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Pitch Class: Get a No and make it Go

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Pitch Class: Get a No and make it Go

  1. 1. Founder Institute – October 2013 Pitch Class by Sacha Vekeman Get a NO and make it GO
  2. 2. PITCH CLASS TWO TAKE AWAYS 1. Make your Pitch Binary 2. Make your Pitch Portable sacha@vekeman.net
  3. 3. PITCH CLASS TWO THINGS TO DO: 1. Binary = Be Effective 2. Portable = Be Authentic sacha@vekeman.net
  4. 4. PITCH CLASS TWO DEFINITIONS: 1. Pitch on: to succeed in choosing or achieving, usually quickly “I was pitched on the ideal solution for our problem” 2. Pitch in: to set to work vigorously “I was pitched in the idea to have someone lend him money” sacha@vekeman.net
  5. 5. The Model – Pitching your Idea THE YOU GUY sacha@vekeman.net
  6. 6. Make it Binary Yes THE YOU GUY sacha@vekeman.net
  7. 7. and Qualify THE or YOU GUY sacha@vekeman.net
  8. 8. Quickly! THE YOU GUY Nay sacha@vekeman.net
  9. 9. Why? THE YOU GUY Nay You need to get a real “No” at the end, not at the start; “Nay” usually means Hmm… not sure, procrastinate sacha@vekeman.net
  10. 10. Force feedback THE YOU GUY Nay “How much in for me?” “I don’t understand this?” “Who the hell is this guy?” “What does he want from me?” sacha@vekeman.net
  11. 11. Your odds: Yes THE YOU GUY 0.1% chance sacha@vekeman.net
  12. 12. So, here is my Million Dollar Advice: sacha@vekeman.net
  13. 13. Start kissing frogs a lot of them sacha@vekeman.net
  14. 14. In Summary Luck = Yes sacha@vekeman.net
  15. 15. Reality Do something with a Nay sacha@vekeman.net
  16. 16. What? Learn & Adapt But stay effective sacha@vekeman.net
  17. 17. Also Trial & Error But stay effective sacha@vekeman.net
  18. 18. Even better Select & Vary But stay effective sacha@vekeman.net
  19. 19. Don’t panic Try Pivoting But stay effective sacha@vekeman.net
  20. 20. In the end Simply STOP! Be effective sacha@vekeman.net
  21. 21. But now the real stuff that nobody else knows/does sacha@vekeman.net
  22. 22. “Activate” Your Pitch Seek Borderline Prospects sacha@vekeman.net
  23. 23. Make your pitch “Portable” sacha@vekeman.net
  24. 24. Portable Pitch “How?” Distributable Transferable Repeatable Carryable Mobile Rememberable Moveable sacha@vekeman.net
  25. 25. Qualification is Easy (1 to 1) Keep it effective Portability is Difficult (1 to ∞) Keep it authentic sacha@vekeman.net
  26. 26. The Model – Pitching your Idea THE YOU GUY Your Border sacha@vekeman.net
  27. 27. The Lottery Model – Euro Millions THE YOU GUY $ 0.1% Chance Your Border sacha@vekeman.net
  28. 28. Reality - Pitch to Borderline Prospects   THE  99.9% Chance YOU GUY    Your Border sacha@vekeman.net
  29. 29. Distributed & Scalable       THE   99.9% Chance YOU GUY         sacha@vekeman.net
  30. 30. Scale Your “Kissing Frogs” Approach       THE   99.9% Chance YOU GUY   $       sacha@vekeman.net
  31. 31. How Portability Works: Package the Pitch THE YOU GUY sacha@vekeman.net
  32. 32. Package the Pitch: How? Intellectual: Easy to Understand THE Motivational: YOU GUY Stimulate a Return Emotional: Empathy, Persuade or Manipulate sacha@vekeman.net
  33. 33. Package the Pitch: Make it Travel Intellectual: “Tell Stories” THE YOU GUY Motivational: “Do Demo’s” Emotional: “Make Heroes” sacha@vekeman.net
  34. 34. Pitch Drill #1 – Pitch Binary Yes >< NO “I don’t understand it” Bad sacha@vekeman.net
  35. 35. Pitch Drill #1 – Pitch Binary Smart >< Stupid“I don’t understand it” Good sacha@vekeman.net
  36. 36. Pitch Drill #1 – Pitch Binary Belief >< Unbelief“SMS is dead” Bad sacha@vekeman.net
  37. 37. Pitch Drill #1 – Pitch Binary Rich >< Poor “I ran out of money” Good sacha@vekeman.net
  38. 38. Pitch Drill #1 – Pitch Binary Professional >< Personal “My wife would like this” Bad sacha@vekeman.net
  39. 39. Pitch Drill #1 – Pitch Binary Men >< Women “Tip the good looking waiter” Good sacha@vekeman.net
  40. 40. Pitch Drill #1 – Pitch Binary Good >< Evil “Are you into Porno?” Bad sacha@vekeman.net
  41. 41. Pitch Drill #1 – Pitch Binary Legal >< Illegal “PayPal, Google, M$, FB” Good sacha@vekeman.net
  42. 42. Pitch Drill #1 – Pitch Binary Accepted >< Rejected “Don’t tell anyone!!!” Bad sacha@vekeman.net
  43. 43. Pitch Drill #1 – Pitch Binary Won >< Lost “Move on” Good sacha@vekeman.net
  44. 44. Get a NO and make it GO sacha@vekeman.net
  45. 45. Pitch Drill #2 – Pitch Portability Intellectual - Do I Understand it? Simplified Calculated (3 words) (numbers) Documented (thought-through) Validated (who else?) Demonstratable (can I see something?) Flexible (proof-of-concept) sacha@vekeman.net
  46. 46. Pitch Drill #2 – Pitch Portability Intellectual - Do I Understand it? Tell me something Authentic Make referral easy to do! sacha@vekeman.net
  47. 47. Pitch Drill #2 – Pitch Portability Motivational – What’s in it for me? Incentive Punishment (Lunch, travel) (Competitive) Commission (%) Risk Return (Loss) Reputation (First) (Invest) Relationship (Something new to talk about) Cash (€) sacha@vekeman.net
  48. 48. Pitch Drill #2 – Pitch Portability Motivational – What’s in it for me? Make me feel Authentic Reward Referral! sacha@vekeman.net
  49. 49. Pitch Drill #2 – Pitch Portability Emotional – Do I like this person? Empahty Thrust (recognizable) (lies) Mission Motivation (more in life) (drive) Respect Relation (friend, funny, fancy) (two-way, also my time) sacha@vekeman.net
  50. 50. Pitch Drill #2 – Pitch Portability Emotional – Do I like this person? Stay Authentic Yes, I’ll help You! sacha@vekeman.net
  51. 51. Always be Closing Sacha Vekeman sacha@vekeman.net

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