Transcript: HC1- Intrigue Frame- build desire. HC2- Prize Frame- life of the deal. HC3- Time Frame- limits=fear=wants=they chase you. HC4- Moral Authority Frame- how can u improve appealing to virtues and ethics. Set the frame Tell the story Reveal the intrigue Offer the prize Nail the hookpoint Get the Deal Want nothing. Focus only on things you do well. Anounce your intention to leave the social encounter. The Hot Cognition Deciding that you like something before you fully understand it. Pitch Anything Your Audiences Mind at Work Erading Neediness Power Frame- Arrogant, Rude, Overly confident. Weaker frames and ideas bounce ight off of this big guy. Intrigue Frame- Create images that produce excitement; desire. Prize Frame- Make them want you. instead of chasing them, make them chase you! Analytical Fame- $ and pennies. Know your expenses, revenues, and what you pay yourself. Time Frame- Time pressure reduces decision quality. Moral Authority Frame- overrides the analytical frame. Life and death isnt crucial. betterment of the whole. Heres what you do: Why do most of the deals we pitch fail? Why is it so hard to connect with buyers/ audience? How do you grab their attention and keep it? How do you avoid anxiety and the awful "choke"? Introduce yourself and big idea - 5 min. Explain the problem/solution and your special advantage - 10 min. Offer the deal - 2 min. Stack Frames for hot cognition - 3 min. S.T.R.O.N.G Framing Croc Brain- survival responsive. strong, basic emotions; instinctive. (Kill it, mate it, or eat it, if not, ignore it.) As little work as possible. Midbrain- determines meaning of things and social situations. Neocortex- problem solving ability: complex issues; reasoning. we chase what moves away. we want what we can't have. we only place value n things difficult to obtain. Body language signaling impatience or lack of intrest creates anxiety in you as a pitcher, you become needy. Things to remember when counteracting neediness: Your Perfect Pitch in 4 Section Frames / How to Use Them A frame is a powerful energy that surrounds every individual, creating a defense shield designed to protect our concious minds from sudden intrusion by ideas and perspectives that are not our own. There is only 1 dominant frame in every encounter. Frames clash and the weaker frame is absorbed by the stonger frame.
Transcript: Let everyone know your progress so far Description about this team member. Just give a brief explanation of the member's experience and competencies. WHAT DO WE NEED? Member 3 Customer Put down anything that matters! Competitive Differentiators Add details, include pictures BUSINESS [Company Logo] What is your solution? Summary Description about this team member. Just give a brief explanation of the member's experience and competencies. Description about this team member. Just give a brief explanation of the member's experience and competencies. Company X Address 1 M: firstname.lastname@example.org T: +31612345678 Meet Jane and John There should be a lot of them! Summarize the most important parts of your pitch here. Write down all of the reasons that you are better than the competition here. Business Model How are you planning to solve it? [Company Logo] Competitors CONTACT US: How is your solution solving the problem? COMPANY X "Relevant inspiring quote or slogan to end the business pitch with." Customer Feedback Member 1 Go To Market Plan Market Customer Segmentation Member 2 How many people like Jane and John are there? Are there any other people trying to make money from the same market with a similar solution? Description about this team member. Just give a brief explanation of the member's experience and competencies. PITCH Put here the explanation about what you need from the investors you are pitching to. Enter different kinds of customers How ready are you to take your solution to the market? Traction & Engagement Add some numbers here. What problem do they have? Explain as visually as you can. How old are they? Member 4 Team Solution Did any of your customers got back to you yet?
Transcript: T TESLA Sol Edition Proivde an affordable luxury car for the common man Reducing carbon footprint Encourage solar panel technology Mission Statement #1 Affordable Luxury Cars Tesla now offers Model 3 Starting price is only $35,000 Has similar features to the $70,000 Model S Same price as a Toyota Avalon #2 Carbon Footprint With companies pumping out large amounts of carbon, Tesla can limit carbon resedue with their electric options. Tesla provides a variety of eco friendly features to combat carbon in our atmosphere. All Tesla Models are electric. #3 Solar Panels Tesla will be the first car company to offer solar panel roofing on all the models. It will be able to use clean renwable energy. Tesla has expanded its reach from homes to vehicles. This new innovation will dramatically enhance the range of fully electric cars, allowing drivers to travel a lot further than normal. Model X Model X is the safest, fastest, and most eco friendly utility sport car known to man. X Safety is the always the first priority at Tesla which is why the Model X will be the first SUV to receive the highest rating in every safety category once the National Highway Traffic Safety Administartion conducts its tests. Model X additionally has a large variety of features such as the falcon wings, a range of 295 miles per charge, and the big sky panoramic windshield. Model S S Safest sedan on the road due(0-60 in 2.5sec) to the unique electric drivetrain that lowers the car center of gravity. Offers 3 drivetrains: Dual Motor, P100D(Rear high performance motor, and Single Motor. Offers full self-driving capability at a safety level subsantially greater than a human driver 3 Model 3 Has similar features as the model S such as autopilot. Has 215 miles and seats 5 adults and achieves the highest safety ratings in every category. Solar Panels Currently cheaper than the competing brand standing at $21.85 per square foot. Made with tempered glass, the solar roof can withstand the strongest weather. These are mostly stronger than regular ? Finances Thank Your Audience! Questions?
Transcript: "This is interesting and such a remarkably simple tool with a great impact. A global basic income will have the wonderful effect of a dynamic and recursive engine for a healthy and thriving global economy, which is working inclusive for everyone. We will finally have new markets to conquer. Look Leila! The higher the transaction volume, the higher the basic income for everyone. The higher the basic income, the higher the turnover for companies, businesses and innovators. A wonderful economic engine!" "For companies this is actually great marketing and improves our reputation. And I just looked at co°open's website and have seen more inspiring "impact marketing" and sponsoring tools" "But co°open is not stopping there, we have dedicated ourselves to raise the basic income steadily. With every month in which our pool is growing, half of the newly generate resources will enlarge the basic income for everyone. Turning 10€ into 11€, 12€, 25€, 100€, 500€, 1000€ etc. Member 3 Customers love what they do and enjoy their innovations... Competitive Differentiators "This is a wonderful and visionary lookout Leila, but do you know, what I believe is the most charming. We can get started today, with almost nothing, we are not dependent on any large technological or systemic changes, to initiate and experience positive progress. All we have to do is to introduce the Social Responsibility Certificate in our companies and we all gain plenty small benefits, step by step. What do you think about starting with a 1% Certificate? Description about this team member. Just give a brief explanation of the member's experience and competencies. Leila and Franz went back home, while reading more about the team of co°open. Summary Source: http://www.mckinsey.com/~/media/mckinsey/industries/financial%20services/our%20insights/how%20the%20payments%20industry%20is%20being%20disrupted/global_payments_2015_a_healthy_industry_confronts_disruption.ashx "Together with other businesses, we will leave our mark as one of the first companies world wide to take part in shaping our evolution at a key turning point in history and secure the global purchasing power of everyone." Description about this team member. Just give a brief explanation of the member's experience and competencies. Ever since he could think Samuel was juggling with numbers and ideas, on how to improve millions of lifes in the most efficient way. Until the day, where he initiate co°open to go all in with his idea. co°open - global basic income Tumblingerstr. 80337 München email@example.com T: +49 1525 3586734 Leila and Franz are sad, because the potential of reaching many customers with their companies can not be fully embraced, due to the lack of purchasing power. Meet Leila and Franz, two entrepreneurs "co°open is an open organization introducing a global basic income from bottom up for everyone, one person after another, regardless their heritage, race or social state." Social Responsibility 1000€ Member 4 Write down all of the reasons that you are better than the competition here. Leila begun to read out aloud: Once in their beds, they watched a summary, which the found about basic income on youtube, before they fell asleep, very pleased with the new discovery and a smile on their faces. CONTACT US: "Franz, every time we are eating here, 1% of each meal will be payed into a so called global basic income pool, listen to the explanation" Competitors 1% Samuel Andert Martin Luther King Jr. "... each time the pool is reaching a limit of 10€, somewhere in the world a human will be randomly elected to receive from now on every month a mini basic income forever." Easy Market Entry "Customers will enjoy the moment each time they buy something with a smile in their face, because they can see and feel the direct impact, they are generating with their purchase" Jascha "If every company and every person has a Social Responsibility Certificate of just 5%, already today according to the report, every adult could receive a monthly basic income of ~500€. And not the stop there, the financial transaction market is expanding yearly by 5-7%, doubling the transaction volume by 2030" Are there any other people trying to make money from the same market with a similar solution? Description about this team member. Just give a brief explanation of the member's experience and competencies. Certificate Franz begun to smile, it took him a moment to let that sink and sort out his thoughts, then he said to Leila: Leila nodded silently and added: Leila continues to read, with ever growing eyes: 2050 basic income Franz interrupted Leila in her dreams and said: Leila, even more excited, remembers the global payments report from McKinsey & Company and continued to calculate: They have a great expertise in creating new ideas, products and services, which improve our daily lives for the good, but they have a big dilemma: "I am now convinced that the simplest approach will prove to be the most effective -
Transcript: Steps to Success Step 1: Learn to recognize beta traps ( they are EVERYWHERE!) Step 2: Practice stepping around beta traps Step 3: Identify and label social frames Step 4: Begin to initiate frame collisions with safe targets Step 5: (level of difficulty) combine step 1-4. Take control of a social frame, create a good amount of conflict and tension, and use the push/pull method Step 6: Learn to have fun with frame control. Don't force it. Let it flow. Step 7: Become a master! Frame Control Power-busting frame frame collisions Prizing Beta traps Seizing status local star power push/pull Alpha Hot Cognition Crocodile brain Neocotrex Attention: Pitch Anything Desire and Tension Intrigue Frame: produces a large chuck of dopamine Prize Frame: makes you the life of party ( flips the frame) Time Frame: the addition of time pressure to a decision-making event reduces decision quality. The thought of a potential loss of a deal triggers fear Moral Authority Frame: You would rather be the chocolate verses being the spinach. Phase 1: Frame control, grab status, introduce the big idea Phase 2: Explain the problem/solution and our special advantage Phase 3: Offer the Deal Phase 4: Stack frames for hot cognition S.T.R.O.N.G 4 Phases of Pitching What is Attention? A mixture of chemicals served up to the brain as a lubricant for social interaction. How can I keep a person's attention ? When a person is feeling desire and tension at the same time, "they are paying serious attention to what is in front of him or her." Misty Manning Hot Cognition Dopamine is the neurotransmitter of desire. Norepinephrine is the neurotransmitter of tension. Together they create ATTENTION D+N=A Dopamine+Norepinephrine= Attention Desire+ Tension= Attention Important Vocabulary Beta Traps! Set the frame Tell the story Reveal the intrigue Offer the prize Nail the hookpoint Get the deal
Transcript: Identification of target market Competition Conclusion Strategy for reaching target market Personal value Business value Identify competition Introduction Technical value How will we overcome competition Product Idea Target Market
Transcript: The product doesn't need to be great; it just has to basically work. And,the market doesn't care how good the team is, as long as the team can produce that viable product. In short, customers are knocking down your door to get the product; the main goal is to actually answer the phone and respond to all the e-mails from people who want to buy. Competitive Landscape We need to dive more deeply into digital learning Who are the big players (Pearson, MCGraw Hill, Cengage, Elsevier, Wiley(?), Ascend) Which are potential partners? Who are the smaller players (Grokit, BB, Knewton, Boundless...) Who are our direct competitors (Digital textbooks versus 2D/3D delivery) Why is our product defining EdTech 2.0? (I think because of how its built, how we present content and (future????) ALS. Can we say we have begun building this or just planning? Should this be part of our spend? I think so. Like when we say launch Vida Body Plus). What is the revenue growth for online learning products WHAT ARE OUR COMPETITIVE ADVANTAGES AFTER SOMEONE COPIES EXACTLY WHAT WE ARE DOING??? Team Include key advisors eg, Jack Thornton, Jayshiro Tashiro in the case of publishing What are our past accomplishments. How we came to realize the outstanding opportunity we are presenting today-keep it succinct! HOW WILL WE MAKE MONEY?? HOW WILL INVESTORS MAKE MONEY!!!??? Introduction/Summary Basically elevator pitch-traction, product, team, social proof Create a meme for investors and friends to spread the word "Google Earth for the Body" "Bringing Anatomy to Life" Do they allude to physiology or only anatomy? Other? The Problem be concrete Who is the customer and what are their pain points What's happening to textbook revenues versus digital revenues Why competitors can't fill the need-ebooks no different, lack of tool integration with content Demo Three minutes Key features Only Key features-no details Leave people wanting more Some thoughts about traction: "Traction is a measure of your product’s engagement with it's market, a.k.a. product/market fit. In order of importance, it is demonstrated through profit, revenue, customers, pilot customers,non-paying users, and verified hypotheses about customer problems. And their rates of change. "A story without traction is a work of fiction" Traction: What have we done so far? Strategic relationships Customer testing (Webinar and demo at HAPS. Maybe we can get some of this data from Frank) Milestones and use of funds What have we raised? What will we raise? Restate the hypothesis we are testing with this round: Students/Instructors are seeking tools for A/P that are fun and engaging. We need to adjust this slide to account for a primary focus on EdTech. A high-concept pitch is the best way to describe your product and vision within an elevator pitch. Bad elevator pitches go on and on about the product. Good ones boil it down to a high-concept pitch. The rest of the elevator pitch should be devoted to your traction, product, team, and social proof. SALES: Describe the business model Current sales or pipeline What are the MICROECONOMICS Macro (put in Andreessen quote here) Technology Issues Keep it succinct but give some details How is it different? IP? Any patents? Is the difference sustainable? What is the basis for that? Market: Elaborate on the problem slide Fill in details about market size, trajectory How will we acquire customers-direct and indirect The Vision Be expansive and inspiring Maybe each of us can reflect briefly on the vision and what it means to us WE WANT TO DRAW APPLAUSE!!!
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