For: Global Entrepreneurship Week for Discovered! Young Bosses Unveiled @ Singapore Management University

1. Pitching Workshop
Some portions adapted from
The Founder Institute teaching materials

2. What’s going to happen
• Pitching for Dummies
• The 1 minute pitch
• Elevator pitch hot seat
• Break
• Pointers & Quality of Ideas
• The 3 to 5 minute pitch
• Competitive pitch hot seat
• Conclusion / Q & A
@daylonsoh daylon@curiouscore.com

3. Nobody is going to
steal your stupid idea.
@daylonsoh daylon@curiouscore.com

4. Your listener is
clueless…
@daylonsoh daylon@curiouscore.com

5. When do we pitch?
@daylonsoh daylon@curiouscore.com

7. Flickr: mbrochh

8. Flickr: AllThingsArePossible

9. Who pitches?
@daylonsoh daylon@curiouscore.com

10. Flickr: More Good Foundation

11. Flickr: samsungtomorrow

12. Flickr: World Economic Forum

13. Where have I been pitching?
• Streets
• HDB Flats
• Prospective Clients
• Networking Events
• Angel’s Gate
@daylonsoh daylon@curiouscore.com

14. Entrepreneurs’ Pitch
Elevator Competitive Investor
Duration <1 min 3 to 5 mins 20 mins
Purpose To Interest To Excite To Inform
Usage Every day Occasionally When you need $
Format Clear Structured Data Intensive

15. Elevator Pitch
@daylonsoh daylon@curiouscore.com

16. Elevator Pitch Format
My company, (company name)…
Is developing (a defined offering)…
To help (a target audience)…
(Solve a problem) with
(secret sauce solution)
(Customised endnote)
@daylonsoh daylon@curiouscore.com

18. Airbnb Example
My company, AirBed&Breakfast…
Is developing a website where users can rent out their space
to help travelers save money and experience local culture.
There is no cheap and easy way to book a room with a local
or become a host and we’re first in the market to do that and
incentivise the host.
We take 10% commission or on average $20 each time. With
a current market share of 10.6M, we have earned $200M in
revenue from 2008–2011.
@daylonsoh daylon@curiouscore.com

19. Opening Tips
• Be Specific
– A shopping platform vs An e-commerce website
• Be Clear
– Mobile Social CRM vs An iPhone application
• Be Minimal
– Revolutionary software vs Presentation software
@daylonsoh daylon@curiouscore.com

20. The Audience
• Identify Demographics
– Female consumers vs New mothers
• Specify Your Market
– Artists & musicians vs Unsigned alternative bands
• Clarify The Buyer
– Corporations vs Purchasing managers at MNCs
@daylonsoh daylon@curiouscore.com

21. The Problem
• Make listeners feel the pain
• Cocaine, Vitamin & Painkillers
@daylonsoh daylon@curiouscore.com

22. The Secret Sauce Solution
• Simple Unique Selling Point
• Hint at revenue model
– Find deals online vs Shop for hip baby products at
wholesale prices
• Faster, Better but NOT Cheaper
@daylonsoh daylon@curiouscore.com

23. The Custom Endnote
• Why should people care?
– Excellent Team
– Excellent Product
– Excellent Traction
• Investors: Greed is good
– Talk about Market Size & Projected Earnings
@daylonsoh daylon@curiouscore.com

24. Traction shuts people up
@daylonsoh daylon@curiouscore.com

25. 1. Smile
2. Eye contact
3. Enthusiasm
Flickr: Eythor

26. Go Pitch
My company, (company name)…
Is developing (a defined offering)…
To help (a target audience)…
(Solve a problem) with
(secret sauce solution)
(Customised endnote)
@daylonsoh daylon@curiouscore.com

27. BREAK
@daylonsoh daylon@curiouscore.com

28. The Rule of 3s: Who said that?
1. “I want to spend time with you talking about the
economy, our industry, and the work that we are
doing at Microsoft.”
2. “Today I say to you that the challenges we face are
real, they are serious, and they are many.”
3. “It means to try to tell your kids everything you
thought you’d have the next 10 years to tell them in
just a few months. It means to make sure everything
is buttoned up so that it will be as easy as possible
for your family. It means to say your goodbyes.”
@daylonsoh daylon@curiouscore.com

29. Competitive Pitch
@daylonsoh daylon@curiouscore.com

30. Competitive Pitch Format
1. OVERVIEW: What does your company do and
why should I care?
2. MARKET: What is the specific market size for
your offering?
3. COMPETITION: We are unique because…
4. STATUS: Where are you in your growth plans.
5. REQUEST: How much are you looking to raise
and what will the money be used for?
@daylonsoh daylon@curiouscore.com

36. 365 Days, $10 Million,
3 Rounds, 2 Companies,
All With 5 Magic Slides
By Tim Young, TechCrunch
http://techcrunch.com/2010/11/02/365-days-10-million-3-rounds-2-companies-all-with-5-magic-slides/
@daylonsoh daylon@curiouscore.com

37. Quick Tips
• Make it easy to understand
• State relevant figures
• Explain your competitive advantage
• Don’t exaggerate
• Be specific
@daylonsoh daylon@curiouscore.com

38. Go Pitch
1. OVERVIEW: What does your company do and
why should I care?
2. MARKET: What is the specific market size for
your offering?
3. COMPETITION: We are unique because…
4. STATUS: Where are you in your growth plans.
5. REQUEST: How much are you looking to raise
and what will the money be used for?
@daylonsoh daylon@curiouscore.com

39. Show & Tell
• The Narrative Pitch
– Headline
– Passion Statement / Purpose
– 3 key messages
– Metaphors & Analogies (Hero vs Villian)
– Demonstration Theatrics
– Traction (Partners & Customer Evidence)
– It’s all about people
@daylonsoh daylon@curiouscore.com

40. Weapons of Influence
1. Social Proof
2. Liking You
3. Authority
4. Indifference
5. Greed
6. Scarcity
@daylonsoh daylon@curiouscore.com

41. Go Read
The Presentation
Secrets of Steve Jobs
by Carmine Gallo
Influence: The Psychology of
Persuasion by
Dr. Robert B. Cialdini
@daylonsoh daylon@curiouscore.com

42. www.curiouscore.com
http://slidesha.re/smupitch
@daylonsoh daylon@curiouscore.com