This document provides tips for improving pitches and presentations. It discusses key components of effective pitches such as telling a story, clearly explaining the problem and solution, market opportunities, competition, business models, fundraising needs, and keeping content concise. Examples are provided of winning startup elevator pitches that demonstrate these components. The document also addresses common mistakes in pitches and gives exercises for groups to practice developing and delivering 1-minute pitches.

1. BOOST YOUR PITCH
(AND MAKE THE MOST OF YOUR STARTUP)

2. A REFLECTION
o Think of a presentation
you really liked. This
presentation was...

3. Good presentations are
• Emotional
• Novel
• Memorable
(Gallo, 2014)

4. Is this true? Discuss in pairs
Communication is...
(Mehrabian, 1967)

5. It is a MYTH!
Campaign to
“Stop the Mehrabian Myth”
(Mitchell, 2009)

6. A successful presentation
is a combination of:
great content
adequate delivery

7. The student is supposed to introduce
himself using as few words as possible.

8. Discuss in pairs:
How good was it? Why?

9. Professor: ... you are judged
by the words
you choose and how you
use them.
Therefore, you are how
you speak...
“

10. Words matter
Do’s
Clarity
Word Choice
Dont’s
Word repetition
Too much technical jargon

11. And language matters
The most common
mistakes Brazilians make
when speaking English.
Can you correct them?

12. 1. People is meeting after work.
2. What is the exchange rate ?
(‘r’ pronounced as ‘h’)
3. I have 29 years.
4. We need to take a decision right now.
5. There is no doubt (mispronounced)
this project is great!

13. 6. We pretend to solve
problems more efficiently.
7. Thanks God the project was approved.
8. I lost my flight to New York.
9. I wronged the question.

14. Some common mistakes
in pitches.
Do you make them?
1. Pronunciation of ‘entrepreneur’ / n.tr .pr n /ˌɑː ə əˈ ɝː
2. I’d like to thank you our directors ...
I’d like to thank our directors...
3. Pronunciation of ‘Brazil’ /br z l/əˈ ɪ
4. How many time do you pretend to stay in the company?
How long do you intend to stay in the company?
5. I’m going to show you how do we do that.
I’m going to show you how we do that.

15. Discuss in pairs:
What are the key components of a pitch?

16. Now you are going to watch
three winner elevator pitches.
Try to identify some of the key
components that they bring.

17. CupAd

18. MissApp

19. TravelBlender

20. Tagline/Slogan

22. “MissApp is designed for women,
because women like technology too.”
“TravelBlender: make friends, go places.”
“We put your brand, in their hand” (CupAd)

23. Market Opportunities
“...25 thousand cups like this.. they don’t
have the economics scale to put their
own brand on the cup.”
(CupAd)
“... 10 million female Iphone users who
have shown interest in the app market,
but there are two problems...”
(MissApp)
“68% of adults, 30-44, who go on
vacation each year”
(TravelBlender)

24. Value Proposition
We help X do Y by doing Z.
X = Who
Y = What
Z = How
(Blank, 2011)

25. We can connect with this
dissatisfied and undertarget
market to bring very tailored
apps specific for women.
(MissApp)
“ “

26. Competition
No major travel
provider addresses the social
aspect of travel: not Orbitz,
not Expedia, not Travelocity.
(TravelBlender)
“ “

27. Business Model
...we get the
advertisers to pay for
the cup and give them
to the coffee shops for
free. We get 13 cents
for each cup we
distribute. It is possible
to make US$ 1 million
per month.
(CupAd)
“

28. Who we are
pictures
short bio of each
founder or team
member

29. Fund Raising
“With a 50-thousand dollar
investiment, TravelBlender
can be cash-flow positive in
sixteen months.” (TravelBlender)
“We are seeking a 100-
thousand investment for 25%
stake in equity.” (MissApp)

30. Groupwork
o Groups 1 and 4
Tell the story of the founder of a
company
o Groups 2 and 5
Tell what inspired the creation of a
business
o Groups 3 and 6
Share what a brand means

31. Storytelling
Storytelling is
telling a story,
but not any
story.

32. C – Characters
C – Conflict
S – Struggle
G – Goal

33. Why have stories?
Relate
Remember
Retell
(Gold, 2014 )

34. The Pitch Deck/Pitch Slide Deck
o Content light
o Less than 10 words per page
o Single word bullets
o Show graphics, charts, screenshots
(Business Insider: August, 2013)

40. Let’s practice!
Groupwork
Create, in groups, a 1-minute
pitch about any company or
product.
Select one member to deliver it
to the rest of the audience.

41.  Adas, Eduardo; Galvão, Joni. Super Apresentações:
como vender ideias e conquistar audiências. Panda
Books, 2011.
 Blank, Steve. The four steps to the Epiphany. K&S
Ranch, 2013.
 Gallo, Carmine. Talk like TED: the 9 public speaking
secrets of the world’s top minds. St Martin’s Press,
2014.
 Gold, Nathan. How to captivate any audience. Prezi
Presentation, 2014.
 http://www.englishadvantage.us/articles/TopTen/Top_Te
n_Common_Mistakes_Portuguese_Speakers_Make.php
 http://ducttapemarketingconsultant.com/storytelling-
ideas-examples-inspire-story/
 http://www.speakingaboutpresenting.com/presentation-
myths/mehrabian-nonverbal-communication-research/
References

42. caltabiano.idiomas
@caltabianoidio1
faleconosco@caltabianoidiomas.com.br
www.caltabianoidiomas.com.br
bruna@caltabianoidiomas.com.br
Tel: 11 3436.6004