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Introduction to pitching
- 1. Introduction to Pitching with Mike Bradshaw Community Shepard at Hammerkit
- 3. Preparation "Failure to prepare is preparing to fail" - John Wooden
- 4. T a g L in e Problem Solution revenue $ => market size costs Team Competition Ask!
- 5. Delivery now you actually have to DO IT!
- 6. Technology
- 8. Thank you and any Questions? Mike Bradshaw http://claimid.com/ymb
Notes de l'éditeur
- Questions: * How many are on techie side of team? * and on Business dev? * Who has had some training on Pitching or Presentation skills before? * Any expectations? * Format of workshop: - approx 1 hour of me talking - Some actual doing
- What is a pitch? Short *marketing* message, shows you understand your company and the market it operates in get’s audience just interested enough to grant you some more time => longer pitch/meeting i.e “that sounds interesting, please tell me more” Why should you pitch? clarify exactly what it is that your company does. If you can tell what you do quickly and clearly to other people, then you can start asking questions == selling!! When is it used? anytime someone asks “what do you do?” Pitching events
- * Know your material * 2-3 minutes per slide is a reasonable working average (but there can be exceptions!) * spend *AT LEAST* 3-10x on prep Vs delivery time (even longer if it something is new!) * Don't rely on tech - What to do if; * no network?, * beamer breaks? * takes too long to get beamer working? etc - Plan for fall backs (all the way to just hand waving!!) * Structure intro slide – Company logo end slide – Company logo and contact details how many slides (governs Style?)
- Formats: Elevator : For (Target customer), who has (need), product name is a (market category) that (main benefit). Unlike (competition), the product (unique differentiator). 1,2,3,5 minutes (with and without slides). 1 start with only the white items (maybe replace $ with “what is your unfair advantage”) 3 & 5 should have a demo if at all possible. Longer means more detail. 15 minute in front of a VC/finance person/customer Tag Line – “we are X for Y” is a common format. *WHO* has *WHAT* problem, *HOW* do you solve it, and *WHY* would they give you money and *WHO* is paying you, if it is not the person with the problem) Don’t follow structure blindly, mix it up! When sending deck include bullet point lists, team goes at the front. When on stage, no bullet point lists, you *WILL* end up reading them! Traction – mention it if you have it! Team – why will this team win over a similar pile of CV’s Don’t forget to give the audience something to do ask for what you need, this is not always money! Alpha users, feedback… WIFM – What's In it For Me Story format: - Tell them what you are going to say - Tell them - Tell them what you told them
- Show your passion for the idea/company you are pitching. Don’t start with telling us your name, or title. Start straight in, once we are engaged (i.e. at team slide introduce yourself) Styles: - Lessig method * single word, changes every 10-20 seconds - Kawasaki method * 10, 20, 30 rule - Godin method * sharp visuals, clear message, clear story - Takahashi Method * big text (fills slide) From PresentationZen.com: 1. Show your passion 2. Start strong 3. Keep it short 4. Move away from the podium 5. Use a remote-control device. 6. Remember the “B” key 7. Make good eye contact 8. Keep the lights on 9. Use a TV for small groups 10. At all times: courteous, gracious, & professional Humour - stay away, often falls flat (especially in multi-national audiences!) Don't spurt out your flaws at the start of the presentation! - the audience wants you to succeed (no-one *WANTS* to listen to a boring presentation!!) - most of the time they won't notice or care Confidence - fake it (everyone is nervous when presenting) Have a clear start and end (Hello,Thank you). *NOT* “Thanks you, any questions!). Makes the job of the person doing the timing easy (always be gracious!!)
- Software: - Keynote, PPT, OpenOffice, Google Docs - Prezi - Slideshare, PDF, Notepad... Beamers: - Different resolutions (640x480 is safe, and increasingly 1024x768) - connectors - Practice (different makes and models) OHP: - needs more checking to see how it looks, but not excessive - don't switch on and off, more distracting than leaving on!! Flipcharts: - pre-prepare Whiteboards: - how to remove permanent marker Microphones: - stick it on your chin, don’t hold in front of your face (looks like you are giving a blow job!)
- These are more around presentation skills. it is assumed that you can type search phrase into something like Google and find resources & advice on pitching. Average Presentation skills with a killer idea is what wins! So get yourself to average.