How to Prepare & Deliver Deal-closing Pitches for Your Startup
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Pitching your startups is fun but it is not easy. Learn how to prepare and deliver pitches that actually help you close investment or partnership deals. It's all about the pitching as a strategic flow that gets you to have to be effective in preparing, creating and delivering presentations.
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How to Prepare & Deliver Deal-closing Pitches for Your Startup
- 1. GO PITCH YOURSELF HOW TO PREPARE AND DELIVER DEAL-CLOSING PITCHES FOR YOUR STARTUP with Gabriel DOMBRI
- 3. 1# BASICS What we’ll cover today 2# HOW TO PREPARE & DELIVER OUR PITCH 3# 7 SURVIVAL RULES
- 4. Have a framework to guide us in preparing and delivering a successful pitch to partners or investors. OBJECTIVE
- 5. BASICS #1
- 7. A TOOL TO HELP US CONVINCE SOMEONE TO …
- 8. A TOOL TO HELP US CONVINCE SOMEONE TO … BY DEMONSTRATING VALUE & FIT
- 9. PITCHING AS STRATEGIC FLOW
- 10. What’s the Objective of Pitching?
- 11. TO CONVINCE A SUITABLE COMPANY TO BECOME OUR PARTNER
- 12. TO CONVINCE A SUITABLE COMPANY TO BECOME OUR PARTNER
- 13. TO CONVINCE A SUITABLE COMPANY TO BECOME OUR PARTNER
- 14. Suitable
- 15. OurStuff
- 18. Partner
- 19. TheirStuff
- 23. FINANCIAL STRATEGIC Positive ROI Opportunity ROI Learning Early access to tech Anticipate disruption Engage team Innovate Deal with competition
- 27. What makes a Suitable Partner?
- 29. UNDERSTANDS OUR CHALLENGES. RIGHT MOTIVATION. GIVES MORE THAN THE CONTRACT OBLIGATIONS. STAYS IN FOR THE GOOD & BAD & THE UGLY. WORKS AT OUR SUCCESS.
- 30. HOW TO PREPARE & DELIVER OUR PITCH #2
- 31. HOW WE PITCH DEPENDS ON StageofDevelopment Public’sMotivation WhatWePitchfor + +
- 33. Startup Development Stages Problem / Customer Discovery Problem / Solution Fit Product / Market Fit Scale
- 34. Each Stage has its Own Goals & Rules
- 35. PROBLEM / CUSTOMER DISCOVERY Find an important problem that motivates us to dedicate it some good years of our lives.
- 36. PROBLEM / SOLUTION FIT Validate that the problem we’re tackling is real and our solution can solve it for our core customer segments
- 37. PRODUCT / MARKET FIT Validate that we’ve built something people want and we can deliver it
- 38. SCALE Accelerate growth and build a profitable business
- 40. Pitch Preparation the important boring stuff
- 41. Find companies that match our needs & profile. Get access to them. Prepare something relevant. OBJECTIVE1
- 42. BEFORE THE PITCH
- 44. Pitch Delivery
- 45. Show our startup as a not-to-be-missed opportunity. OBJECTIVE2
- 46. ThePitchingSetup
- 50. [public] [founder pitching] startup’s reality public’s reality past [= proof] future [= opportunity + promise] past [= experience] future [= expectations]
- 51. [public] [founder pitching] startup’s reality public’s reality communication wall
- 53. OurProposition
- 54. WHAT WE WANT. WHEN WE NEED IT. WHAT WE’LL GIVE IN EXCHANGE. HOW WE’LL PROVE IT’S WORTH IT.
- 55. THE PITCH
- 57. 4FUNDAMENTALQUESTIONS THE PITCH Why should you care?
- 58. 4FUNDAMENTALQUESTIONS THE PITCH Why should you care? Why us?
- 59. 4FUNDAMENTALQUESTIONS THE PITCH Why should you care? Why us? Why now?
- 60. 4FUNDAMENTALQUESTIONS THE PITCH Why should you care? Why us? Why now? How will you benefit from our success?
- 61. CONTENTANDSTRUCTURE What have we really got? Frameworks Emotion THE PITCH
- 62. What Have We Really Got?
- 64. Frameworks
- 67. BECLEAR What do you do? BECREDIBLE Can we believe you? BECOMPELLING How much better are you? See Bill Reichert’s presentation 3Principles
- 68. CLEAR CREDIBLE COMPELLING CONTEXT Tell what you do, in simple terms. BENEFIT Clarify your unique value, in terms of benefits for your core market. DIFFERENTIATION Tell how you are different from alternatives and competition. CALLTOACTION State the needed action. 4StepsFramework3Principles
- 69. CONTEXT SuperCo has developed a low-cost technology that reduces the vibration caused by hard drives and cooling fans in data centers.
- 70. CONTEXT SuperCo has developed a low-cost technology that reduces the vibration caused by hard drives and cooling fans in data centers. BENEFIT Because vibration reduces the performance of hard drives, our technology increases performance by up to 2.5x, as we’ve shown with three beta customers.
- 71. CONTEXT SuperCo has developed a low-cost technology that reduces the vibration caused by hard drives and cooling fans in data centers. BENEFIT Because vibration reduces the performance of hard drives, our technology increases performance by up to 2.5x, as we’ve shown with three beta customers. DIFFERENTIATION Because we use [unique approach], unlike alternative solutions that require [standard approach], we can save our customers 40% of their total costs.
- 72. CONTEXT SuperCo has developed a low-cost technology that reduces the vibration caused by hard drives and cooling fans in data centers. BENEFIT Because vibration reduces the performance of hard drives, our technology increases performance by up to 2.5x, as we’ve shown with three beta customers. DIFFERENTIATION Because we use [unique approach], unlike alternative solutions that require [standard approach], we can save our customers 40% of their total costs. CALLTOACTION Bottom line, SuperCo saves money and increases performance for data center operators. Does this sound like an interesting opportunity to you?
- 75. 10slides 20minutes 30font size 1. PROBLEM 2. YOURSOLUTION 3. BUSINESSMODEL 4. UNDERLYINGMAGIC 5. MARKETING&SALES 6. COMPETITION 7. TEAM 8. PROJECTIONS 9. STATUS&TIMELINE 10.SUMMARY&CTA
- 78. OPPORTUNITY PROOF PROBLEM MARKET SOLUTION UNDERLYINGMAGIC MONETISATION COMPETITION TRACTION TEAM
- 81. Emotion
- 82. What’sthestory?
- 85. DELIVERY Passion & confidence Clarity Direct contact ‘Body proof’ THE PITCH
- 86. Deal Closing
- 87. Close the deal and tie the knots. OBJECTIVE3
- 88. AFTER THE PITCH
- 90. Summary
- 92. +ANSWERTHESEQUESTIONS Why should you care? Why us? Why now? How will you benefit from our success? THE PITCH
- 93. +USEAFRAMEWORK Getting to WOW by Bill Reichert 10 / 20 / 30 by Guy Kawasaki Opportunity / Proof / Promise by Gabriel Dombri THE PITCH
- 95. +PRESENTITCONVINCINGLY Passion & confidence Clarity Direct contact ‘Body proof’ THE PITCH
- 98. Rule 1 DON’T GET A PARTNER YOUAREGOINGTOHATE
- 99. Rule 2 AGREE ON WHAT HAPPENS IFTHINGSDON’TGOASPLANNED (as they rarely do)
- 101. Rule 4 CREATE A COMMOM TIMELINE FORDELIVERIES
- 102. Rule 5 MAKE SURE TO HAVE A DIRECT CONTACT ANDADVOCATEATYOURPARTNER’S
- 103. Rule 6 PLAN FOR MORE TIME NEEDED FORDECISIONSATYOURPARTNER (at least 30% more)
- 105. Let’s keep in touch. IT’S EASY. Email me: gabrieldombri@gmail.com Read my blog: www.gabrieldombri.com
Notas del editor
- If done right, this process will give us a list of good options. If done wrong, it will give us a list of ‘so-so’s. These elements make the difference between efficient pitchers and effective pitchers: as we can be very good at pitching but do that to the wrong public. What that will lead to is waste of time and resources, and, as you well know, time is of the essence in a startup. So, do this boring work right.
- If done right, this process will give us a list of good options. If done wrong, it will give us a list of ‘so-so’s. These elements make the difference between efficient pitchers and effective pitchers: as we can be very good at pitching but do that to the wrong public. What that will lead to is waste of time and resources, and, as you well know, time is of the essence in a startup. So, do this boring work right.