1. InEn Bringing Investors & Entrepreneurs together
Christina MACKAY

2. Pitching your start-up

3. Part 1: Dance, Sing and Lyrics

4. 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

5. 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

6. 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

7. 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 , 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

8. Part 2: Storytelling

9. 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

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

11. Part 3: Tools

12. 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

14. 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 so that the document can be updated and improved.