1. How to Pitch Your Idea “Tell me a story.” * ----- every child Jon D. Pratt, PhD jondpratt@gmail.com * Some of this material is from a Venture Hacks e-bookVenture Hacks e-book

2. Tell a good story http://www.youtube.com/watch?v=RtHXKZEcN VM http://www.youtube.com/watch?v=RtHXKZEcN VM When several investors hear your story and get involved in it – they will compete to find out how it comes out… Your story is not just for investors… The Idea Pitch http://vimeo.com/15154157http://vimeo.com/15154157 http://www.youtube.com/watch?v=UBNJh2rO OlI http://www.youtube.com/watch?v=UBNJh2rO OlI

3. How do I tell a good story? The Wizard of Oz

4. Believe In the Story You Are Telling "It wasn't a dream," Dorothy cries on her return to Kansas. "It was a place. A real, truly live place. Doesn't anyone believe me?" … How do you establish credibility? – Pitch yourself not your idea because your idea will change…

5. Get them to believe in your story Give evidence: you have talked to the customer, others…focus groups, surveys, testimonials Traction – “Traction is a measure of your product’s fit with its market. In order of importance, it is demonstrated through profit, revenue, customers, pilot customers, non-paying users, and verified hypotheses about customer problems. And their rates of change.*”

6. Be Sure You've Learned It – rehearse Body Language – face, smile, tone, gestures, posture, energy, timing, pauses, eye contact… Include images and charts… so you don’t need to say those 1000 words… Avoid “like”, “and”, “uh”, “then”, “now”, “mmm”, “well”, you know, etc…. Use humor. Time it. Try it out on your mother. – if it doesn’t work, CHANGE IT!

7. See the Story in Scenes a catchy beginning to draw listeners in … introduce characters (customers, users) and situations (markets, competing offerings) Middle…a problem that needs a solution as exemplified by an anecdote, and raising questions that the audience is interested to know the answer to and an end…how the problem was solved. A moment of reflection …summarize then succinctly describe the implications of a solved problem - what have we learned?, or the moral of the story….. Ira Glass of The American Life http://www.youtube.com/watch?v=n7KQ4vkiNUk http://www.youtube.com/watch?v=n7KQ4vkiNUk

8. A Catchy Beginning Almost everyone is listening - in the beginning… Need catchy beginning to "if I were my dog essay"?....best answer: “my friend’s butt would smell interesting…if I were a dog” Remember the beginning of Indiana Jones? --- a previous action-packed mission… Hook or grabber: Shock me, trick me, tickle me, an anecdote (single example that audience generalizes)

9. A Catchy Beginning Need catchy beginning to "if I were my dog essay"?....best answer: “my friend’s butt would smell interesting…if I were a dog” Remember the beginning of Indiana Jones? --- a previous action-packed mission… Hook or grabber: Shock me, trick me, tickle me, an anecdote (single example that audience generalizes)

10. The middle: The “Conflict” of a good movie There is always something at stake in a good movie. Not just something someone wants, but something that must be acquired - no matter what the risk. This “something” drives the characters’ (your company’s and your competition’s) quest, even gives the hero (that’s you!) superhuman strength! Lost Ark - Indiana Jones and the Raiders of the Lost Ark The Maltese Falcon - The Maltese Falcon Freedom of a people - Lawrence of Arabia or Gandhi

11. The middle The Conflict or tension - The heart of drama… someone (customer?, user?) wants something and people and things keep getting in the way of getting it. The obstacles can be common to both the hero (your company)and villain (your competition), and the ultimate game/goal is …solving the problem for the customer The hero overcomes some obstacle(s) that the villain fails to overcome.

12. The end – the chase scene: the (customer’s) problem is solved by the hero The villain is vanquished They all lived happily ever after…who is they?... Investors, founders, employees, customers, partners

13. Stories are often allegories… At the end, you can Summarize to reveal the true meaning of the story – This problem really needs solving – I have the solution – you know you want to invest to make this solution available! (and make money) Note: the meaning may be obvious to you, but… ASK for specific commitment from the audience

14. Linking the competition questions to the story you tell: Description of product – problem addressed – benefits  how you segment your market and target one segment Existing solutions – competitors/industry Who will give you money – customers, users, investors (donors) ------(WHY will they give it?) Business Model - http://en.wikipedia.org/wiki/Business_model http://en.wikipedia.org/wiki/Business_model Resources to move forward – a good story goes a long way toward getting the listeners to give you what you need…

15. Example Private Concepts