investor pitches that win - sol marketing, austin, tx
Post on 07-Nov-2014
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Investor pitchesTHAT WIN
Avoiding death by powerpoint
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Jump right into aconversation about your awesome product
Get lost in the demo
Show only top-down market data
Show a business with users but no revenue
Be just like others in the category
How to FAIL an investor pitchClaim you have no competitors
Have an inconceivable, expensive or unreasonable marketing plan
Need cash YESTERDAY
Stretch the truth
Show up unprepared
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Characteristics of pitches that WIN
…all in the first 30–60 seconds.
A story everyone can relate to
Clear evidence that there is a
HUGE problem
A vision for what the world would look
like if you eliminated that problem
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…and in the next 10 MINUTES…Proof that your company can credibly provide the solution, conveyed with language that appeals to the masses and words and images that jump off the page*.
*In about 10 slides.
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Market validation and proof Positioning validation
(consumer + business audience)
Messaging strategy
The right level of detail
Visual and verbal storytelling
So, how do we get THERE?
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And what does it look like when WE DO?
A pitch that takes 60 seconds rather than 60 minutes
A 10 slide deck that serves as an artifact of the conversation
Requests for additional information/follow-up
60
10
?
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STRUCTURE of a pitch deck 1COMPANY PURPOSE30 – 60 seconds. “We are the X for Y.”
2PROBLEM/ PAINObvious and huge. How many people have it?
3SOLUTION What the world looks like when you’ve solved it.
DEMO Hit the high notes. Don’t get lost in features.
CONTACT SLIDEMake sure they know how to get in touch.
4MARKET SIZETop down – provided by someone else.Bottoms up – calculate users x usage = revenue.
5BUSINESS MODELSHow are you going to make money? Simple revenue models win.
6UNFAIR ADVANTAGEInvestors get REALLY excited by an unfair advantage.
7COMPETITION Don’t say you don’t have any. Who they are, why they suck and how you’re better.
9TEAMIt can’t just be you. Show us just how awesome they are.
TRACTION AND MILESTONESWhat have you done to date? What’s coming?
8MARKETING PLANCustomer acquisition plan. Volume, cost and conversion.
10
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BEST practices
Reel them in with a good
hook
Know youraudience
Combine storytelling, selling and
conversation
Honor the connection among heart, mind
and wallet
Avoid excruciating product detail
Don’t expect to be the smartest person in the room
Consider it a learning experience
Have a memorable closing
ONE THOUGHT PER SLIDE
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BEFORE presentation day:
ON presentation day:
Practice. Practice. Practice.
Test your story with your grandmother, your barista or your third-grade teacher
Anticipate questions/objections and prepare responses
Be prepared for ANYTHING
Be prepared to be interrupted
Answer EVERY question
Wear deodorant
Don’t pick a fight
Don’t bluff
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Other TIPS
Provide access to backup information: - Research data- Detailed financials - Detailed business models and projections- In-depth team bios - Variety of use-cases (if appropriate)
The deck is important but the conversation, even more so.
File size should be appropriate for email.
No matter if using PowerPoint or another presentation tool, keep it simple.
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Let’s start SOMETHING
512.445.4807info@solmarketing.com
904 West Ave. Suite 102 Austin, Texas 78701
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