HOW TO DELIVER AN EFFECTIVE PITCH M A R C H 3 1 , 2 0 11 ( T H U ) , 2 0 : 3 0 - 2 2 : 0 0 Instructor Guest Mr. Mingles Tsoi Project Director CUHK Center for Entrepreneurship Mr. Laurence Chan Managing Director Hong Kong EV Power Limited CUHK CfE Webinar Series Agenda of this Session Time Particulars Host 20:30 – 21:00 Steps & Skills of Pitching Mingles Tsoi Video (1) How to Perfect the Elevator Pitch Video (2) Elevator Pitch Winner – Coffee Cup 21:00 – 21:10 Live Pitching Session by Guest Laurence Chan 21:10 – 21:30 Anatomy of Effective Pitch Mingles Tsoi Laurence Chan 21:30 – 22:00 Live Pitching from Audience Wrap-up and Discussion All participants CUHK CfE Webinar Series CUHK CfE Webinar Series A Matrix Approach of Pitch TIME DURATION V I YES S U A L A I D NO < 5 mins ~ 15 mins ~ 1 hour Preview Trailer Prototype Sketch 10/20/30 Rule of PowerPoint Seminar Conference Elevator Pitch Coffee break Pitch Lunch Pitch CUHK CfE Webinar Series ideaSELLING  Communicates the very essence of the idea in your own life  “If we want our clients to be passionate about our idea, we have to first own that passion and tell a personal story.”  What’s your story?    Your idea Problem it solves Stories to bring issues and ideas to life  Focus  The 3 main points I want to make  The theme to unite and focus  Breath Test: nail your theme into one sentence without taking a breath CUHK CfE Webinar Series One-liner Breath Test filmmakers do it with their 30-second pitches for a 2-hour movies  Jurassic Park Scientists clone dinosaurs to populate a theme park, which suffers a security breakdown and releases the dinosaurs.  Home Alone  The Truman Show CUHK CfE Webinar Series One-liner Breath Test  Home Alone An eight-year-old is accidentally left behind when his family goes on vacation, and he has to defend his home against idiotic burglars.  The Truman Show An insurance salesman discovers his entire life is actually a TV show. CUHK CfE Webinar Series How to Perfect the Elevator Pitch (Howcast) http://www.youtube.com/watch?v=y1Y02_oZP8U You Need Skills or Ideas  List of Phrases  Description of your Qualifications  Practice  Steps 1. 2. 3. 4. 5. 6. 7. Brainstorm a list of phrases to describe Write a 30 seconds statement to describe your qualification Practice with friends Find the target and describe your list of phrases or problems Describe the value of proposition you want to solve the problems Engage in dialogue for conversation, showing interests Ask for contact information or name card for follow ups CUHK CfE Webinar Series Elevator Pitch Winner (Utah State University) http://www.youtube.com/watch?v=i6O98o2FRHw Josh Light, Founder of CupAd  CupAd gives free coffee cups to small cafes.  Free cups save cafes about 15,000 a year which helps them compete against corporate coffee chains.  CupAd does this by selling ads on the cups.  37 minutes is the average time it takes a person to consume a cup of coffee. Not many alternative methods of advertising offer such a long duration of brand exposure.  Corporate web site: http://www.cupadllc.com/ CUHK CfE Webinar Series Seany Elevator Pitch http://www.youtube.com/watch?v=Tq0tan49rmc Two Keys  Lay out the pain statement  What type of problems you are going to solve  Show the value proposition  How does your venture solve the problem Four Success Factors  Sustain  Easy to understand  Inducive  Irresistable CUHK CfE Webinar Series 10-20-30 Rule of PowerPoint A PowerPoint presentation should have  10 slides,  last no more than 20 minutes, and  contain no font size smaller than 30 points. Ten Slides Approach 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Problem Your solution Business model Underlying magic/technology Marketing and sales Competition Team Projections and milestones Status and timeline Summary and call to action CUHK CfE Webinar Series CUHK CfE Webinar Series Anatomy of Effective Pitch Before going in front of a room of investors:  know your product;  know how big your real market is;  know how many potential sales you can get if the product is finished and fully marketed. CUHK CfE Webinar Series Anatomy of Effective Pitch Investors want to know that:  You know what you’re doing;  Your product is extremely unique;  Your solid team of people to make this dream a reality. You need to persuasively convince your audience of your ability to reach this market. CUHK CfE Webinar Series The Visual Thinking Toolkit The Back of the Napkin, by Dan Roam CUHK CfE Webinar Series The S.Q.V.I.D. A practical tool of applied imagination The Back of the Napkin, by Dan Roam CUHK CfE Webinar Series Elements of Selling – David S Rose click www.ted.com search “david rose”  Integrity  Leadership  Passion  Commitment  Experience  Vision  Knowledge  Realism  Skill  Coachability Logical progression Things easily be known or understood Validity and Viability CUHK CfE Webinar Series Graphical Illustration of Business Model CUHK CfE Webinar Series Books for Reference  Presenting to Win Jerry Weissman ISBN: 978-0137144174 CUHK CfE Webinar Series  So What?: How to Communicate What Really Matters to Your Audience Mark Magnacca ISBN: 978-0137158263 CUHK CfE Webinar Series