{"id":2833,"date":"2013-03-03T18:48:38","date_gmt":"2013-03-03T23:48:38","guid":{"rendered":"http:\/\/steinvox.com\/blog\/?p=2833"},"modified":"2013-03-08T11:23:02","modified_gmt":"2013-03-08T16:23:02","slug":"the-secret-investor-pitch-5-slides-for-success","status":"publish","type":"post","link":"https:\/\/steinvox.com\/blog\/the-secret-investor-pitch-5-slides-for-success\/","title":{"rendered":"The Secret Investor Pitch, 5 Slides For Success"},"content":{"rendered":"

\"Secret<\/a>Is there a secret investor pitch format? Maybe there is, and it likely is more about the approach, than the presentation format itself. Recently, a colleague from MENG asked about investor pitch formats. This blog is a refinement of my reply.<\/p>\n

To find your way on your own journey, take a moment to talk to people that have been in a VC or angel pitch-room. Go to public pitch forums. But, understand that in a private pitch to a specific VC, more open and direct dialog will occur.<\/p>\n

Always remember, the investor is there for one reason, and that is to learn how your team, and its product and service can produce ROI. No VC, Angel, or investor is interested in an hour long meeting where you \u201cinform them\u201d of how great you, your company, or your product is. Experience in the room, will drive brevity.<\/p>\n

It Is All In the Approach<\/h2>\n

No matter what you bring to the pitch room, be confident in your approach. I feel the best approach builds story that separates detail from the pitch presentation itself. It gives license to the presenter to passionately engage with the audience on both a fact-based and emotional level using story-telling skills. This approach requires control and the propensity for brevity and clarity. And finally, it requires developing a thorough business summary where detail is held until it is asked for.<\/p>\n

How Does It Work<\/h3>\n
    \n
  1. Start from scratch<\/strong>. Force yourself to think through and memorize the key messages. Refine repeatable phrases to describe the customer, the pain, and your differentiated value claims.<\/li>\n
  2. Rehearse, practice, do it live, and repeat<\/strong>. Practicing your pitch to a live audience generates blunt feedback on body language to facial expression. Practice until you can confidently deliver the presentation of your life.<\/li>\n
  3. Don\u2019t react to criticism<\/strong>. It shows weakness. Smile and show interest in the feedback. Pull out your pen, and write down what you hear. You need this information to improve your pitch for the next audience.<\/li>\n
  4. Remain authentic with integrity.<\/strong> VC criticism demonstrates their interest. VC feedback is also a test of you, your story, and your confidence as they evaluate potential for success.<\/li>\n
  5. Know your audience motivation<\/strong>. They are less interested in your product or service than you think. They are very interested in making money, and generating returns from their investment.<\/li>\n
  6. Develop a written business summary.<\/strong>\u00a0Hand out the missing numeric data and details AFTER your pitch. Refer to it as though you could recite it, as you answer the unique questions from the audience.<\/li>\n<\/ol>\n

    More Is Better Is Bad Advice<\/h3>\n

    So many pitch coaching resources suggest 10 or more slides, and every possible content item from competitive analysis to deep market research, financials and deep numeric data.\u00a0 And, it’s common for first-time pitchers to enter into the pitch with a sense to have “every question possible” covered in the pitch deck. You need that information to be successful, but not in your pitch.<\/p>\n

    As you read the outline below, it will be hard to imagine getting to this point. Many entrepreneurs have heard that they should just build their business plan in PowerPoint, and keep it fluid, so it can pivot. (That issue is another post.) But the point here is that all too often, that is the starting point for the investor pitch. Entrepreneurs seeking funding believe that telling the entire story of the company, all the data collected to date, is somehow going to make the case for the investor. In reality, it will hinder, and probably sabotage success.<\/p>\n

    The Secret Investor Pitch<\/h2>\n

    Here’s what I have found to be the best approach. Try to keep your pitch down to five slides with a cover and thank you slide at front and back. The best pitch I’ve ever given was all images, and the presenter told a story <\/em>that covered these five chapters:<\/p>\n

    Slide 0: Title Slide<\/h3>\n

    Have an effective title on an edge-to-edge slide image. It’s a placeholder to leave up during informal introductions and business card exchange. Don\u2019t start the pitch, until everyone is focused.<\/p>\n

    Slide 1: What Is the Product or Service?<\/h3>\n

    The slide should be another image, not text. The presenter’s story should be the focus for the audience. Repeat keywords and phrases eloquently and passionately, while clearly laying out the pain point(s) the customer has and that your product or service will eliminate it.<\/p>\n

    Slide 2: Why Will Customers Buy It?<\/h3>\n

    The slide should be another image depicting points of pain the customer has. The presenter systematically communicates how each customer pain point is addressed by the product and service value claim. The dialog continues to be a story, filled with memorable repeated key phrases \u2013 well-crafted by your marketing person on the team.<\/p>\n

    Slide 3: How Will It Make Money?<\/h3>\n

    Yet another image, but this time depicting the business model, either directly or in a metaphor (queues lined up to buy, online stores, something that conveys your business model, and the ease you will monetize the pitched product and\/or service. The quantitative data in terms of addressable market, margin, pricing, volume and growth, etc. all need to be coming out of the presenters speaking as she\/he continues to tell the story with passion.<\/p>\n

    Slide 4: Who Makes Up the Team?<\/h3>\n

    Again, use an image to convey the essence of your team. Headshots are stiff, a humanized image of some sort is better. The inclination to include long (or short) text bios for each founder will put your investor audience to sleep. Investors want to know that the founder\/presenter knows his team, and can eloquently introduce and defend their contribution. This is also an opportunity for the investor to understand the broader potential for leadership and collaboration among the team. As a baseline, investors will look for the following 5 roles\/experience:<\/p>\n