When you are pitching, you only have 20 seconds to be compelling, or you might as well go home. You need to get to Wow! You need to tell your story concisely in a way that is clear, credible, and knocks their socks off. Here's how . . .

1. GETTING
TO
Crafting a
Compelling
Summary
of Your Value
Proposition
Bill Reichert ž Managing Director ž Garage Technology Ventures

2. You
have
20
seconds
.
.
.
Or
go
home.
To
be
COMPELLING
!!

4. ”CoolCo
is
a
dynamic
startup
company
that
has
developed
a
revoluBonary
technology
that
is
going
to
disrupt
our
$56
billion
industry.
Our
team
has
over
45
years
of
combined
experience,
and
we
have
three
patents
pending.
We
project
that
our
curve-­‐jumping,
paradigm-­‐shiNing
soluBon
will
transform
.
.
.“

5. Huh
??

6. YOU

8. When do you need to Wow?
Pitching
to
investors
Talking
to
customers
Schmoozing
at
events
PosBng
updates
RecruiBng
employees
Looking
for
strategic
partners
Sending
out
emails
On
your
website
Leaving
voice
mails
Press
releases,
markeBng
materials
Team
training
ALL
THE
TIME!

9. BE
CLEAR
What
do
you
do?
BE
CREDIBLE
Can
we
believe
you?
BE
COMPELLING
How
much
be[er
are
you?

10. Model for crafting your WOW!
1
DESCRIPTION
What
do
you
do
be[er
than
anyone?

11. Model for crafting your WOW!
2
BENEFIT
What
compelling
benefit
do
you
offer
to
whom?

12. Model for crafting your WOW!
3
DIFFERENTIATION
How
are
you
different?

13. Model for crafting your WOW!
1 2
3

14. G E T T I N G
T O
W O W
A L T E R N A T I V E
A P P R O A C H E S
ALTERNATIVE
APPROACHES

15. T e l l
a
S T O R Y
P a i n t
a
P I C T U R E
Imagine if . . .

17. Drop
a
really
big
name

23. E N G A G I N G
P R E S E N T A T I O N S
T H A T
T E L L
S T O R I E S
W I T H
O U T C O M E S
P O W E R P O I N T
P R E Z I
F I L M
V I D E O
T R A N S M E D I A

24. For
quesBons,
comments,
or
slides
reichert@garage.com
@billreichert
R E S O U R C E S
Garage website:
http://www.garage.com
“Art of the Start,” the classic book
“Art of the Start,” the online course
at SkillShare.com
w w w . g a r a g e . c o m