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    The Art of Pitch - Seedstars

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    Marco Antonio Prias Rubio
    The document provides guidance on pitching a business idea or startup in 3 minutes or less. It discusses structuring the pitch into main parts that address the problem being solved, the solution, the market opportunity, traction to date, the business model and unit economics, the founding team, and what is being asked for from the audience. The document emphasizes capturing attention with a strong hook in the first 15 seconds, using stories and examples to illustrate points, and focusing on the most essential information. It also provides tips on verbal and nonverbal communication techniques to effectively present the pitch.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    The Art of Pitch - Seedstars

    Uploaded by

    Marco Antonio Prias Rubio
    67 views59 pages
    The document provides guidance on pitching a business idea or startup in 3 minutes or less. It discusses structuring the pitch into main parts that address the problem being solved, the solution, the market opportunity, traction to date, the business model and unit economics, the founding team, and what is being asked for from the audience. The document emphasizes capturing attention with a strong hook in the first 15 seconds, using stories and examples to illustrate points, and focusing on the most essential information. It also provides tips on verbal and nonverbal communication techniques to effectively present the pitch.

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    The Art of Pitch - Seedstars (1)

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    The document provides guidance on pitching a business idea or startup in 3 minutes or less. It discusses structuring the pitch into main parts that address the problem being solved, the solution, the market opportunity, traction to date, the business model and unit economics, the founding team, and what is being asked for from the audience. The document emphasizes capturing attention with a strong hook in the first 15 seconds, using stories and examples to illustrate points, and focusing on the most essential information. It also provides tips on verbal and nonverbal communication techniques to effectively present the pitch.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    67 views59 pages

    The Art of Pitch - Seedstars

    Uploaded by

    Marco Antonio Prias Rubio
    The document provides guidance on pitching a business idea or startup in 3 minutes or less. It discusses structuring the pitch into main parts that address the problem being solved, the solution, the market opportunity, traction to date, the business model and unit economics, the founding team, and what is being asked for from the audience. The document emphasizes capturing attention with a strong hook in the first 15 seconds, using stories and examples to illustrate points, and focusing on the most essential information. It also provides tips on verbal and nonverbal communication techniques to effectively present the pitch.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 59

    The Art of Pitch

    By Paula García-Malpica
    2021
    ¡Hola!
    image here
    Paula García-Malpica

    Regional Program Manager, Latin America

    SEEDSTARS

    Conectemos en Linkedin
    IMPACTING PEOPLE’S LIVES
    IN EMERGING MARKETS
    THROUGH TECHNOLOGY AND ENTREPRENEURSHIP
    The Art of Pitch

    Structure and content

    Examples

    How to present your pitch


    The aim?

    SHARE

    Best practices

    We got by training startups how to pitch and by listening around


    10,000 startups pitch in
    5 continents.
    Why not other methodology?

    ● This is not the only one that works.

    ● The structure is well advantaged to provide:

    (1) clarity and


    (2) to go over all key points in 3 to 5 minutes pitch.
    2 Main parts

    A. Structure and content

    B. How to present the pitch in body and verbal language


    LET’S DO THIS!
    Tr
    ai
    ni
    ng

    The Art of the Pitch

    9
    Anatomy of a great 3 min pitch

    The Hook. Capture your


    HOOK audience immediately!

    Problem
    DEMO goes here
    Solution
    Opportunity Tell your unfair advantage
    No bull****
    Traction
    Business Model
    Team
    Future + Ask Don’t be shy.
    The hook

    The first 15 seconds will decide whether people will listen


    to you for the rest of the pitch

    Hook Options:
    - Ask a question
    - Make a statement
    - Share your vision
    - Tell a story
    - Pitch summary
    Ejemplo de Hook

    “Sabías que el 70% de la información médica

    en Latinoamérica aún está en papel. Es


    image here
    momento de cambiarla.”

    Luis Santiago - Pegasi

    12
    Ex
    am
    pl
    Sri Lankan winner -
    Layup. They are solving
    low engagement rates
    during corporate training
    programmes by bringing
    e
    the experience online in a
    more engaging manner.
    Ex
    am
    pl
    e
    Problem

    Problem Solution Opportunity Traction Business Model Team Ask

    - What problem are you solving?


    Answer - Why is it an important problem to solve?
    these: - How great is the pain?

    Facts tell,
    - Who feels the pain?

    ✓ Tell a story

    stories sell
    ✓ Draw from personal experience
    Do:
    ✓ Generate empathy/emotions with your listeners
    ✓ Keep it visual
    - Go fast in key issue -
    Ø Don’t make it complicated
    Don’t:
    Ø Don’t overload it with numbers
    Ex
    Ex am
    am p
    pl el
    e
    Ex
    am
    pl
    e
    Solution

    Problem Solution Opportunity Traction Business Model Team Ask

    Answer - How does your solution fix the problem? EXPLAIN YOUR


    these: - What are the key features?
    SOLUTION IN 1
    Do: ✓ Show some images
    SENTENCE.

    We solve (problem)
    Don’t: Ø Don’t get too technical (Know your audience)
    for (customer) by
    doing (solution).
    - Max 140 characters -
    Ex
    am
    pl
    e
    Ex
    am
    pl
    e
    Solution

    Problem Solution Market Model Distribution Traction Competition Team Ask

    Answer - How does your solution fix the problem?


    these: - What are the key features?

    Do: ✓ Show some images SHOW IT!

    Don’t: Ø Don’t get too technical (Know your audience)


    Ex
    am
    pl
    e
    our Jordanian
    winner, Mindrockets,
    developed an app for
    sign language
    Opportunity

    Problem Solution Opportunity Traction Business Model Team Ask

    - How big is your market - TAM/SAM/SOM? TAM


    Answer
    - What sources/assumptions did you use?
    these:
    Total Available Market

    - Top down or bottom up assumptions?


    SAM
    Serviceable Available Market

    Do: ✓ Demonstrate it’s a worthy market to address


    SOM
    Serviceable Obtainable Market

    Don’t: Ø Don’t use unresearched/unrealistic numbers


    Ex
    am
    pl
    e
    Traction

    Problem Solution Opportunity Traction Business Model Team Ask

    - What have you achieved so far?


    Chart it!
    Answer - What are your key metrics (volume, users etc) ?
    these: - What is your monthly revenue/expenses?
    - What are you growth rates?

    ✓ Show hard numbers


    Do: ✓ Show clearly what’s achieved vs projected
    ✓ Show milestones if no traction

    Don’t: Ø Don’t exaggerate or confuse


    Ex
    am
    pl
    e
    Ex
    am
    pl
    e
    Business model and unit economics

    Problem Solution Opportunity Traction Business Model Team Ask

    - How do you make money?


    - What is the revenue model (subscription, on
    Answer
    demand, freemium, commission etc)?
    these:
    - CAC
    - LTV

    Do: ✓ Explain the primary source of revenue in detail

    Ø Don’t show multiple sources with vague ideas -


    Don’t:
    it shows us you have no clear idea
    Ex
    am
    pl
    e
    Ex
    am
    pl
    e
    Team

    Problem Solution Opportunity Traction Business Model Team Ask

    - Who are the core team?


    - What relevant industry/startup experience?
    Answer
    - What’s the ownership structure?
    these:
    - All at 100%? Team Working history?
    - What did the team commit? time? Money?

    ✓ Take your time and give some memorable


    Do:
    points

    Ø Don’t run out of time and skip this slide


    Don’t:
    Ø Don’t just show logos and expect it’s sold
    Ex
    am
    pl
    e
    Ask

    Problem Solution Opportunity Traction Business Model Team Ask

    - How much do you need?


    - What the funds are for?
    If you want
    Answer
    these:
    - How long your runway will be? money,
    - What terms (valuation, cap etc)?
    - Who has already committed funds? ask for advice.
    ✓ Know your numbers
    Do: ✓ Be realistic (have comparables)
    ✓ Ask for things that aren’t just money If you want
    advice,
    Don’t: Ø Don’t just ask for the sake of asking
    ask for money.
    Ex
    am
    pl
    e
    The end

    Say what you want people to remember forever. Then, drop the mic.
    COMMUNICATION

    36
    What is your goal?

    To convince others

    37
    Voice Body
    Toolbox Language
    (verbal) Toolbox
    (non verbal)
    VOICE
    TOOLBOX
    Pace

    Fast = excitement
    Slow = emphasis
    Silence <> umms & ahhs
    Prosody

    Monotone vs sing-song
    Volume

    Soft spoken = get attention


    Always loud = careless
    BODY LANGUAGE
    TOOLBOX
    Non-verbal communication is over half the message
    Eye contact

    Communicate
    &
    Gauge response
    Facial expressions

    Universal!
    Don’t freeze up
    Gestures

    Positive

    The right gesture can


    Neutral

    help a speaker make


    Negative his point.
    The positive
    area is used
    to show positive
    arguments
    and emotions
    The neutral area is used for normal
    arguments – this is where most of
    the gesture happens
    The negative
    area is used to
    show
    disappointment
    and frustration
    Gestures

    Hidden hands = no trust


    Open palm gestures = open/honest
    No arm crossing
    Voice Body
    Eye contact
    Pace Facial expression
    Prosody Gestures
    Volume Posture
    TOP PITCHING TIPS

    54
    The golden rules of pitching

    ABP = Always be Pitching

    Practice Practice (but not too much)

    Watch your time

    Keep on going if you screw up

    KISKIL: Keep It Simple, Keep It Lean!


    The golden rules of powerpoint

    NO MORE THAN 15 SLIDES

    🚫
    BULLET POINTS, NO TEXT

    USE ICONS AND IMAGES

    SIMPLE GRAPHS
    “IF YOU CAN’T EXPLAIN IT
    SIMPLY, YOU DON’T
    UNDERSTAND IT WELL
    ENOUGH”
    ALBERT EINSTEIN
    JUST BE YOU
    (THE RULE TO RULE THEM ALL)

    58
    THANK YOU FOR
    LISTENING!

    NOW, IT’S YOUR TURN

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