00 oren klaff conference presentation - pitch …pitchanything.com/wp-content/uploads/_pdfs/pitch...
TRANSCRIPT
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Crocodile Brain
Mid Brain
Neocortex3
1
2
NOVEL
Always fearful and suspicious, the Croc brain is making decision to keep you away from danger.
BORING?IGNORE IT.
FAST
VISUALCONCRETE
HIGH CONTRAST
NOT SAFE?RUN.
COMPLICATED?RADICALLY SUMMARIZE.
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The Croc Brain is Picky and a Cognitive Miser Whose Primary Instinct is Survival
Going to igore you if possible- and won’t do a lot of work
Capital is a commodity - you are the Prize.
Di�cult to move forward until they engage.
When you have enough credibilty, you can �ip the frame
A NEW STRUCTURE FOR PITCHING
PRIZING, HOOKPOINT, QUALIFYING
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NEW MODEL OF PITCHING
THE BIG IDEA
PRIZING
PRIZING
TENSION & NOVELTY
INTRIGUE PINGS
FRAME CONTROL
CALIBRATION
CREATES HIGH STATUS
TIME CONSTRAINTPUSH-PULL
DEAL
MARKET FORCES&
CHANGE BLINDNESS
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THE BIG IDEA: FRAME CONTROL
Every meeting, pitch and presentation is a social enounter that is governed by frames. Frames are a point-of-view,
a perspective - a position.
Frames don’t combine or mix - they collide.
The strongest frame always wins.
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