Pitch workshop
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Pitch workshop Lija Groenewoud van Vliet Barcelona, June 2014 engage, move others and connect
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A pro-active workshop I gave for the EDI-program in Barcelona of Fundacio Catalana per la Recerca on pitching. The slides focus on building blocks for a pitch (conditions, content, storytelling, body language, make it stick), the different types of pitches and features various movies to learn from. An important part of the workshop were the exercises, supported by tailor made worksheets.
Transcript of Pitch workshop
Pitch workshop
Lija Groenewoud van VlietBarcelona, June 2014
engage, move others and connect
Today’s Objectives
- Building blocks for a pitch
- Different types of pitches
- Practicing
The 5 Steps To Build Your Pitch
Objective & Conditions Content Storytelling Make it stick Practice
AUDIENCE
Understanding the audiences perspective, see the world through their eyes
- What do you want them to know?- What do you want them to feel?- What do you want them to do?
DIFFERENT OBJECTIVES:
> INVESTORS > SALES PITCH > KNOWLEDGE SHARING
CONDITIONS
• One-to-one ‘elevator pitch’• Small group ‘investors pitch / dragons den’• Theatre/ Workshop setting
• Visual aid versus no visual aid• Available time (1 min, 3 min, 10 min)
PROBLEM = SOLUTION
Pixar Storytelling
More info: Pixar´s 22 rules of storytelling
STORYTELLING TRAVELS FURTHER
• Pick the right approach:- personal- service/ product - history
• Make sure the audience can identify
AND INSPIRES ACTION
PERSONAL
INTRODUCING THE PRODUCT
PEBBLE
HISTORY
EXERCISE KISS
PRACTICE
Engagement ENGAGEMENT WITH THE AUDIENCE
Body language
source
EMPHASIZE THE WHY
• Passion & Compassion• Make curious & involved• Show personal commitment
The meaning is central, not what the product is
Simon Sinek: Start with Why & The Golden Circle
WE ARE BETTER…
COMPARED TO WHAT?
EXERCISE
Make your Twit
Pitch
Sell me this coffee cup
Pitch a coffee cup: Put your brand in their hand
How to start?
What is the name of the presenter?
Pitching for investors
- ProblemDon’t overload investors with information, just make sure they feel how terrible this problem is and how no one is currently addressing it in an effective manner?
- SolutionMake them understand why your product solves the problem far better than anything else.
- Market sizeInvestors are looking for a sizable return on their investment so show them the potential!
- Business modelHow will you make money
- CompetitionHow are you solving the problem differently?
- Market StrategyWhat is your model for growth?
- TeamWho will execute and why is this a winning team?
- Traction/ projection What have you achieved so far? Are you generating revenue?
- Needs – Call to actionWhat do you need that you don’t currently have and why?
Source: Barcinno
Pitch Evaluation
Pitches will be evaluated on four, equally-weighted categories:
PresentationBody Language/Charisma, Clarity, Articulation, Passion
OpportunityMarket identification, Size and attractiveness, Target customer identification
SolutionValue proposition, Differentiation, Financial viability/profitability
The Big QuestionDo you want another meeting?
Sales Pitch
1. Convinces, the “target person” (potential customer, business partner, investor), to schedule a longer meeting with the presenter, and be receptive to doing business with his/her company.
2. Empowers and enables the “target person” to convince other appropriate people to become interested in the presenter’s company.
3. Resonates. Demonstrates sincerity.
4. Communicates a sense of value, empathy, and urgency. Quantifies the value proposition clearly.
5. Combines thorough Sales and Market Research.
6. Requires no more than 1-2 minutes (55 seconds is best).
Source: Esade/ Kenneth P. Morse
“By failing to prepare, you are preparing to fail.”
Benjamin Franklin
Pitch Canvas
Last thought
"A #pitch at an event has 1 goal: to get 10 more mins to pitch- in private afterwards!” @BombeSollich
