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Pitching 101

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by

Michael Sattler

on 4 March 2016

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Transcript of Pitching 101

Pitching 101
Basics of the
Standup Pitch

Connecting
Structure
Inclusion
Visuals
Pitching is performance.
... or at least the beginning of one.
Tell me a story.
The First Minute
Hollywood Shorthand
Make us care.
Make us feel the pain.
How did you come up with the idea?
Why should we trust you to see it through?

Competence. Confidence. Passion.
Why are you doing this?
Why do you care?

Founder stories.
Part 1. The Frame
* Problem
* Solution / experience
* Market potential
* Mission/passion statement
* Business model
“If it is a ten-minute speech it takes me two weeks to prepare it; if it is a half-hour speech it takes me a week; if I can talk as long as I want to it requires no preparation at all. I am ready now.”
- Woodrow Wilson
Lessons from PitchClub Boston
The Traps
Winging it
Getting defensive
Investors don't know as much about your idea as you do.
But most need to believe they do.
Having all the answers
Never read your slides
LOGOS!
Yes, it's personal.
Personalize it
This meets that
Leave us with a feeling:
Brevity matters
Treat your audience like an audience
Part 2 : The Art
* Strategies
* Milestones
* Competition
* Forecast/projections
* Team / advisors
* Ask
Your pitch is not your plan
Don't explain everything
What do we have to believe?
Get them over the bridge
Acknowledge the optics
Avoid Live Demos
Back pocket slides
Minimize, remove, or save things that don't matter
You don't need to prove
how smart you are
Not like this:
... are good
Thanks.

Michael Sattler
@sattler360
pitchclubboston.com
What do you need from your audience?
(Exclude anything that doesn't help.)
What's the riskiest part of your pitch?
Include things that prove your case
If your idea were a movie and you were a character, how would your audience perceive things?
Accommodate their expectations.
Pitch Formats
Five Word Pitch
Twitter Pitch
Elevator Pitch
Minute to Pitch It
Standup Pitch
Tabletop Pitch
Pitching is about investment.
... of ATTENTION.
Your primary goal is to get your listener
to invest their TIME
...so you can tell the next part of your story.
Remember:
You are a character in the story of your business
Make us tell your story tomorrow.
Full transcript