PISTACHIOconsulting
When you’ve got something to say.SM
Ten
things you MUST do in your next pitch
by Laura Athavale Fitton, Pistachio Consulting
1.
Get
to the “ah-ha” immediately: Why is your business a great investment? What’s in
it for investors?
2.
Attend
to audience and desired results first. Everything you say and show serves both
or doesn’t belong in the pitch.
3.
Cut
the PowerPuke clutter – .ppt file is not “your presentation” it’s a
visual aid. Keep only slides that illustrate your talk. Chuck the rest.
4.
Those
slides you kept? Chuck a couple more and streamline the rest. Try to read your
slides from across the room. (Stuff the detail where it belongs – in an
appendix of your business plan.)
5.
Say something
on slide titles – replace “Company History” with “Substantial Value Built”
(Investors recognize a management team slide without you labeling it “Team” –
use the title to tell them about your team.)
6.
Prepare
effectively. Practice in front of your team, in front of a camera, in front of
a group of laypeople, get their feedback, refine the logic flow and try again.
7.
Know
your best style. Earnest, clear speaking beats stilted, overproduced and even
“by the rules” reciting any day.
8.
Interact
with the audience. Refer to handouts, ask thought questions, make genuine eye
contact. End by asking them to do something incremental like drop by the
booth or website.
9.
Ask
yourself: How can I make it easier for these investors to do their jobs?
(You’re in customer service and they’re the customer)
10. Features = characteristics
(adjectives). Benefits = actions (verbs). Benefits matter the most. Know the
difference.
11. Give a little something extra…
www.PistachioConsulting.com send
email 800-747-1941
© 2007 Pistachio Consulting All
rights reserved
Permission granted to reprint with
byline and contact information intact.
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