primal Pitch Roy TerryInnowest
Roy@thePrimalPitch.com
for Innowest, 8 April 2016