Investor Pitches That Win - Sol Marketing, Austin, TX

Investor pitchesTHAT WIN

Avoiding death by powerpoint

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Jump right into aconversation about your awesome product

Get lost in the demo

Show only top-down market data

Show a business with users but no revenue

Be just like others in the category

How to FAIL an investor pitchClaim you have no competitors

Have an inconceivable, expensive or unreasonable marketing plan

Need cash YESTERDAY

Stretch the truth

Show up unprepared

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Characteristics of pitches that WIN

…all in the first 30–60 seconds.

A story everyone can relate to

Clear evidence that there is a

HUGE problem

A vision for what the world would look

like if you eliminated that problem

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…and in the next 10 MINUTES…Proof that your company can credibly provide the solution, conveyed with language that appeals to the masses and words and images that jump off the page*.

*In about 10 slides.

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Market validation and proof Positioning validation

(consumer + business audience)

Messaging strategy

The right level of detail

Visual and verbal storytelling

So, how do we get THERE?

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And what does it look like when WE DO?

A pitch that takes 60 seconds rather than 60 minutes

A 10 slide deck that serves as an artifact of the conversation

Requests for additional information/follow-up

60

10

?

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STRUCTURE of a pitch deck 1COMPANY PURPOSE30 – 60 seconds. “We are the X for Y.”

2PROBLEM/ PAINObvious and huge. How many people have it?

3SOLUTION What the world looks like when you’ve solved it.

DEMO Hit the high notes. Don’t get lost in features.

CONTACT SLIDEMake sure they know how to get in touch.

4MARKET SIZETop down – provided by someone else.Bottoms up – calculate users x usage = revenue.

5BUSINESS MODELSHow are you going to make money? Simple revenue models win.

6UNFAIR ADVANTAGEInvestors get REALLY excited by an unfair advantage.

7COMPETITION Don’t say you don’t have any. Who they are, why they suck and how you’re better.

9TEAMIt can’t just be you. Show us just how awesome they are.

TRACTION AND MILESTONESWhat have you done to date? What’s coming?

8MARKETING PLANCustomer acquisition plan. Volume, cost and conversion.

10

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BEST practices

Reel them in with a good

hook

Know youraudience

Combine storytelling, selling and

conversation

Honor the connection among heart, mind

and wallet

Avoid excruciating product detail

Don’t expect to be the smartest person in the room

Consider it a learning experience

Have a memorable closing

ONE THOUGHT PER SLIDE

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BEFORE presentation day:

ON presentation day:

Practice. Practice. Practice.

Test your story with your grandmother, your barista or your third-grade teacher

Anticipate questions/objections and prepare responses

Be prepared for ANYTHING

Be prepared to be interrupted

Answer EVERY question

Wear deodorant

Don’t pick a fight

Don’t bluff

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Other TIPS

Provide access to backup information: - Research data- Detailed financials - Detailed business models and projections- In-depth team bios - Variety of use-cases (if appropriate)

The deck is important but the conversation, even more so.

File size should be appropriate for email.

No matter if using PowerPoint or another presentation tool, keep it simple.

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Let’s start SOMETHING

512.445.4807info@solmarketing.com

904 West Ave. Suite 102 Austin, Texas 78701