1.
Whip your startup into shape
DELIVER A KILLER PITCH
Ian Jeffrey | General Manager, FounderFuel
September 2013

2.
Whip your startup into shape
The Pitch Is NOT A Presentation
It’s a performance.

3.
Whip your startup into shape
Objective For Today
variety of small tips
when put together
make a HUGE difference!
( some of these you know already )

4.
Whip your startup into shape https://vimeo.com/70404101

5.
Whip your startup into shape
Pitch. Listen. Learn. Repeat.
‣ Every time you meet someone, pitch!
‣ A/B test your elevator pitch.
‣ Look for the "Ah, ha!" moment.
‣ Record whatever you just said and insert
into your pitch next time.
‣ You have (only) 90 seconds.
‣ You're the expert, but don’t be defensive.
The more you do it, the better the story gets.

6.
Whip your startup into shape
Write A Script. Don't Freestyle.
‣ Speak in short, sharp and concise
sentences.
‣ Get to the point. Fast!
‣ Every word costs you $1,000
‣ Say your brand name as often as possible
rather than “we”.
‣ Don’t ask the audience questions.
‣ Use Excel. Yes that’s right!

7.
Whip your startup into shape

8.
Whip your startup into shape
Write A Script. Don't Freestyle.
‣ Speak in short, sharp and concise
sentences.
‣ Get to the point. Fast!
‣ Every word costs you $1,000.
‣ Say your brand name as often as possible
rather than “we”.
‣ Don’t ask the audience questions.
‣ Use Excel. That’s right Excel!
The script guarantees you cover the key points.

9.
Whip your startup into shape
Preach. Don't sell.
‣ Slow down to make a point.
‣ Speak faster to show progress and
momentum.
‣ Insert pauses to be dramatic.
‣ Repeat to emphasize important points.
‣ Be assertive!
‣ Don’t say things like “We think we can be number 1.”
‣ Practice. Practice. Practice.
Confidence instils trust... Arrogance evokes doubt!

10.
Whip your startup into shape
Show. Don't Tell.
‣ Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer
‣ Let the screen do the talking.

11.
http://www.flickr.com/photos/aganderson/6221646727/http://www.flickr.com/photos/aganderson/6221646727/ @thetransitapp
Transit App
Progress so far
- We started by launching in 3 cities across North America
- Montreal, Toronto & Québec
- We added 40 additional cities in the last 12 months
- New York City, Mexico City, Paris, Chicago, Philadelphia, Los Angeles,
San Francisco, Boston, Vancouver, Washington, Ottawa, Atlanta,
Seattle, Miami & Baltimore
- Next is Europe and Asia very soon

12.
Montréal
Toronto
Québec

13.
New York City
Mexico City
Paris
Chicago
Philadelphia
Los Angeles
San Francisco
Boston
Vancouver
Washington
Ottawa
Atlanta
Seattle
Miami
Baltimore
and 25 more
Montréal
Toronto
Québec

14.
Whip your startup into shape
Show. Don't Tell.
‣ Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer
‣ Let the screen do the talking.
‣ Fewer words is always better.

15.
★ ★ ★ ★ ★
1,000+ 5-star reviews

16.
Whip your startup into shape
Show. Don't Tell.
‣ Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer
‣ Let the screen do the talking.
‣ Fewer words is always better.
‣ Demo the product with video.

17.
Whip your startup into shape
Show. Don't Tell.
‣ Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer.
‣ Let the screen do the talking.
‣ Fewer words is always better.
‣ Demo the product with video.
‣ Use devices when showing screenshots.

18.
Whip your startup into shape
Show. Don't Tell.
‣ Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer.
‣ Let the screen do the talking.
‣ Fewer words is always better.
‣ Demo the product with video.
‣ Use devices when showing screenshots.
The screen supports what you say.
( not the other way around )

19.
Whip your startup into shape
Use Animations Wisely.
‣ Good animations illustrate what you say.
‣ Bad animations make you look like an amateur.
Animations tell the story for you.

20.
Whip your startup into shape
Print. Edit. Rework. Repeat.
The storyboard helps
you illustrate your story.

21.
Whip your startup into shape
Know Your Audience.
‣ They aren't clueless. Understand what
they know and don't know.
‣ Research their past investments
(partnerships or competitiveness).
‣ Prepare an investor data sheet in excel.
‣ all contact information
‣ typical investment
‣ last contact with them
‣ your rating
‣ Anticipate questions. Use backup slides.

22.
Whip your startup into shape

23.
Whip your startup into shape
Know Your Audience.
‣ They aren't clueless. Understand what
they know and don't know.
‣ Research their past investments
(partnerships or competitiveness).
‣ Prepare an investor data sheet in excel
‣ all contact information
‣ typical investment
‣ last contact with them
‣ your rating
‣ Anticipate questions. Use backup slides.
You can never be over prepared.

24.
Whip your startup into shape
Get In The Zone.
‣ Nothing in your pockets!
‣ Stand straight on two feet.
‣ Keep your hands out of your pocket.
‣ Hold the clicker steady in one hand.
‣ Stand on the left side of the screen.
‣ Never look at the screen behind you.
‣ Don’t say “sorry.” Just move on.
‣ Smile. Be excited and share
your enthusiasm.
Body language often says more than words.

25.
Whip your startup into shape
In Summary
Pitch. Listen. Learn. Repeat.
Write A Script. Don't Freestyle.
Preach. Don't sell.
Show. Don't Tell.
Use Animations Wisely.
Print. Edit. Rework. Repeat.
Know Your Audience.
Get In The Zone.

26.
Whip your startup into shape
And Remember...
The Pitch is a performance.

27.
Ian Jeffrey
ian@founderfuel.com
@ianmtl
ca.linkedin.com/in/ianjeffrey
founderfuel.com
@founderfuel
facebook.com/founderfuel
angel.co/founderfuel