HOW TO DELIVER
AN EFFECTIVE PITCH M A R C H 3 1 , 2 0 11 ( T H U ) , 2 0 : 3 0 - 2 2 : 0 0
CUHK CfE Webinar Series
Instructor
Mr. Mingles Tsoi Project Director
CUHK Center for Entrepreneurship
Guest
Mr. Laurence Chan Managing Director
Hong Kong EV Power Limited
Agenda of this Session
Time Particulars Host
20:30 – 21:00 Steps & Skills of Pitching Video (1) How to Perfect the Elevator Pitch Video (2) Elevator Pitch Winner – Coffee Cup
Mingles Tsoi
21:00 – 21:10 Live Pitching Session by Guest Laurence Chan
21:10 – 21:30 Anatomy of Effective Pitch Mingles Tsoi Laurence Chan
21:30 – 22:00 Live Pitching from Audience Wrap-up and Discussion
All participants
CUHK CfE Webinar Series
CUHK CfE Webinar Series
A Matrix Approach of Pitch
TIME DURATION
< 5 mins ~ 15 mins ~ 1 hour
V
I
S
U
A
L
A
I
D
YES
Preview Trailer
Prototype Sketch
10/20/30 Rule of PowerPoint
Seminar Conference
NO Elevator Pitch Coffee break Pitch Lunch Pitch
CUHK CfE Webinar Series
ideaSELLING
Communicates the very essence of the idea in your own life “If we want our clients to be passionate about our idea, we have to first
own that passion and tell a personal story.”
What’s your story? Your idea
Problem it solves
Stories to bring issues and ideas to life
Focus
The 3 main points I want to make
The theme to unite and focus
Breath Test: nail your theme into one sentence without taking a breath
CUHK CfE Webinar Series
One-liner Breath Test
filmmakers do it with their 30-second pitches for a 2-hour movies
Jurassic Park
Scientists clone dinosaurs to populate a theme park, which suffers a security breakdown and releases the dinosaurs.
Home Alone
The Truman Show
CUHK CfE Webinar Series
One-liner Breath Test
Home Alone
An eight-year-old is accidentally left behind when his family goes on vacation, and he has to defend his home against idiotic burglars.
The Truman Show
An insurance salesman discovers his entire life is actually a TV show.
CUHK CfE Webinar Series
How to Perfect the Elevator Pitch (Howcast) http://www.youtube.com/watch?v=y1Y02_oZP8U
You Need
Skills or Ideas
List of Phrases
Description of your Qualifications
Practice
Steps 1. Brainstorm a list of phrases to describe
2. Write a 30 seconds statement to describe your qualification
3. Practice with friends
4. Find the target and describe your list of phrases or problems
5. Describe the value of proposition you want to solve the problems
6. Engage in dialogue for conversation, showing interests
7. Ask for contact information or name card for follow ups
CUHK CfE Webinar Series
Elevator Pitch Winner (Utah State University) http://www.youtube.com/watch?v=i6O98o2FRHw
Josh Light, Founder of CupAd
CupAd gives free coffee cups to small cafes.
Free cups save cafes about 15,000 a year which helps them compete against corporate coffee chains.
CupAd does this by selling ads on the cups.
37 minutes is the average time it takes a person to consume a cup of coffee. Not many alternative methods of advertising offer such a long duration of brand exposure.
Corporate web site: http://www.cupadllc.com/
CUHK CfE Webinar Series
Seany Elevator Pitch http://www.youtube.com/watch?v=Tq0tan49rmc
Two Keys
Lay out the pain statement What type of problems you are going to solve
Show the value proposition How does your venture solve the problem
Four Success Factors
Sustain
Easy to understand
Inducive
Irresistable
CUHK CfE Webinar Series
10-20-30 Rule of PowerPoint
A PowerPoint presentation should have
10 slides,
last no more than 20 minutes, and
contain no font size smaller than 30 points.
Ten Slides Approach
1. Problem 2. Your solution 3. Business model 4. Underlying magic/technology 5. Marketing and sales 6. Competition 7. Team 8. Projections and milestones 9. Status and timeline 10. Summary and call to action
CUHK CfE Webinar Series
CUHK CfE Webinar Series
Anatomy of Effective Pitch
Before going in front of a room of investors:
know your product;
know how big your real market is;
know how many potential sales you can get if the product is finished and fully marketed.
CUHK CfE Webinar Series
Anatomy of Effective Pitch
Investors want to know that:
You know what you’re doing;
Your product is extremely unique;
Your solid team of people to make this dream a reality.
You need to persuasively convince your audience of your ability to reach this market.
CUHK CfE Webinar Series
The Visual Thinking Toolkit
CUHK CfE Webinar Series
The Back of the Napkin, by Dan Roam
The S.Q.V.I.D.
CUHK CfE Webinar Series
A practical tool of applied imagination The Back of the Napkin, by Dan Roam
Elements of Selling – David S Rose
CUHK CfE Webinar Series
Leadership
Commitment
Vision
Realism
Coachability
Logical progression Things easily be known or understood
Validity and Viability
click www.ted.com search “david rose”
Integrity
Passion
Experience
Knowledge
Skill
Graphical Illustration of Business Model
CUHK CfE Webinar Series
Books for Reference
Presenting to Win Jerry Weissman ISBN: 978-0137144174
CUHK CfE Webinar Series
So What?: How to Communicate
What Really Matters to Your Audience
Mark Magnacca ISBN: 978-0137158263
CUHK CfE Webinar Series
Recommended