2. Todays objectives
• To understand the differences between presenting and pitching
• To understand when and where we would use a pitch
• To understand and learn what should go into different pitches for different audiences
• To learn about pitch decks and how to complete one
• To create and practice an effective sales pitch
• How to use storytelling and facts to add emphasis to your pitch
3. • What does pitching mean to you?
• When would you use a pitch?
• How would you deliver a pitch?
4. Lets try
• It’s your turn
• Create an initial 30 sec pitch for your
idea that you are happy to present to
everyone.
6. Pitch decks
• A pitch deck is a brief presentation, often created using PowerPoint, Keynote or Prezi, used to
provide your audience with a quick overview of your business plan.
• You will usually use your pitch deck during face-to-face or online meetings with potential investors,
customers, partners, and co-founders.
7. 12 slides of a pitch deck
Pitchdeck
Introduction
Problem
Market
Solution
Product
Competition
Advantages
Business
Model
Financial
forecasts
Team
Ask
Contact
details
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22. Examples – investor pitch
Slide Content
Title Organisation name, contact information
Problem Describe the pain that you are alleviating. The goal is to get people
nodding and “buying in”
Solution Explain how you plan to alleviate the pain. Ensure that the audience
clearly understands what you sell and your value proposition
Business
Model
Explain how you make money; who pays you, your channels of
distribution and your margins
Underlying
magic
Describe the technology, secret sauce, or magic behind your product or
service
Marketing and
sales
Explain how you are going to reach your customers
Competition Provide a complete view of the competitor landscape
Management
team
Describe the key players of your management team
Financial
projections
Provide at least a 3 year forecast containing key metrics, sales, turnover,
profit
23. Examples – sales prospect
Slide Content
Title Organisation name, contact information
Problem Describe the pain that you are alleviating. The goal is to get people
nodding and “buying in”
Solution Explain how you plan to alleviate the pain.
Sales Model Ensure that the audience clearly understands what you sell and your
value proposition
Underlying
magic
Describe the technology, secret sauce, or magic behind your product or
service
Demo If possible provide a live demo of the product or service
Management
team
Describe the key players of your management team
Next steps End your presentation with a call to action
32. Answer the little man
You said Little man asked You replied You elaborated
We use digital signal
processing in our hearing
aids
So what? Our product increases the
clarity of sounds
For example if you are at
a party you’ll be able to
hear what people are
saying to you
We provide 128 bit
encryption in a device in
a mobile phone
So what? Its harder to break into
our system
For example if you are in
a hotel room and want to
have a secure
conversation
A big name celebrity is on
our board
So what? What we are doing is
interesting enough to
attract top talent
For example she has
already opened doors for
us in the industry
33. “Today, I want to talk to you about a super cool app that I built.
This app is called SafeDrive and it helps people stay awake while
driving by using a sophisticated eye tracking algorithm. It is
developed using Objective C and uses OpenCV library”
35. “Lack of sleep behind the wheels causes 50,000 accidents each
year in Algeria, leaving more than 5,000 deaths. SafeDrive is an
app that helps drivers drive safe by monitoring their state and
sending alerts in case of danger.”
37. “Last year, my father’s life nearly ended in a car accident. You
know why? Because he was too exhausted that he slept on the
wheel. Luckily, he survived, but what about the 5,000 lives that
roads claim every year? Sleeping on the wheel is something that
could happen to the best of us . This is why we thought of
SafeDrive, an app that constantly monitors you to make sure you
are in your best shape to drive”
39. Prospect Pain
/ Capability
Gap
Many companies are trying to grow and are experiencing
difficulties with lack of finance, ability to innovate or the internal
capacity to deliver
What’s my
role
My role is to help companies to overcome these barriers by
providing the support they need either in the form of workshops or
one to one coaching
Why it’s
unique
What’s different about this is we work with a wide variety of high
quality coaches with a number of different specialisms
41. To back up your elevator pitch it is useful to have facts you can follow up
with:
For example
•We have delivered support to over 450 companies to date
•On average businesses engaged with us have grown by 105%
•97% of businesses would recommend us to other businesses
Supporting facts
42. To back up your elevator pitch and your supporting facts have to hand a
number of supporting reference stories.
For example:
An example of what we have done in a similar situation was to work with
the directors who were having difficulty gaining access to new markets in
the food and drink industry.
Case studies
43. Summary
Preparation
• Audience, Location, Message, Structure, Delivery
• Review tender and proposal
Practice
• Try it out
• Refine
Pitch
• You should now be ready to make you pitch
Purchase order?
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02
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