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Pitching for investment? Make sure your pitch tells the full story: - how to make your pitch memorable - avoid the most common mistakes - use persuasive language - create professional looking design in no time
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Tell your start-up story
Pitching for investment success
Miriam Gilbert – Storytelling with Numbers
90% start-up investment pitches fail
Lack of preparationOf content and soft skills
No investment fitDoes not meet investors’ portfolio need
No compelling storyProduct / Business idea is not convincing
Weak teamExpertise and dynamics are not convincing
Understand your audience
Not all investors are the same – who are they?
What do you know about your audience?
Are they:• Angels or VC’s?• Leaders of followers?What is the investment fit?
Common mistakesand how to avoid them when pitching
Solve a problem
Focusing on the problem rather than your solution creates interest and human connection
Present a strong team
Make sure your team’s expertise shines through and you demonstrate great team dynamic
The right balance
Present all the critical data but don’t provide a lecture. You want to sell your idea, not educate
Level of detail
Critical information
Address the obvious
questionsDon’t pretend there are no competitors or risks. Admit past mistakes and explain what you learned from them.
Keep the audience engaged
Don’t talk too fast or too long (20min
max)
Never read the slides
Make eye contact
Invite questions
Be mindful of cultural differences
Shaking hands
Eye contact
Common phrases
Using first names
Other?
I say tomatoes, You say tomatoes
Use storytelling for impact
Make your pitch really memorable
Audiences remember
1 week after pitch
during pitch
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%100%
% data retention
100%10%of the
data
of the Story
but almost
How stories work
Stories provide a frame of reference and can create an emotional connection
Status Quo
Challenge
Proposal
Conflict
Real solution ACTION
Call to
Simple storyline
Ideas from everyday life
Create
persona
Compare and contrast
Set in context
Analogies
Personal / shared experience
Simple language tricksTo achieve greater influence
This is great
BUT…
I agree and that means…
I agree and that is why…
As you notice / realise / see / experience…
you will…
Use straightforward design techniques
You can apply immediately
Chose a theme and apply consistently
Consistent fonts – max. 3 styles
Consistent backgrounds – simple is best
Consistent style elements
Uncluttered – lots of white space
A monochromatic colour scheme looks professional
15 20 25 30 35 40 45 50 55 60 65 70 75 80 85 90 950
2
4
6
8
10
12
14Freq.
Details in hand-out
Keep technical details, complex tables and drawings for the hand-out
0) Cover Slide1) Elevator Pitch Slide2) Team3) Board Members & Advisers & Future Hires (Optional, combine w/ team slide)4) Market Opportunity: Define Market, Size & Target Client5) Market Problem & Current Solutions6) Your Solution (1-5 slides)7) Traction & Awards (Optional, if none yet) (1-3 slides)8) Market Fit / Competition (Optional, can be explained in slide 5 & 6)9) Competitive Advantages (Optional, can be explained in slides 5 & 6)10) Business Model: Key Revenue Streams11) Marketing Approach & Strategy: Key Expenses / Time-Efforts12) Financial Projections13) Exit Strategy (Optional)14) The Ask: Capital Raise / Uses / Intros15) Closing Slide: Questions? Contact Details
Slides to include in your slide deck
Q & A
THANK YOU!Wishing you the best of luck, Miriam Gilbert
Email:
Tel: +44 (0) 783 40 59 240
Web: www.storytellingwithnumbers.com
Twitter: MiriamRGilbert