1. Pitch Communication Workshop February 23, 2013 Rick Schell

2. Agenda  Level set video  Three keys to a successful pitch  Managing Q & A  Sample pitch  Discussion

3. Keys to a Powerful Presentation  Create a great story  Tell it well  Make it visual

4. Plan Analog Don’t begin here !

5. Brainstorm Broad Categories  What problems do we solve?  What opportunities do we enable?  Who should care and why?  What’s unique about our solution?  How do we prove our capabilities?  How big is our potential market?  Where is our market “sweet spot”?  What is our offering status?  What do we need?

6. Cluster and Prioritize Input  Problem: what’s “not right” in the world?  Promise: how do we solve it?  Proof: why should anyone believe us?  Plea: what do we need to move forward?

7. Keys to a Powerful Presentation  Create a great story  Tell it well  Make it visual

9. You Must...  Take command of your space and your audience  Open and close with authority and clarity  Establish and maintain eye contact  Cut the “noise” (fillers and random movements)

10. Command, Authority, and Clarity

11. Open with a Hook Provocative Statement

12. Your Hook  “Over three million people die every year from water- borne diseases. 90 % of them are children under the age of five.”  “If laptop batteries had followed ‘Moore’s Law,’ today they would be the size of a match head and would hold a charge for 10 years.”  “How much money do you spend every month on your household electricity bill?”  “150 years ago, Henry David Thoreau remarked that, ‘Men have become the tools of their tools.’”

14. Respect time commitments. Shorter is better than longer.

15. Conclude With Clarity and Authority Recap the journey Take them to a new place Give them a vision of the future Provide a Call to Action

16. Answer Questions Effectively  Anticipate questions, especially the hardest ones  Prepare and rehearse answers  Make eye contact, listen, “square up”  Try not to “compliment” questions  Keep answers short and specific  Avoid dialogue with one person  Move eye contact after answering

17. Handle Tough Questions  If you don’t understand a question, say so  “Could you restate your question?”  “Let me be sure I understand your question....”  If you don’t know, say so  Offer to find the answer  Follow up with the questioner  Don’t bluff or apologize  If the question requires a long, detailed response, ask to discuss it offline Close by summarizing your pitch / providing a “final thought” Do not end on the answer to the last question

18. Keys to a Powerful Presentation  Create great content  Present it well  Illustrate it effectively

19. Who is going to create a “water cooler” moment?

24. Information Retention After Three Days 5 % 50% Text OnlyText and Graphics More immediate impact; better retention

25. Use a Prop

26. The Successful Business Plan “Pitch”  Content  Pain (the problem)  Promise (your solution)  Proof (why they can believe)  Plea (what you need)  Delivery  Enthusiasm  Confidence  Credibility  Make them “see” it  Visuals  Props  Language

27. Let’s Watch One

28. How Did He Do?  Content  Pain (the problem)  Promise (your solution)  Proof (why they can believe)  Plea (what you need)  Delivery  Enthusiasm  Confidence  Credibility  Make them “see” it  Visuals  Props  Language

29. Take Aways From the Workshop?