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Pitching

Pitching. Permjot Valia Szczecin November 2012. Who am I?. Salesman Consultant Business Investor Fund Manager MentorCamp. Today. What is a pitch? Who is your audience? What do they want to hear? What makes a good pitch?. What is a pitch?. A pitch is.

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Pitching

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  1. Pitching • Permjot Valia • Szczecin • November 2012

  2. Who am I? • Salesman • Consultant • Business Investor • Fund Manager • MentorCamp

  3. Today • What is a pitch? • Who is your audience? • What do they want to hear? • What makes a good pitch?

  4. What is a pitch?

  5. A pitch is.... • An articulate attempt to persuade someone to do something you would like them to do

  6. Your Pitch

  7. Fundamentals • How do people buy? • What emotion do you appeal to? • What is your ask? • Building up the pitch

  8. How do people buy? • A - Attention • I - Interest • D - Desire • C - Credibility • A - Action

  9. Who is your audience? • Why are they buying? • What motivates them?

  10. Why do people buy? • Sex • Fear • Greed • What are you appealing to?

  11. Matching • You need to match the audience expectation with your language • What are you pitching? • Why would someone want to join in?

  12. So a pitch needs to • Cover AIDCA • Understand the buying motivation • Be clear in its ask

  13. A Business pitchfor investors • What is the problem? • What is the value of the problem? • How do you solve that problem? • How do you make money from solving it? • Who are you (the team)? • What is the offer?

  14. What is the problem? • Is it aspirin or is it a vitamin? • Who has the problem? • Is the problem costing time/ money/ capacity? • Who is paying?

  15. How do you solve the problem? • What are the switching costs? • How does that change the benefit? • How easy is it? • How important is solving this problem?

  16. How do you make money? • Is it Capital expenditure or revenue? • Is it Business to Business or Business to Consumer? • What are customer acquisition costs? • What are margins like?

  17. Your business model • Is it a big fixed costs - spread over many customers? • Or is it highly marginal based? • How does the cash come in? • Who holds the risk?

  18. Cashflow • Common reason why businesses fail is lack of cash • How sensitive is your business to cashflow? • What does sensitivity analysis show you?

  19. Who are you? • First (and sometimes only) factor investors back is Management team • Who are you - and why should you be trusted with my money? • What experience have you got? Why would you make a success of it

  20. The team • Who are the advisors? • Who is the board? • What is the deal with the board? • Are they all superstars?

  21. What is the offer? • Shares? What’s the valuation? • Loan Notes? Whats the interest rate and security? • Convertible notes? Whats the discount?

  22. What’s the offer? • How much are you putting in? • How much is the management team putting in? • What will be your salary? • What will be the teams salary? • What is the founder equity positions?

  23. What is your exit? • How will I get my money back? • Who will buy you and why? • At what price? (Evidence) • IPO? Seriously? Through Dividends?

  24. Any questions?

  25. Thank you

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