Art and Science of a Perfect Pitch

TITLE:  Art  and  Science  of  the  Perfect  Pitch  

Improving  Your  Business  Pitch  –  Presented  by  The  Market  Element  

The  Story:  Circa  2013,  with  locaJons  in  Louisville,  CO  &  Katy,  TX    DRIVING  GROWTH  THROUGH  MARKETING  SCIENCE  -­‐  Strategy  -­‐  ExecuJon  -­‐  Content  -­‐  Website  -­‐  Measurement  

 We  provide  Managed  Services  &  CreaJve  Services    Partners:  HubSpot,  ReadyTalk,  Choozle  

The  Specialty:      ATTRACT,  CONVERT,  CLOSE,  DELIGHT.    STRANGERS  -­‐>  VISITORS  -­‐>  LEADS  -­‐>  CUSTOMERS  -­‐>  PROMOTERS    How?  SEO,  Blog,  Social  Media,  Digital  AdverJsing,  Influencers,  Calls-­‐to-­‐AcJon,  Landing  Pages,  Forms,  Email  Nurturing,  Lead  Scoring,  Workflows,  Progressive  Profiling,  Personalized  Engagement,  Voice  of  the  Customer,  Social  Monitoring  

The  Team  

When  Swimming  with  the  Sharks…  Sell  a  vision  Know  your  audience  Do  your  homework  What  problem  to  solve?  Tell  a  story  Demonstrate  your  passion  Keep  it  simple  stupid  (KISS)  Talk  up  the  team  Act  normal  …  And  make  it  SNAPPY!  

Masters  of  the  Perfect  Pitch  

10  FoundaJonal  Elements  for  an  (Im)perfect  Pitch  1.  Go  Fish  Title  2.  Our  Story  3.  Meet  the  Team  4.  Establish  Trust  5.  The  Problem  6.  Our  SoluJon  7.  Unique  Value  ProposiJon  8.  Blue  Steel  9.  On  Bended  Knee  10. Next  Steps  

‘Go  Fish’  Title:  The  average  amenJon  span  of  a  human  is  8  seconds.  Goldfish?  9  seconds!  BE  BOLD.  BIG.  BLUNT.  BRAVE.  

Our  Story:  Who?  What?  Where?  Why?  <CSC  Infographic  example>  Website  source:  www.csc.com/insights  

Meet  the  Team:  Likeability.  Competency.  Trust.    <Serif  CreaJve  example>  Website  source:  serifcreaJve.com  

Establish  Trust:  TesJmonials.  Case  Studies.  Strategic  Partnerships.    “If  people  like  you,  they  will  listen  to  you.  But  if  they  trust  you,  they  will  do  business  with  you.”  –  Zig  Ziggler  

The  Problem:  Drivers.  Measurable  Impact.  Infographic  Story.  <Low  Back  Pain  infographic  example>  Website  source:  www.therapeuJcassociates.com  

The  SoluJon:  Overview.  Features.  Benefits.  Easy  to  Understand.  <BackJoy  infographic  example>  Website  source:  www.medicalmega.com/category/aids-­‐to-­‐daily-­‐living/backjoy  

Unique  Value  ProposiJon:  What  Makes  You  Special?  Price/Quality  RaJo.  Convenience.  AuthenJc  Brand.  

Website  source:  www.cinechew.com  

Blue  Steel:  Oh,  you  want  to  know  the  secret  to  BLUE  STEEL?    Describe  the  underlying  MAGIC  behind  your  product.  

On  Bended  Knee:  Clear  ObjecJve.  Detailed  Plan.  Measurable  Results.  Expected  Outcome.  

Next  Steps:  Reiterate  Value  Prop.  Specific  Next  Steps.  Be  THANKFUL!  

CREATING  POWERFUL  DESIGNS  

GO  BIG  OR  GO  HOME.  

TECHNOLOGY’S  TOLL    You  Have:  8  seconds,  140  characters,  #hashtags.  They  Have:  3  devices  each.  

SIMPLE  IS  THE  SECRET.    <Chicago  Flag  example>  

4  PRINCIPLES  OF  AN  ATTENTION-­‐GRABBING  DESIGN:  1.  Visual  Tension  2.  Contrast  3.  NegaJve  Space  4.  ‘Z’-­‐Pamern  

Visual  Tension  <Starbucks  ad  example>  

Contrast  <Apple  ipod  ad  example>  

NegaJve  Space  <Volkswagon  ad  example>  

‘Z’-­‐Pamern  <Dagens  Industri  ad  example>  

The  ‘Mysterious’  CreaJve  Process  

Rules  can  be  broken.  

DELIVERING  THE  (IM)PERFECT  PITCH  

BEFORE,  DURING  &  AFTER:  BEST  PRACTICES  FOR  NAILING  YOUR  PITCH  1.  PreparaJon  2.  10/20/30  Rule  3.  Body  Language  4.  Finishing  Up  

PreparaJon:  Kill  the  Bumerflies.  

Heed  the  10/20/30  Rule  of  PowerPoint  “MarkeJng  is  no  longer  about  the  stuff  you  make…  but  about  the  stories  you  tell.”  –  Seth  Godin  

Body  Language  If  a  picture  is  worth  1,000  words,  how  much  is  body  language?  

Finishing  Up  1.  ConJnue  the  ConversaJon  2.  Field  QuesJons  3.  Offer  Next  Steps  

THANK  YOU!