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Pitching With Passion, Make Your Startup Stand Out

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Pitching With Passion Pitching Perfectly Session 2 Darren Menabney @ Samurai Startup Island Tokyo 10.14.2015


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So you’ve created an amazing, exciting Pitch Deck... 2


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Who should give the pitch? CEO? CTO?
 CMO? CFO? 3


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Who should give the pitch? Whoever… 1. Can communicate clearly 2. Knows the business 3. Can handle questions 4. Is a Founder 4


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Remember… A great deck can be ruined by a bad presenter 5


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Ability, not ego or job title, should help determine who makes the pitch 6


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The Good News? #1 and #3 can be learned! 1. Can communicate clearly 2. Knows the business 3. Can handle questions 4. Is a Founder 7


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What Does a VC Look For in a Founder? 1.Integrity 2.Passion 3.Experience 4.Knowledge 5.Skill 6.Leadership 7.Commitment 8.Vision 9.Realism 10.Coachability David Rose, “How to Pitch to a VC” 8 https://www.ted.com/talks/david_s_rose_on_pitching_to_vcs?language=en


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Pas Enth Ene 9


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YOU add value to the pitch 10


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YOU are why you don’t just email the deck 11


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YOU are part of the story you’re selling to your future investors and partners 12


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Connect with the audience 13


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The audience is your ally 14


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They’re here to engage with you 15


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Your confidence... Audience’s confidence in you 16


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DARREN MENABNEY -2011, Toronto 2011+, Tokyo BSc Astrophysics, U of T Government of Canada Revenue, Industry, Foreign Affairs, Defence 17 MBA, GLOBIS University Global HR, Ricoh Co. Ltd. Part-time Faculty, GLOBIS University


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Writing & delivering pitches Judging pitches Attending a LOT of pitch contests Coaching startups Teaching entrepreneurs at MBA program Public speaking 18 © Javier Montano / TEDxKyotoUniversity


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Create a Mood + Body Language + Voice Control 19 Impact & Success!


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1. Body Language 20 20


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30 seconds! How much time you have to give a good impression to the audience 21


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Posture Head up! Shoulders straight! Face the audience! 22


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Stance Feet slightly apart Hands at sides when not speaking… Keep hands moving in “power zone” Between waist and shoulders 23


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Always talk to your audience 24


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Never just read every single word on the slide, because the audience can probably read faster than you can talk, and it doesn’t add any additional value, and it may be written in really small font, like 12 point, so it’s actually pretty hard for people to read it, blah-blah-blah… 25


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No barriers! 26


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Talk with your hands 27


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Motion attracts interest Movement projects energy 28


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Walk around 29


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Eye contact... Where? For how long? Culture? 30


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SMILE! 31


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2. Voice Control 32


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Show energy, passion and enthusiasm 33


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Direct your voice and energy OUTWARD 34


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Strong voice, but not shouting 35


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Vary your Tempo Pitch Tone To create emphasis 36


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Create Drama Energy Tension & Resolution 37


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Fascinate Them! 38


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Plain speech is best previously approximately about various 39 before many


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3. Opening Your Pitch 40


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What’s the first thing you should say when you begin your pitch? “Hello!” 41


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Things to never say when you begin your pitch… “Haha, I’m so nervous…” “I’m really sleepy / hungover / jetlagged…” “Sorry, I didn’t have much time to prepare for this pitch.” “Sorry the writing on my slides is so small, I hope you can read it.” 42


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Avoid “Sorry” Project confidence & competence 43


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“Thank you for your warm welcome.” “It's great to be here today.” 44


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“I'm really excited to be here today.” “Thanks for taking the time to be here.” 45


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Title Page with Company’s Purpose Company name (and say it) Company Logo (a nice one!) A short, memorable sentence describing why you exist 46


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Elevator Pitch Follow the 500 Startups Formula “We solve [problem] by providing [advantage], to help [target] accomplish [target’s goal]. We make money by charging [customers] to get [benefit]. 47


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Start off with… A story An amazing or surprising fact A challenge to the audience A simple greeting 48


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Humor? Telling a joke? 49


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4. Good Idea? Bad Idea? 50


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Think carefully about 1) Product Demos 2) Videos 51


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Product Demo? Pros = It might work Cons = It might not work 52


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Showing a Video? Don’t let the video speak for you Your pitch time is limited VCs don’t invest in marketing videos 53


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5. Closing Your Pitch 54


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Summary May stay up on screen during Q&A for 5+ minutes, take advantage of that! Company Logo 3 - 4 key takeaways for audience Contact details 55


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“Thanks for your time.” “I really appreciate this opportunity” “Thanks for your kind attention.” “That wraps-up/concludes my pitch.” 56


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“Now I'd be happy to take your questions.” VS “Does anyone have any questions?” 57


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START your pitch positively END your pitch positively 58


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VCs want to invest in people, show them you are a good investment 59


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Next Time…Oct. 29 Preparation, Confidence and Dealing with Tough Questions Preparing to Pitch How to Build Your Confidence Q&A Time - Answering Difficult Questions 60


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APPENDIX 61


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Some Must Reads on Storytelling, Presentations, and Public Speaking Confessions of a Public Speaker by Scott Berkun Talk Like TED by Carmine Gallo Presentation Zen Presentation Zen Design by Garr Reynolds resonate by Nancy Duarte 62


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