HOW TO DELIVER AN EFFECTIVE PITCH Instructor

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
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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
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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
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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
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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
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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.
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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
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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/
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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
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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
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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.
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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.
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The Visual Thinking Toolkit
The Back of the Napkin, by Dan Roam
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The S.Q.V.I.D.
A practical tool of applied imagination
The Back of the Napkin, by Dan Roam
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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
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Graphical Illustration of Business Model
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Books for Reference
 Presenting to Win
Jerry Weissman
ISBN: 978-0137144174
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 So What?: How to Communicate
What Really Matters to Your Audience
Mark Magnacca
ISBN: 978-0137158263
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