taller pitch - sumie ideas
DESCRIPTION
Taller de Pitch para RetoZapopan www.sumieideas.comTRANSCRIPT
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Es tiempo de Emprender
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SumieThink
DE PITCHTALLER
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!There is a fundamental disconnect between the way we pitch anything and the way it is received by
our audience.
“ ”
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!Existe una desconexión fundamental entre la manera en que comunicamos algo y la manera en
que nuestra audiencia lo recibe
“ ”
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At the most important part we need to be convincing
The result :
not9 out of 10 we´re
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En la parte crítica cuando necesitamos ser convincentes
El resultado:
no9 de cada 10 lo somos
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SumieThink
DE PITCHTALLER
¡Mi idea!es genial!
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Director Sumie Ideas
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Historia
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Microsoft Imagine Cup!2007
110 paises 7 categorías + 100,000 proyectos
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Seoul, Korea
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equipos
talentososmás
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ganamos
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La IMPORTANCIA!de un pitch de ventas
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Silicon Valley
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Cursos
Mentoría
Venture Cap.
Financiamiento
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PITCHINGsessions
real
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BILLIONAIRE : )Not billionaire : (
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PORQUEI
CAPITULO
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Porqué!están aqui¿ ?
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En su experiencia de ventas, qué es lo más
importante que tenemos que transmitirle a un
cliente¿ ?
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Qué quisieran!aprender de este!
taller express¿ ?
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Dinámica!!
5 min
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! LISTOS ¡
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RETO ZAPOPAN
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is about
PITCHING
keepinggetting
attention&
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Se trata sobre
DAR UN PITCHmantener
obtener
atencióny
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Guuuuuaaaauuuuuuuuuuuu
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!
MORALEJA !
!Siempre tener claro lo que hacemos!
!Siempre tener un mensaje pegajoso y listo!
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EL!PITCH
IICAPITULO
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Qué!es un pitch¿ ?
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El término inglés pitch hace referencia a una presentación verbal (y visual, a veces) concisa de una idea para una película o serie de televisión, generalmente hecha por un guionista o director a un productor o ejecutivo del estudio, con la esperanza de atraer financiación de desarrollo para costear la escritura de un guión.
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IDEA
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A que parte del cuerpo tenemos que lanzar nuestra
Idea ?
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Se trata de
PITCHINGemocionar
No de convencer
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NUNCAIntenten CONVENCER a un cliente
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Cuando quieres convencer
alejasa los clientes
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Cuando los enamorasellos hacen el trabajo de
convencerse solos
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51
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Cuándo!se usa¿ ?
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PITCH = TRANSMITIR UNA IDEA
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Nerd
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Hippie
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Empresario
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Financiamiento!
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Reto Zapopan!
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Para muchas empresas
son los 20 minutos!mas importantes de su existencia
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- Cine!- Seed Capital!- Venture Capital!- Inversiones
Ejemplos:
- Ventas
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Tipos de PitchElevator (2 min)!
Twitter Pitch (140 char)!
Investor (20 minutes)!
Habanero Pitch (2 minutes)!
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Durante cualquier pitch,
¿Qué es lo primero que tienen que hacer?
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¡Obtener y manejar!la atención!
de la audiencia!
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Aburren = MUERTE
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Aburren = MUERTE
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Agendas apretadas y
muy ocupados
compradores
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¡Manejar!la atención!
de la audiencia!
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Se trata sobre
DAR UN PITCHmantener
obtener
atencióny
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Cómo!lograr la atención¿ ?
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Neuro!science
IIICAPITULO
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3 Cerebros
- Reptiliano!
- Mid Brain!
- Neocortex
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3 Cerebros
- Reptiliano: SUPERVIVENCIA!
- Mid Brain : SOCIAL!
- Neocortex : ABSTRACCION
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neocortex
reptiliano
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neocortex
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Los pitches se forman con el neocortex
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Los pitches se forman con el neocortex,!Pero se reciben con el cerebro reptiliano
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ERROR
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La separación de los cerebros!no debe ser medida!
por los 2 cm que existen
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Sino por los!200 millones de años!
que tardó en formarse
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¡Cuidado!
IMAGEN
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Características del Croc Brain
No tiene mucho tiempo para nuevos proyectos!Le gustan los hechos claramente explicados!
Le gusta escoger entre 2 opciones obvias y claras!
Necesita que vayas al punto de manera rápida!
Se duerme en las presentaciones de power point!
Necesita un trabajo fuerte de síntesis de puntos!para mantener la atención!Si realmente le emociona un nuevo proyecto lo aprueba,!
sino lo deshecha sin darle un segundo pensamiento.
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Su objetivo es:
Ignorarte de ser posible!
Enfocarse solamente on the big picture!(necesita imágenes bien contrastadas, claras y sencillas para poder escoger)!Emocional, aunque la mayor parte del tiempo!
la emoción predominante es miedo!Enfocado en el ahora, con un span de atención muy corto!
En busca de hechos concretos
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Su objetivo es:
SOBREVIVIRCON EL MENOR ESFUERZO POSIBLE
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ConclusiónSi no es algo interesante
va a ser ignorado
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2 respuestas del croc brain:
Curiosidad y deseo!!
Miedo y desagrado
1
2
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Los pitches deben de ser:
- No detallados!
- Enfocados en croc brain!- Alto nivel!- Generar intriga!- Ser novedoso!- Tener una promesa de recompensa!- Ser contados a través de una historia!- Manejar emociones
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ErroresIV
CAPITULO
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Enfocarse en el NEOCORTEX
ERROR
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Slides llenos de texto
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Presentaciones Complejas
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ANTíDOTO
Hacer tu pitch simpleatractivo para el Croc-Brain
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La MALDICIón del conocimiento
ERROR
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conocimiento
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Casa
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Casa
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Casa
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Casa
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Casa
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ANTíDOTO
Entender a tu audiencia
Es decir analizar a fondo a las personas a las que les estarás dando tu pitch para entender
cómo recibirán lo que tu les dices
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Exponer productos/servicios antiguos o aburridos
ERROR
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ANTíDOTO
Enfocarse en exponer la parte
novedosade tu modelo producto/servicio
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Enfocarse en lo que YO quiero decir
En lugar de lo que TU quieres escuchar
ERROR
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The moon
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ANTíDOTO
Pensar¿Qué rayos están buscando los clientes ?
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8 horas!Sentados escuchando!pitches aburridos!
JUECES!
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JUECES 80% NO 20% SI
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EMPRENDEDOR • Ganas • Entusiasmo • Capacidad • Experiencia • Tolerancia al fracaso • Visión clara de lo que se busca
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PEOR ERRORSe los menciono al final …
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PITCH!secuencia
VCAPITULO
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HOT vs COLD cognition
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HOT vs COLD cognition
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HOT vs COLD cognition
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HOT vs COLD cognition
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PITCH
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Introduction
EXPLOSIVa
I
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EXPLOSIVE introduction
I
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EXPLOSIVE introduction
IDIFERENTE LO QUE SE MUEVE
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Magia de su servicioII
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INNOVACIÓNIII
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finanzasIV
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EQUIPOV
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EQUIPOV ESPECIALES
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PORQUE PUEDEN LOGRARLOVI
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A Incluir
Clara definición producto/servicio!!Oferta de Valor!!Su Innovación!!Su Modelo de Negocios / Finanzas / Mercado!!Su equipo, pasión, visión!!Ventajas Competitivas
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Taller
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Lluvia de Ideas (5 min)TODO LO QUE ESTÁ ALREDEDOR DE SU !
PRODUCTO/SERVICIO
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Novedad (5 min)PORQUÉ SU IDEA ES INNOVADORA!
Y ATRACTIVA
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Argumentos (5 min)PORQUE SU PRODUCTO O SERVICIO ES EL MEJOR
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Evidencia y Pruebas (5 min)PRUEBAS DE QUE SU IDEA !
ES EXITOSA
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Ustedes (equipo) 3 minLAS 2 COSAS MÁS IMPORTANTES QUE LOS!
CLIENTES DEBEN DE SABER SOBRE!SU EQUIPO
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Problema!Solución!Innovación!Futuro / Mercado
13 min!PARA 1 PITCH !DE 1 MINUTO
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Demo
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AYUDAS!VISUALES
VICAPITULO
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Bullet Points
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Nunca usarlos
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• Leíble • Predecible • Lejano • Distante • Aburrido • Jamás lo leerás
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• Control breathing• Obtain balance • Feel your body• See with your mind
YOGA
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Breath Balance
Feel See
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Learn toFeelyour body
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Seewith your
mind
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• Control breathing• Obtain balance • Feel your body• See with your mind
YOGA
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Tipografía
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Groovy -15 pt
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Groovy -15 pt
Groovy -3o pt
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Groovy -15 pt
Groovy -3o pt
Groovy -6o pt
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Groovy -15 pt
Groovy -3o pt
Groovy -6o pt
Groovy -9o pt
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30 pt es el tamaño MÍNIMO
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Diseña paraesta persona…
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NeutralGroovy
DiferentChalk
Hand written
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Solo una tipografía
máximo dos
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Eye path
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Eye path
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La músicatransporta
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La música
transporta
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Imágenes
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Cascadas de Agua Azul en el Gran Cañon
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Hamburguesa Grande451 caloriasGrasa Total 22.7 g (35% valor diario)
Grasa Saturada 8.5g Grasa Polisaturada 0.7g Grasa Monosaturada 0.3g
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Hamburguesa Grande451 caloriasGrasa Total 22.7 g (35% valor diario)
Grasa Saturada 8.5g Grasa Polisaturada 0.7g Grasa Monosaturada 0.3g
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Bumper Slides
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Use THEM
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White Space
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FELICiDAD
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FELICiDAD
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Bits and Tips
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NOacrónimos
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SPTFSGG ????
NOacrónimos
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VIICAPITULO
CONCLUSIÓN
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PEOR ERRORSe los menciono al final …
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Verse!necesitado
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NeedinessCrea ansiedad!Crea miedo
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Cambiar perspectiva:
Ellos te necesitan!para hacer rentable su dinero!!!sentado en el banco!no sirve de nada
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You´re a non believer
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Always Be Coming
CHANGE FROM
ABC
ABL leavingAlways Be
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Siempre atacar
Cambiar nuestra perspectiva
ABC
ABL huirsiempre
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Practicar, Practicar, Practicar
Seinfield!
1 mes para generar 3 minutos!!Sinfónica!
4 meses para tocar 2 horas!!
Pitch!
3 meses para hablar 20 minutos
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MANEJAR LAANTENCIÓN
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VIICAPITULO
CONCLUSIONES
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CARACTERISTICAS
Breve (max 4 min)!Nuevo e interesante!Emocional!Claro, muy claro!Visual!Sin verse necesitados!Crear intriga!Soportarlo con evidencia!Contado a manera de una historia
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A INCLUIR
Clara definición producto/servicio!!Su propuesta de valor (magia)!!Su innovación!!Su Mercado!!Su Modelo de Negocio / Finanzas!!Su equipo, pasión, visión!!Ventajas Competitivas
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USTEDES
Seguros de si mismos!!Emocionados!!Dinámicos!!Mensaje claro, simple y directo!!Convencidos de lo que hacen
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convencer
SE TRATA DE
persuadirENAMORAR
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seducir
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PREGUNTAS
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WEB > www.sumieideas.com !MAIL > [email protected] !BLOG > www.mentevacia.com !1522.788.80 !facebook.com/SumieIdeas
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dimitri