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Presentation Coaching Workshop at Singapore Polytechnic

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Presentation Coaching Workshop at Singapore Polytechnic on 25 October 2013.

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Presentation Coaching Workshop at Singapore Polytechnic

  1. 1. WELCOME Presentation Coaching Workshop 25 Oct 2013 Copyright © 2013 Entreport Asia Pte Ltd. All rights reserved.
  2. 2. Agenda 1. 2. 3. 4. 5. 6. 7. 8. Introduction Anatomy of a Pitch What’s a Pitch Deck and Why is it Important? Tips on Preparing Your Pitch Deck Understanding the various types of pitches Tips for crafting an effective pitch deck Useful resources Get to Work: Presentations
  3. 3. 1. Introduction
  4. 4. So you want to raise some money for your big idea….
  5. 5. Presentations have become the de facto business communication tool. Nancy Duarte, Presentation Design Guru
  6. 6. Common Roots of Poor Presentation Vague intent Poor structure Lack of presence Low engagement Poor use of visuals Insufficient preparation Not understanding your audience Poor Communication Video:
  7. 7. 2. Anatomy of a Winning Pitch Key Elements
  8. 8. Introduction Body Close
  9. 9. Capture Attention in 30 seconds or less.
  10. 10. It has a Strong Start • Impactful Statement that captures attention fast! Example: Researchers have found that we make eleven major decisions about one another in the first seven seconds of meeting! They have also found that non-verbal cues have over 4 times the impact on the impression you make than anything you say!
  11. 11. It has a Strong Start • Use the “Hook” – Current affairs • e.g. Do you know that every year, about 10,000 offenders are released from prisons? About 5,000 prisoners are trained, and 2,000 of them are matched with employers. – Bold / New statement • e.g. Researchers from NYU found that we make 11 major decisions about one another in the first 7 seconds of meeting! They have also found that nonverbal cues have over 4 times the impact on the impression you make than anything you say! – Intriguing question • Have you wondered who will win the online war by 2020? Apple? Google? Microsoft? Facebook? – S2AME
  12. 12. Sufficient Body • Highlight the unmet or under-served needs (or wants) that your business will fulfil. • Focus on how your products and services will meet those needs (or wants), or how your company presents a new and competitive angle in an existing market (or create entire new ones!)
  13. 13. Sufficient Body • Briefly share your market research findings. – – – – Size of the (addressable) market number of direct competitors in the market total dollar value of potential sales in the market. If any, highlight any first-hand research you conducted, such as positive statements from product trials or promises of future patronage * More will be discussed in the Elevator Pitch section
  14. 14. It has a Strong Close What do you want them to do? • Leave them a thought? • To Reflect? • Ask for something?
  15. 15. Impact What Others Will Think / Say About You / Your Product? Simple Clear Concise Compelling Inspiring Provocative Powerful
  16. 16. In Conclusion Your pitch should ideally address…. • • • • • What Why Where When How
  17. 17. Building A Wining Pitch
  18. 18. Key Elements: 5 C’s 1. 2. 3. 4. 5. Compelling story with a Clear message that Captures attention and Convince your audience to Commit an action
  19. 19. A Compelling Story… ...will CONNECT you with the audience
  20. 20. What’s Your Story? • • • • • • • Why should they care? (ie. Customers, users) Can they identify with the pain/need/belief? What can you do for them? Does your solution meet their needs? Why should they adopt your ideas? Will it solve their problem/pain? How will they benefit?
  21. 21. The Holstee Video:
  22. 22. A Clear Message…. …creates a lasting impression on your investors’ minds without any confusion or distraction
  23. 23. What’s Your Message? • What is that one single message that you want your audience to know (e.g. FEDEX) • What is the most important question that needs to be answered? • Can you illustrate with a word/image/video? • Will they “get the point” by the end of your pitch?
  24. 24. Capture Attention in 30 seconds or less...
  25. 25. Convince Them… • Are they inspired / moved by your message? • Do they believe you? • Will their lives be changed as a result?
  26. 26. The Power of Words Video
  27. 27. Commit an Action… • Are they inspired / moved by your message? • Do they believe you? • Will their lives be changed as a result?
  28. 28. Real Life Example Phil Libin On Evernote’s Close Call: Just 3 Weeks of Cash Left During The 2008 Financial Crisis 1 Million Customers Discussion: Have you ever used a product that changed your life and you tell others about it?
  29. 29. 3. What’s a Pitch Deck and Why is it Important?
  30. 30. What’s a Pitch Deck? • A set of presentation slides that summarizes and effectively communicate a business idea sufficiently enough to potential investors. • Helps to prioritize and organize business models in an easy-to-understand manner so that investors can get the gist of their business without excessive explanation. • Usually used for fund-raising purposes.
  31. 31. Why is it Important? • An investor is usually introduced to your business idea through your pitch deck. • It helps them decide if they want to invest in your company or hear more about it. • Hence, it is important to make sure your pitch is simple to understand and generally applicable to all audiences.
  32. 32. 4. Tips on Preparing Your Pitch Deck
  33. 33. “A meaningful relationship between you, your slides, and your audience will connect people with content. Display information in the best way possible for comprehension rather than focusing on what you need as a visual crutch. Content carriers connect with people.” Nancy Duarte, Presentation Guru
  34. 34. 1. It’s about YOU • YOU are the message. • A good pitch deck supplements and enhances your presentation. • Simplicity in slides sets the stage for more effective presentations.
  35. 35. 2. Know Your Goal • What are you pitching for? – – – – Funding? Hiring? Sales? Is a demo required? (or show a product sample) • What do you want to get in the end? – Awareness? – Feedback? – Get a second meeting?
  36. 36. 3. Know Your Audience • Who are you pitching to? – Do some research beforehand. What’s their background? (e.g. if tech-savvy, expect technical questions) – If investors, who have they invested in recently? (what is it about that startup that successfully attracted their investment?) • Decide how best you can best prepare your presentation – More visual or more data?
  37. 37. 4. Highlight Compelling Elements • Strengthen the pitch by offering a piece of information relevant to your audience. This could be the effect or economic value of your offering, expressed in a simple number or sentence. • If you are a brand new company, highlight your personal track record and credibility
  38. 38. Airbnb Example
  39. 39. Airbnb Example
  40. 40. Airbnb Example
  41. 41. 5. Design, Not Decorate • Plan what you are going to display! – What is the most important information you want your audience to know • Information on your slides should be: – Meaningful, Useful, Relevant – Don’t overload, don’t over-run time allocated • Less is More? – It depends on the occasion – Minimal text + Meaningful visuals
  42. 42. 6. Try One of These • Guy Kawasaki’s “10-20-30 Rule” – 10 Slides, 20 Minutes, 30 Point Font • Garr Reynold’s “1/7/7 Rule” – 1 main idea per slide, max 7 lines of text, max 7 words per line • 5 Slide Rule: • David S. Rose’s “13 Slide Rule” – Covered in later section
  43. 43. 7. Referencing Others • Reference other startups / products in the market, adding that you do it differently / better We will talk more about this later
  44. 44. Some Common Mistakes • Be mindful of your body language – Nervous, Fidgeting, Pacing • • • • • Don’t rush through your slides Don’t read of the slides Don’t cut & paste excel sheets Don’t provide meaningless information Practice! Practice! Practice! – 1 hour for every minute • Don’t mumble • Make eye contact • Smile!
  45. 45. Some Common Mistakes • Watch your words! – Never say “first,” “only,” “huge” or “best,” as these are trigger words to signal inexperience – Eliminate any buzzwords, acronyms or industry jargon from your pitch • Avoid making statements like: – – – – “If we get one percent of the total market we will be successful” “We will have first-mover advantage” “There are no competitors” Don’t make your market so large that is can be easily confused for everyone or most of everyone on Earth, such as saying “consumers” or “women” or “cyclists”
  46. 46. Video Discussion: Schedulicity Flinja Seekly Ecobe
  47. 47. Schedulicity is a real-time, online appointment calendar that streamlines the scheduling process between service-based businesses and their clientele. Flinja is an exclusive college-centric site that connects students with alumni one job at a time. Seekly provides a face to face, speed dating service online. Ecobe is a search engine that recognizes the value of content providers and their importance in making a healthy, sustainable Web ecosystem.
  48. 48. Schedulicity • Used video as attention grabber to start off • Strong voice, stage presence • Powerful words (revolutionary, unique perspective, superexcited, powerful, proven) • Highlighted achievements (4 verticals, 1700 cities, appointment scheduled every 4 seconds, 70% done after business hours) • Described (and repeated) 3 features with benefits (better managed business, increase revenue, communicate better with customers) • Emphasized “Filling Empty Time Slots” as a solution to a pain point • Used a real-life case of business using the product
  49. 49. Flinja • Confident an calm voice to start • Started with “Here’s the problem”, then present solution • Used a popular technique called “X meets Y” (“Airbnb for service providers”) • 3 features with benefits • Used an example • Product demo
  50. 50. Seekly • Big smile, hand gestures • Asked audience a question to start. Establish rapport • Get audience to identify with the pain points • Get into demo quick (under 90 seconds) • 3 simple steps to sign up Ecobe • Presentable / well-dressed / good posture • Big smile, hand gestures / composed / confident • Strong start / asked audience a question to start • Uses the pause for great effect • Memorable ending (leaves audience a thought + apple) • No slides!
  51. 51. 5. Understanding the various types of pitches How and when to use them
  52. 52. Type of Pitches The One Liner Pitch The Elevator Pitch The Business Plan Pitch
  53. 53. One Liner Pitch = + It’s Not a Slogan or Tagline!
  54. 54. The One Liner Pitch Template (by Adeo Ressi, Founder of Founder Institute) My company, (Company Name), is developing (or has developed), a (Defined Offering) to help (a Target Audience) (Solve a Problem) (with a Secret Sauce). How To Write A One Liner Video
  55. 55. Examples of One-Liners My company, GradeZone Points, is developing an online and mobile platform to help socially-conscious businesses reward high school students for good grades and good attendance with deals and local programs that inspire a community-wide concern for education. Our company, KIDzOUT, is developing a mobile application to help parents find nearby diaper changing stations, kid-friendly restaurants, play areas, or medical services using our proprietary, national database of over 260,000 known locations.
  56. 56. Examples of One-Liners My company, Flat-Club, is developing an online marketplace to help students and alumni of top universities find short-term accommodation by leveraging existing social networks to create trust. My company,, is developing a monthly subscription for clothes to help tech geeks dress well, using technology to curate individual wardrobes at large scale.
  57. 57. Examples of One-Liners My company, Neo, is developing an online lending platform to help first time car buyers get an affordable car loan by assessing credit risk based on the borrower’s real-time financial and social data as credit history. My company, ScatchApp, is developing a mobile application to help designers transform their paper sketches into working, interactive mock-ups using phone’s built-in camera.
  58. 58. Examples of One-Liners My company,, is developing a Web application to help product design teams quickly share mockups, precisely communicate and collaboratively refine design ideas with dead simple drag and drop tools. My company, Airto, is developing a web-based social seating check-in platform to help air travelers see who is on board their flight and use Facebook and Linked in to assign all flight seats with one click.
  59. 59. Examples of One-Liners My company, LintinZone, is developing a social shipping network to help customers buy stuff from all over the world without worrying about the cost and availability of international shipping and travelers earn extra money during their trips. My company, GiftWoo, is developing a gift recommendation engine to help men foster better relationships through periodic and thoughtful romantic gestures, utilizing behavioral science, models of preference and social trends.
  60. 60. Examples of One-Liners My company, Bragnation, is developing a virtual stock market to help startups reach their target audience by allowing them to virtually trade shares with their friends and the community. My company, Zoot Interactive, is developing a mobile app to help college students find free food on campus in partnerships with organizations to increase traffic at their events.
  61. 61. Main & Only Purpose Intrigue your listener who will Invite you back for an In-depth discussion Goal = Stimulate Curiosity + Reason to Reflect Source: Terri Sjodin, professional public speaker
  62. 62. The Elevator Pitch “The average length of a New York City elevator ride is 118 seconds – but in general, adults’ non-task oriented attention span is just about 8 seconds. That’s less than that of a goldfish. The average person spends less than a minute on a webpage, so with that ticking clock in mind, make your elevator pitch genuine, passionate, compelling and leaving me wanting more.” - Brad Keywell, Co-founder of Groupon and Lightbank VC
  63. 63. Key Elements to Address 1. 2. 3. 4. 5. 6. 7. What is your product or services? What are the features/benefits? Who is your market? How will you make money? Who is behind the company? Who are your competitors? What is your competitive advantage?
  64. 64. Example: “Hi, I am Dave the CEO of Surfing Unlimited. We do for surfing what chair lifts does for snow skiers. The problem with skiing is getting up to the top of mountain. Same with surfing, getting out to the wave. We are the first company to puts an electric motor under the surfboard and remotely controlled with a wireless device held by the surfer. Would you like to know more?”
  65. 65. The Business Plan Pitch
  66. 66. <insert logo here> Include your organization’s name, your name and title
  67. 67. Introduction – a one-or-two-liner that explains who you are and what you do – include logo
  68. 68. ZapMeals is an online meal order & delivery service matching hungry consumers with great local food preparers. We’re “eBay for takeout orders”.
  69. 69. Team – Keep it simple – Highlight relevant skills & experience only – Emphasize strengths – OK to add Board Members, Advisers, Investors & Future Hires – Some put this slide at the beginning, some at the end…. – Do not be afraid to show up with less than a perfect team. All startups have holes in their team—what’s truly important is whether you understand that there are holes and you are willing to fix them .
  70. 70. Team • Wayne Lambright, CEO & Cofounder – 10 years community site development / online sales – 5 yrs SW dev Macromedia Dreamweaver / UltraDev • Ivan Krasnov (aka Dave McClure), CTO & Cofounder – BSEE, Taganrog State Univ. of Radio engineering (TSURE) – 7 yrs SW dev in SEI Level 5 organization – 5 yrs exp managing overseas development teams
  71. 71. A Note About TEAM • • • • • • • • • • • • • The Team Slide: Investors don’t want to hear your life story When drafting your startup’s pitch deck, don’t go overboard on the Team slide. The main goal of the Team slide is to highlight your team’s past accomplishments, but that doesn’t mean list every project you’ve ever worked on. Your key points should be somewhat relevant to the product you’re pitching, plus prove that you’re qualified to drive this startup to success. Case Studies: Profitably’s pitch deck has lots of good info, yet their Team slide has potential to instill much more confidence. Simplifying your team slide & removing some bullet points may be the most effective way to better your team slide, especially if you have alot of info on it. BrandBoards’ Team slide stays relevant & proves that they’re accomplished…almost to the point of bragging! If you’ve made truly awesome accomplishments in your career (stuff like $1 Billion+ in sales, or working with brands like NFL, MLB, NHL, etc…) then definitely put those in your deck! If you haven’t, then briefly outline the most prestigious accomplishments you have and try to spin them as relevant. Cadee’s minimalist Team slide is visually appealing and doesn’t overload you with details. Sometimes less is more. What’s really cool though is how they list their golf handicaps on the slide. It may seem a little non sequitur…until you remember that they’re pitching a golf startup. Stay relevant. Other Tips: AngelList founder, Babak Nivi, recommends placing yourself as the last entry on the team slide because it not only makes you appear more humble, but also allows you to easily transition into the next slide (The Problem) by discussing how your travels led you to discovering the problem. Dave McClure‘s pitch deck guide, Startup Viagra, suggests that VCs get “hot & bothered” when you focus on certain attributes of your team. Geeks should try and prove that they have a strong technical background, while Entrepreneurs
  72. 72. Problem – What is the problem? – How big is it? Make it obvious – What / whose pain that you’re alleviating? – Can you quantify it? (stats, examples) – Bottom Up approach is good – Avoid looking for a solution that is searching for a problem – Minimize or eliminate citations of consulting studies about the future size of the market
  73. 73. Problem: Fast Food… Isn’t Either. Preparers Consumers • • • • Is there a market for my cooking? Restaurants have high startup costs Delivery is tough to do fast, warm, & well • • Tough to find good fast food What’s the best / cheapest / fastest place to order from? It’s been 30 minutes – where’s my order?
  74. 74. Solution • • • • • How do you alleviate this pain? What can you do for them? Will it solve their problem/pain? What are the benefits? Ensure that the audience clearly understands what you sell and your value proposition • Eliminate buzzwords or technical jargons • Note: Don’t do an in-depth technical explanation here! Just the gist of how you fix the pain.
  75. 75. Note! • Defined Offering: short, simple and capable of being understood by everyone. • Examples: a website, a mobile application, hardware, or desktop software.
  76. 76. The ZapMeals Solution • Help part-time / small-time cooks get started in the food business; quickly & inexpensively. • Help consumers find great fast food; search by cuisine, price, rating, & delivery time. • Orders are picked up and delivered by network of independent agents; tracked online real-time via Google or Yahoo Maps.
  77. 77. Product / Service / Cause – Product Name – Screen Captures – Demo (Practice! Practice! Practice!)
  78. 78. Product/Market Fit Product / Market fit can be loosely defined as the point in time when your product has evolved to the point that a market segment finds it attractive so that you can grow your product / company scalably. In many ways, finding Product Market fit quickly allows you to focus on company growth rather than spending a lot of time and money on iterating your product to find that fit.
  79. 79. Sample Screenshots
  80. 80. Secret Sauce / Competitive Advantages • What’s the technology, secret sauce or magic behind your product or service? • What do you have that can cause unfair advantage? (experience, market share, talents, IP/know-how, exclusives) • Go for less text and more diagrams, schematics and flowcharts on this slide. POC results, etc.
  81. 81. Technology • ZapMeals has developed a proprietary least-cost routing & matching algorithm for ordering & delivery • Our Secret Sauce:”Search by Takeout Time” – – – – estimated food preparation time (historical) delivery distance (how far away delivery provider (on-time record) show delivery stats real-time via Y! or G Maps (+ GPS)
  82. 82. Market Size – What is the addressable market? – WHO will be buying your product actually? – Be realistic – Bottom Up (users x usage x revenue)
  83. 83. Note! • Target Audience = initial group of people that you will market your offering to (and buys your product!) Examples: - women age 25 to 35 years old - system administrators at medium sized technology businesses.
  84. 84. Size of Market Top Down • $511 Billion spent dining out annually – Restaurant Association of America. Bottom up: • 100M people eat out every day • Today ~4% of meals ordered online (=4M orders/day) • In 5 years 25% of all meals ordered online (=25M orders/day) • Average takeout order cost is $14 • Available Total Market Size: – $350M daily – >$125B annually
  85. 85. Business Model – What are the key revenue streams? • Size, growth, back up by customer behaviour – How will you make money? – Break-even?
  86. 86. Business Model: 3 Rev Sources • Transactional: – charge a 15% food prep fee (min $1) – charge a 15% food delivery fee (min $1) • Advertising: – charge small preparers by click-thru (SEM for food) – charge larger preparers for premium / sponsored listings • Supplies, Equipment, Insurance: – provide supplies, education for ZapMeals preparers – free licensing to ZapMeals preparers who buy $250 eqpmt – insure against food inspection issues via large group
  87. 87. Go to Market – How will you reach customers? – What channels or verticals? (telemarketing, SEO, etc) – What traction do you have at the moment? – How will you build momentum? – How do you measure? (volume, cost, conversion)
  88. 88. Marketing Plan • • • • Partner with notable foodie bloggers Adwords Campaigns to regional metros Generate SEO traffic via food listing pages Distribution Partnership with – 700 food preparers in SF – Q3 Rollout to 3-4 West Coast urban areas • Order Discounts for Reviews & Referrals: – “Get $3 off your order if you write a review” – “Delivery is free if you refer 3 friends!”
  89. 89. Traction & Awards – Customers acquired – Funding secured – Awards won – Key milestones achieved Note: leave this slide out if none
  90. 90. Strategic Relationships – Partnerships (if any) – Customers (if any) – Letter of Intent (if any) Note: leave this slide out if none
  91. 91. Competition – Who are they? List them. Be thorough. – What do you know about them? – What are their strengths / weaknesses? – How can you overcome them? – How are you different? Use comparisons • Easy/hard, cheap/expensive, open/proprietary – Never dismiss your competition. Everyone— customers, investors and employees—wants to hear why you’re good, not why the competition is bad.
  92. 92. Competitors • Online – – – – .. .. – all of above source from restaurants *only* • Offline – – – .. .. – McDonald’s KFC / TacoBell Subway Your Mom 
  93. 93. Barriers to Entry – What keeps others out? – Have you found the differing abilities between you and the competition?
  94. 94. Financials – Provide a simple three- to five-year forecast containing not only dollars but also key metrics, such as number of customers and conversion rate – Identify Breakeven Points and Profitability – Investments secured to date – Make realistic assumptions – Bottoms up approach
  95. 95. Current Status / Forecast – What is the current status of your product or service? – What the near future looks like? – What are some positive momentum and traction that you could use to your advantage? – Again, be realistic!
  96. 96. Financing • Raised $250K Seed round in Jan 07 – Gil Penchina, CEO Wikia (ex-eBay) – Jeff Clavier, SoftTech VC (Userplane, Truveo, MyBlogLog) – Dave McClure (ex-PayPal, SimplyHired)’ • Seeking $1.5M Series A round – $4.5M pre-money valuation – targeted closing Sept 15
  97. 97. Use of Proceeds – How will you use the funding, if given to you? – What are the key expenses – Got a roadmap?
  98. 98. Capital Request – How much are you asking for? – Be specific – Can combine with previous slide
  99. 99. Contact Info and Close – List your contact details – Close with a Call to Action
  100. 100. What to Prepare for Your Pitch • Pitch Deck —simple, clean and to the point • Notes – to refer to as you make your presentation (either cue cards or the Notes feature in PowerPoint or Keynote) • Handout – a more detailed document to leave behind • Prototype / Sample (if any)
  101. 101. Final Tips 1. Be Your Own Devil’s Advocate – Test every statement you include in your pitch deck by asking “So what?”, “What’s my point and why does it matter?” 2. Remember to keep your message simple, short and clear – Too many ideas coming at listeners too quickly can cause them to miss vital information. Continually refine your pitch until you reach a perfect balance between brevity and thoroughness
  102. 102. Final Tips • Practice your pitch before the pressure is on – Memorize all of the important numbers and figures (market sizes, expected revenue figures and start-up costs to be able to answer listeners' questions with confidence) – Practice your pitch in the mirror at first, then move on to friends and family. When your listeners can immediately put your pitch in their own words after hearing it, then you’ve got it! • When the opportunities arise, always ask for feedback on your presentation. – Audience feedback is often one of the most valuable resources available that you can use to prepare for your next presentation • Watch videos of excellent pitches – See TED videos • Google for best pitch decks
  103. 103. Thank You!
  104. 104. 7. Useful Resources
  105. 105. Examples of Startups’ Pitches • • • • • • • • • Youphonics: Airbnb: Foursquare: Buffer: Taskly (minimalist): Dwolla: Gamexplain: Template:
  106. 106. Local Eco-System • • • • • • • • •
  107. 107. Grants • • • •
  108. 108. 8. Homework
  109. 109. One-Liner Pitch Practice Instructions: • Write your one-liner pitch using the template provided below • Usually you need a few drafts before you get the right one • Once you are comfortable with it, memorise it and practice it with others • Use it as often as you can when you meet people One-liner Pitch Template My company, (Company Name), is developing (or has developed), a (Defined Offering) to help (a Target Audience) (Solve a Problem) (with a Secret Sauce).