InEn Bringing Investors & Entrepreneurs together Christina MACKAY

Pitching your start-up

Part 1: Dance, Sing and Lyrics

Communication leakage 55% is visual (your body language) 38% is your voice (tone, inflection, etc) 7% is verbal (your words) This is an old tale which might be mythical but each factor is important to consider when pitching

Communication leakage: Visual Before They are watching you from the moment you enter to the moment you leave so switch on before you walk in the room Introduce yourself to each of them and shaking their hands (remember their names!). A good handshake is important – look them in the eye, hand vertical not horizontal, firm not tight, dry! Any tech problems don’t panic – kick off by sharing your background During Use your hands but with purpose and not constantly Move gently (move forward, back, diagonally) but pause often as to not distract from your message Smile Stand tall – good posture After Leave with positivity and confidence

Communication leakage: Voice Before Clear your throat before entering the room Drink water before entering and bring water with you When you shake their hands clearly state your full name – don’t rush During Don’t be monotone or erratic Show energy in your voice and passion Hold confidence and certainty in your voice Don’t rush – better to say less but ensure they understand you and leaving them wanting more than them not following your story Breath! You’ll be surprised how much you need to remember that – take pauses Emphasis important words Do not go up at the end of your sentence!!! After Goodbye and thank you with warmth and sincerity no matter what they threw at you

Communication leakage: Verbal Before Prepare you story, know it by heart in case technology fails you and so you can deliver it at networking events Know who you’re pitching to and tailor it to them – analytics, visionaries etc Have the pitch deck, on your laptop, in your email, on a memory stick, in your head During Signpost your story – let them know what you’ll cover / Say what you’re going to say, say it, tell them what you just said Articulate Power talk – be ambitious – excite them! Don’t be defensive to any tough questions, take them on board and thank the person for their insight After Make sure they each have you business card Leave with a clear action

Part 2: Storytelling

Your story What’s your hook? Ask a question to the audience Share a vision Don’t get lost in the detail but show you’ve thought it through: Point 1 – share some facts and figures about the problem and market size Point 2 – your solution – the benefits it brings and how it makes people feel Point 3 – size of the prize – how you monetise the solution Summary Call to action

Your emotional connection: Be a PEACH! Be Personable Be Engaging and Energetic Be Authentic Be Credible Be Honest

Part 3: Tools

Visual aids Think ‘less is more’ 3-6 bullets per slide Use images, graphs and charts Include colour Be consistent with styles and charts Use font size 24

Disclaimer Important notice: This document is intended (1) to serve as starting point only and should be tailored to meet your specific requirements; and (2) must not be relied on as advice and no liability is accepted for such reliance and that anyone needing advice should consult an adviser.  Readers are encouraged to submit feedback to christina@inen.global so that the document can be updated and improved.