How to present your new business idea

1. Presenting and pitching

2. Todays objectives
• To understand the differences between presenting and pitching
• To understand when and where we would use a pitch
• To understand and learn what should go into different pitches for different
audiences
• To learn about pitch decks and how to complete one
• To create and practice an effective sales pitch
• How to use storytelling and facts to add emphasis to your pitch

3. What does pitching mean to you?
When would you use a pitch?
How would you deliver a pitch?

4. Presenting and pitching
“To deliver a speech, oration or idea.” “Try to persuade someone to buy or accept
(something).”
“Make a bid to obtain a contract or other
business.”
Presenting Pitching

5. Lets try
• It’s your turn
• Create an initial 1 minute pitch for your idea that you are happy to present to
everyone.

6. Pitching
Presentations
SalesWritten pitch

7. Pitch decks
• A pitch deck is a brief presentation, often created using PowerPoint, Keynote
or Prezi, used to provide your audience with a quick overview of your business
plan.
• You will usually use your pitch deck during face-to-face or online meetings with
potential investors, customers, partners, and co-founders.

8. 11 slides of a pitch deck
Pitchdeck
Introduction
Team
Problem
Advantages
Solution
ProductMarket
Competition
Business
model
Funds
required
Contact
details

23. Examples – investor pitch
Slide Content
Title Organisation name, contact information
Problem Describe the pain that you are alleviating. The goal is to get people
nodding and “buying in”
Solution Explain how you plan to alleviate the pain. Ensure that the audience
clearly understands what you sell and your value proposition
Business
Model
Explain how you make money; who pays you, your channels of
distribution and your margins
Underlying
magic
Describe the technology, secret sauce, or magic behind your product or
service
Marketing and
sales
Explain how you are going to reach your customers
Competition Provide a complete view of the competitor landscape
Management
team
Describe the key players of your management team
Financial
projections
Provide at least a 3 year forecast containing key metrics, sales,
turnover, profit

24. Examples – sales prospect
Slide Content
Title Organisation name, contact information
Problem Describe the pain that you are alleviating. The goal is to get people
nodding and “buying in”
Solution Explain how you plan to alleviate the pain.
Sales Model Ensure that the audience clearly understands what you sell and your
value proposition
Underlying
magic
Describe the technology, secret sauce, or magic behind your product or
service
Demo If possible provide a live demo of the product or service
Management
team
Describe the key players of your management team
Next steps End your presentation with a call to action

25. What
situations
would you
use a
“Pitch”?

26. Lets try
It’s your turn again!
Create an improved 1 minute pitch for your idea.

27. Beginning
Bookend your presentation with boom statements
• Catchy title
• Grab attention
• Amuse
• Shock
• Ask a question
• Catchy hook

28. Is networking right for your business
• Online vs traditional
• Networking can be much more than just simply selling your products or services
• Think about using networking for:
• New ideas
• Share common problems so you feel less isolated
• Find out what your competitors are doing
• Get help with specific problems in your business
• Keep up to date with regulations, policies and new developments
• Form relationships with potential collaborations

29. Networking tips
• As well as using networking for more than just selling to get the most out of networking:
• Prepare
• Choose the right type to match how you prefer to work
• Set objectives
• Listen

30. What do you do? The one liner
First introduction
Hi, my name is……… I / we ……………
For example
We help companies maximise their growth potential
Companies say we help them to achieve their growth goals more quickly
We support companies to develop and implement their growth

31. What are
your one
liners?

32. Use your
one liner
to
introduce
yourself

33. Do we know what we are selling?
Features Promises
Business Pain Benefits

34. Features
Specific details about the
product or service

35. Promises
Promises can be made
about what benefits the
features could deliver

36. Business Pain
The quantifiable business
drivers that relate to issues
such as cost, income, profit
margin, reputation etc

37. BenefitsSpecific benefits from the
promise list that relate to
the prospect and their
business pain

38. Features Advantages Benefits
Buy groceries online Saves going out to supermarket • Makes supermarket shopping
possible
• Don’t face the ordeal of shopping
with toddlers
• Keep your limited leisure time for
yourselves
Twenty four hours a day seven days a
week
Can shop outside of normal hours • Shop when feel like it
• Concentrate when kids are
asleep
• Sort out at weekend with no
pressure
Remembers your previous list Can make amendments rather that
starting from a blank sheet
• Tend to need the same things
• Head start to make the job quicker
• Save lists for different occasions
Total price clear before getting to till Useful for budgeting • Save money –limited income
• Possible to delete a few treats
• Know exactly what’s going on the
credit card
Selling the benefits

39. Answer the little man
You said Little man asked You replied You elaborated
We use digital signal
processing in our hearing
aids
So what? Our product increases the
clarity of sounds
For example if you are at
a party you’ll be able to
hear what people are
saying to you
We provide 128 bit
encryption in a device in a
mobile phone
So what? Its harder to break into
our system
For example if you are in
a hotel room and want to
have a secure
conversation
A big name celebrity is on
our board
So what? What we are doing is
interesting enough to
attract top talent
For example she has
already opened doors for
us in the industry

40. “Today, I want to talk to you about a super cool app that
I built. This app is called SafeDrive and it helps people
stay awake while driving by using a sophisticated eye
tracking algorithm. It is developed using Objective C
and uses OpenCV library”

41. Good or bad?

42. “Lack of sleep behind the wheels causes 50,000
accidents each year in Algeria, leaving more than 5,000
deaths. SafeDrive is an app that helps drivers drive
safe by monitoring their state and sending alerts in
case of danger.”

43. Good or bad?

44. “Last year, my father’s life nearly ended in a car
accident. You know why? Because he was too
exhausted that he slept on the wheel. Luckily, he
survived, but what about the 5,000 lives that roads
claim every year? Sleeping on the wheel is something
that could happen to the best of us . This is why we
thought of SafeDrive, an app that constantly monitors
you to make sure you are in your best shape to drive”

45. Good or bad?

46. Prospect
Pain /
Capability
Gap
Many companies are trying to grow and are
experiencing difficulties with lack of finance, ability
to innovate or the internal capacity to deliver
What’s
my role
My role is to help companies to overcome these
barriers by providing the support they need either
in the form of workshops or one to one coaching
Why it’s
unique
What’s different about this is we work with a wide
variety of high quality coaches with a number of
different specialisms

47. What is
your
pitch?

48. To back up your elevator pitch it is useful to have facts you can
follow up with:
For example
We have delivered support to over 450 companies to date
On average businesses engaged with us have grown by 105%
97% of businesses would recommend us to other businesses
Supporting facts

49. To back up your elevator pitch and your supporting facts have to
hand a number of supporting reference stories.
For example:
An example of what we have done in a similar situation was to
work with the directors who were having difficulty gaining access
to new markets in the food and drink industry.
Case studies

50. Presenting
Following are the steps include in preparing effective presentation:
✓ Plan
✓ Prepare
✓ Practice
✓ Present

51. Planning
Planning usually include following questions:
Who is your audience?
Why are they there?
What is your goal?
How long will it be?
Where will it take place?

52. Prepare
Following points must keep in mind while preparing:
✓ Structure
✓ Prompt
✓ Visual aids
✓ Voice
✓ Appearance
✓ Style
✓ Questions

53. Prompt
Short bullet points, key words only.
Put your entire prompt onto your power point slides.
These prompt are for you.

54. Visual aids
Use simple fonts, colors and graphs.
Use images and clipart.
3 to 7 bullets per slide.
Don’t over crowd your slides, it will not look professional.
New or different visual aids
wake people up.

55. Voice
Louder and clear than your normal pitch.
Vary pitch and volume.
Over emphasis

56. Appearance
Dark colors read as businesslike.
Wear comfortable shoes to weight your feet evenly.
Allow yourself to move a bit.
Look confident.

58. Styles
Positive
Warm
Honest
Friendly
Exciting
Passionate
Knowledgeable
Confident
Organised
Negative
• Arrogant
• Vague
• Patronising
• Monotonous
• Closed
• Complex (Depends on
Audience)
• Nervous
• Irrelevant

59. Style
Creative
Showman
Charismatic
Intelligent
Expert
Just be YOU

60. Do’s and don’ts
Practice, Practice, Practice
If possible arrive early.
Check projector
Audience seating
Room temperature, lights, layout etc
Take backups. Powerpoint, printouts, OHP
Never start with an apology

61. Do’s and don’ts
Visual Aids
• Can work for and against you
• Can be prepared in advance
• Flipcharts, Whiteboard, Powerpoint, OHP’s, Slides
• Keep simple; Easily legible
• Concentrate on the audience not the aid

62. Do’s and don’ts
Use eye contact
Do not walk in front of the screen
Control nerves through deep breathing
Watch out for err’s and um’s
Control of hands
• Clicking pens
• Shuffling coins in pocket
• Hand over mouth
• Scratching

63. Summary
Preparation
• Audience, Location, Message, Structure,
Delivery
• Review tender and proposal
Practice
• Try it out
• Refine
02
Pitch
• You should now be ready to make
you pitch
03
Purchase order?