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Improving your Elevator Pitch Presentation

Improving your Elevator Pitch Presentation. Advice 1: Assume the investor has ADHD. Avoid jargon, Avoid acronyms unless you know the investor knows the acronym already Be concise in describing the opportunity. Limit details unless they are a benefit

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Improving your Elevator Pitch Presentation

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  1. Improving your Elevator Pitch Presentation

  2. Advice 1: Assume the investor has ADHD • Avoid jargon, • Avoid acronyms unless you know the investor knows the acronym already • Be concise in describing the opportunity. • Limit details unless they are a benefit • Okay to give the “key insight”

  3. Advice 2: Don’t confuse Features and Benefits • A feature is what you offer • A benefit is what the customer values • If you are going to sell to retail your benefits might include • Drawing new customers to the store • A better space/margin ratio • Encourages sales of other, existing products • Creates “UpSale” opportunities.

  4. Advice # 3: Provide an exit for investors • Will someone buy you out in 3-5 years? Why would they want to do so? • Investors do not like “roach motels” (easy to get into, hard to leave)

  5. Advice # 4: Forecasts are fiction • Industry comparables are valuable here. • Be sure that, when the investor cranks the gears in their head, the numbers are reasonable. • Numbers that look fudged are rejected

  6. Advice # 5. Be Tangible • Solving world hunger is an admirable goal, but it is a bit vague and abstract • Developing a hybrid potato seed that tastes good and can be harvested twice annually is much more tangible.

  7. Advice # 6: Sell the business, not the product • You may have the coolest product on earth—is it profitable? • Is it feasible? • Can you actually distribute the product? • Be sure to explain briefly the business model, so investors know how revenue occurs

  8. Advice # 7: Be passionate • You gotta love the product yourself • Victor Kiam once bought the company that makes Norelco shavers because he got one for Christmas and loved it. That is passion.

  9. Advice # 8. Practice, Practice, Practice • Very few people can wing one of these well. • If you’re one of them, I envy you! • For the rest of us, practice, practice, practice!

  10. Advice 9: Don’t speed up • You have one minute to talk. Don’t try to rush your speaking speed • Work on minimizing “Umms and Uhhhs”. Those kill time. • Target 55 seconds for your talk. Judges will forgive you finishing a little early, relative to being cut off at 1 minute

  11. What do judges look for? Competition advice

  12. Pitches are typically graded in two areas • Presentation skills • Plan qualities

  13. Some criteria: presentation skills • Timing: Did you hit the time queue perfectly? • Okay to be 3-5 seconds short. • Eye contact? • Presence: Did you look nervous? Did you exhibit any distractors (“ummmmmm” “errrrr”, falling down, giggling) • Coverage: Did you cover all six areas of the pitch? • Thoroughness': Did you spend sufficient time on each section, relative to the others? • Evidence of rehearsal

  14. Some criteria: Plan qualities • Uniqueness of the idea? How novel is it vs. how much of it is a “me too” idea? • Is it interesting? • Clarity of the business model? Is it easy “to get”? Does it make sense? • How feasible is it? Does it require heroic assumptions, or do the assumptions appear reasonable • What is the potential profit for the venture as described? • Does the team appear capable of pulling it off?

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