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Learn to deliver a killer pitch.
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DELIVER A KILLER PITCH Ian Jeffrey | Vice President of Product Marketing, PasswordBox June 2014
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The Pitch Is NOT A Presentation
It’s a performance.
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Objective For Today
variety of small tips
when put together
make a HUGE difference!
( some of these you know already )
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Common Mistakes
You don’t know your audience
You pitch everyone you meet
You say “We’re the X for Y”
You have all the answers
You’re too eager
Title Text
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Pitch. Listen. Learn. Repeat.
‣You have (only) 90 seconds. ‣A/B test your elevator pitch. ‣Look for the "Ah, ha!" moment.
‣Record whatever you just said and insert into your pitch next time. ‣You're the expert, but don’t be defensive.
The more you do it, the better the story gets.
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Write A Script. Don't Freestyle.
‣Every word costs you $1,000 ‣Speak in sharp and concise sentences. ‣Get to the point. Fast!
!
‣Say your brand name as often as possible rather than “we”. ‣Don’t ask the audience questions. ‣Use Excel.
Whip your startup into shape
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Write A Script. Don't Freestyle.
‣Speak in short, sharp and concise sentences. ‣Get to the point. Fast! ‣Every word costs you $1,000.
‣Say your brand name as often as possible rather than “we”. ‣Don’t ask the audience questions.
The script guarantees you cover the key points.
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Preach. Don't sell.
‣Slow down to make a point. ‣Speak faster to show momentum. ‣ Insert pauses and repeat to emphasize points.
‣Sales are 80% emotions - 20% logic ‣Be assertive! ‣ Don’t say things like “We think we can be
number 1.”
Confidence instils trust...
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Show. Don't Tell.
‣Pictures. Graphs. Visuals. Video. ‣Hire a graphic designer ‣Let the screen do the talking.
http://www.flickr.com/photos/aganderson/6221646727/http://www.flickr.com/photos/aganderson/6221646727/ @thetransitapp
Transit App
Progress so far
-We started by launching in 3 cities across North America
- Montreal, Toronto & Québec
-We added 40 additional cities in the last 12 months
- New York City, Mexico City, Paris, Chicago, Philadelphia, Los Angeles, San Francisco, Boston, Vancouver, Washington, Ottawa, Atlanta, Seattle, Miami & Baltimore
Montréal Toronto Québec
New York City Mexico City Paris Chicago Philadelphia Los Angeles San Francisco Boston Vancouver Washington Ottawa Atlanta Seattle Miami Baltimore and 25 more
Montréal Toronto Québec
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Show. Don't Tell.
‣Pictures. Graphs. Visuals. Video. ‣Hire a graphic designer ‣Let the screen do the talking.
!
!
!
!
‣Fewer words is always better.
★★★★★1,000+ 5-star reviews
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Show. Don't Tell.
‣Pictures. Graphs. Visuals. Video. ‣Hire a graphic designer ‣Let the screen do the talking.
!
‣Fewer words is always better.!
!
!
!
!
!
!
!
!
‣Demo the product with video.
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Show. Don't Tell.
‣Pictures. Graphs. Visuals. Video. ‣Hire a graphic designer. ‣Let the screen do the talking.
!
‣Fewer words is always better. ‣Demo the product with video.
!
!
!
!
!
!
!
!
!
!
‣Use devices when showing screenshots.
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Show. Don't Tell.
‣Pictures. Graphs. Visuals. Video. ‣Hire a graphic designer. ‣Let the screen do the talking.
!
‣Fewer words is always better. ‣Demo the product with video.
!
!
!
!
!
!
!
!
!
!
‣Use devices when showing screenshots.
The screen supports what you say. ( not the other way around )
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Use Animations Wisely.
‣Good animations illustrate what you say. ‣Bad animations make you look like an amateur.
Animations tell the story for you.
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Print. Edit. Rework. Repeat.
The storyboard helps you illustrate your story.
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Know Your Audience.
‣They aren't clueless. Understand what they know and don't know. ‣Research their past investments (partnerships or competitiveness).
‣Prepare an investor data sheet. ‣ all contact information, investment, last
contact, your rating, etc. ‣Anticipate questions. Use backup slides.
Whip your startup into shape
WHIP YOUR STARTUP INTO SHAPE
Know Your Audience.
‣They aren't clueless. Understand what they know and don't know. ‣Research their past investments (partnerships or competitiveness).
‣Prepare an investor data sheet. ‣ all contact information, investment, last
contact, your rating, etc.
‣Anticipate questions. Use backup slides.
You can never be over prepared.
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Get In The Zone.
‣Nothing in your pockets! ‣Stand straight on two feet. ‣Keep your hands out of your pocket. ‣Hold the clicker steady in one hand.
!
‣Stand on the left side of the screen. ‣Never look at the screen behind you. ‣Don’t say “sorry.” Just move on.
Body language often says more than words.
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And Remember...
The Pitch is a performance.
