1. Welcome Pitching Explained: How to get a Winning Pitch* Presented by Roy Terry ThePrimalPitch.com © 2014, The Primal Pitch Roy Terry "Pitching Explained" Tuesday, 18 March 2014 - Hanhai Investment Inc., Startup University - SVSIAN *Alpha version!

2. Are you feeling Silly? © 2014, The Primal Pitch Roy Terry "Pitching Explained" How would you know? Pitch it!

3. Today in Silicon Valley © 2014, The Primal Pitch Roy Terry "Pitching Explained" Your goals in this session Roy: Getting beyond slide decks. A Pitching Problem? Too crowded? too many bad pitches? Or an opportunity? Resolved.

4. Goals and Agenda (1 hour!) © 2014, The Primal Pitch Roy Terry "Pitching Explained" You on track to a much better pitch by… Layout the basics of best practice Simplify the challenge (Where’s the Bear?) Have fun – It’s Showbiz! Live practice in the room today Also: OK to play and be a little silly?

5. Humor Quiz :*) © 2014, The Primal Pitch Roy Terry "Pitching Explained" 1.World’s shortest and biggest Pitch? 2.Why was Steve Jobs moody? 3.Is the pitching game more like… A gold rush? A TV reality or game show? A marriage? …answers at the end…

6. What is a Pitch? © 2014, The Primal Pitch Roy Terry "Pitching Explained" Hollywood! Almost!

7. What is a Pitch? © 2014, The Primal Pitch Roy Terry "Pitching Explained" YES!

8. Pitching Explained © 2014, The Primal Pitch Roy Terry "Pitching Explained" A conversation, 10 seconds to 15 minutes, designed to create interest, emotion and eventually action. We need the listener to TAKE A RISK! Purposes: Find a co-founder Money from your mom Get accepted into a contest Win a contest and find an Angel Go to a VC office for a 1 hour meeting “Due Diligence”! Along the way: test validity of enterprise, test your passion and develop your passion. YOU must be the first total supporter!

9. Starting Points © 2014, The Primal Pitch Roy Terry "Pitching Explained" Slide Decks: “Structure & Spice” “standard” slide lists of 10 to 15 slides (David S. Rose, Steve Austin, Nathan Gold, et al. =>See YouTube and Slideshare Problem, Solution, Market, Business (credit: Chris Lipp) 10-20-30 Rule – Guy Kawasaki

10. Starting Points: structure © 2014, The Primal Pitch Roy Terry "Pitching Explained" Slide Decks: Structure & Spice Problem, Solution, Market, Business (credit: Chris Lipp) 10-20-30 Rule – Guy Kawasaki It’s about YOU! (multiple authorities)

11. Starting Points: style © 2014, The Primal Pitch Roy Terry "Pitching Explained" Styles are like movie genres: romance, drama, documentary, adventure… “Meet Bob, he loves to … with Suzie, but …” Hi, at xyz we do xxx and here’s why? “Today there are over xxx Million..” Six months ago, I set out for a normal day and then… When I found my self at the top of Mount Everest I never expected by iphone to… Watch COMMERCIALS to see how they get attention and introduce a problem. Watch winning pitches on YouTube.

12. Starting Points: Delivery © 2014, The Primal Pitch Roy Terry "Pitching Explained" Flat? (the facts) Cool? (“Hey what’s up?”) Hollywood? (Wow!) Ideal

13. RESULT of Techniques? "It takes 5 or 10 minutes to figure out the point" – Jules Pieri, founder of The Grommet © 2014, The Primal Pitch "The more innovative the product or service, the more you need enchantment." – Guy Kawasaki, co-founder of Garage Technology Ventures "… They all Stink! …." – Jessica Livingstone, co-founder of Y Combinator Roy Terry "Pitching Explained" Bottom line: We all need more thought and practice!

14. Pitching Improved © 2014, The Primal Pitch Roy Terry "Pitching Explained" Practice and feed back clears Errors Confusion (don’t put FUD in your own pitch) Got Evidence? (if not then your audience will doubt) Gaps (did you leave out the competition?) FLAT delivery with no stories or actualities? Mental, cultural, and habit blocks: Replace with 1.It’s Showbiz so just get over it! 2.Appeal to emotion AND logic 3.Use stories and dialogue to connect the parts 4.Be willing to sort of suck == maximum learning!

15. Where’s the Bear? © 2014, The Primal Pitch Roy Terry "Pitching Explained" BEAR == “The Problem” with passion, detail, evidence A mental shortcut to check: clarity, evidence, passion, etc. Demo in the front – Volunteer…

16. Where’s the Bear? © 2014, The Primal Pitch Roy Terry "Pitching Explained"

17. Where’s the BEAR? © 2014, The Primal Pitch Roy Terry "Pitching Explained" PRACTICE Groups of 3 with A, B, C practice YOUR problem statement: Listeners: Where’s the BEAR? see, hear, feel, sense?

18. How You Tamed the BEAR! © 2014, The Primal Pitch Roy Terry "Pitching Explained" When Solution is well delivered… 1.We’re surprised and delighted = “Wow” (we’re safe from bear and you are hero!) 2.Any doubts or complications will be addressed 3.We’ll realize how competitors would have a hard time duplicating your solution 4.We’ll hear why now is the best time to strike What is your solution? Simplify, make analogies, tell a story of discovery. BEWARE! This is usually Peak Skepticism

19. Tame the BEAR © 2014, The Primal Pitch Roy Terry "Pitching Explained" In same groups of 3 with A, B, C Each spend 1 minute describing your solution (tamed the BEAR!)

20. Tame BEAR For The World Tame BEAR For The World © 2014, The Primal Pitch Roy Terry "Pitching Explained" This is your market opportunity description, including competition, go-to-market plan. AND Business Model “HOW DO YOU MAKE MONEY?”

21. Optional: Full Room Practice © 2014, The Primal Pitch Roy Terry "Pitching Explained" 2-3 Volunteers?

22. Quiz Answers © 2014, The Primal Pitch Roy Terry "Pitching Explained" 1.World’s shortest and biggest Pitch? 2.Why was Steve Jobs moody? 3.Is the pitching game more like… A gold rush? (just be first!) A TV reality or game show? (no inhibitions or manners?) A marriage? (serious money) What do you think?

23. Wrap © 2014, The Primal Pitch Roy Terry "Pitching Explained" Follow a pitch structure!!!!! No pitch can succeed w/o a clear structure and simple language. Repetition is your friend! If you can’t remember it’s too complicated! Reality on your side: stories, actualities, rapport Practice meeting objections and Q/A Watch YouTube and COPY the good

24. Thanks! © 2014, The Primal Pitch Roy Terry "Pitching Explained" Roy Terry at thePrimalPitch.com Meetup.com: SVSIAN (SV Startup Incubation Acceleration Network) HanHai Investment Inc. Meetup.com: Find Your CoFounder Meetup.com: Silicon Valley Entrepreneurs Toastmasters

25. Thanks! © 2014, The Primal Pitch Roy Terry "Pitching Explained"

26. Primal Pitch Cheat Sheet! © 2014, The Primal Pitch Roy Terry "Pitching Explained" Process 1.Where’s the BEAR? 2.How did you tame that BEAR problem? 3.How will you tame that BEAR for the whole WORLD? Audience Test 1: Did you see, feel, sense, and respond to the BEAR? 2: Did you feel relieved and say “wow” when you learned the solution? 3: Did you nod and approve of the whole world plan? Spice it up! Tell us the pain and suffering when the bear wins. Give a story about how you discovered and realized solution was GREAT Quote positive comments of others: users, analysts, etc. Give a number of people who love being free from the bear.