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PITCHING

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MARK TWAIN

“Excuse the long letter.

I didn‘t have time to

write a shorter one.“

INTRODUCTION

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INTRODUCTION

SPEED INTRO PITCH

WHAT DO YOU CARE ABOUT?

WHAT‘S YOUR NAME AND ROLE?

WHAT DOES YOUR SOCIAL ENTERPRISE DO?

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WHAT IS

PITCHING?

WHAT IS PITCHING?

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THIS IS PITCHING TOO...

WHAT IS PITCHING?

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WHAT IS PITCHING?

...AND THIS...

WHAT IS PITCHING?

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...AND THIS...

WHAT IS PITCHING?

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...AND THAT

WHAT IS PITCHING?

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WHAT IS PITCHING?

A LINE OF TALK THAT AIMS TO PERSUADE �SOMEONE OR SOMETHING

PRESENTATION OF AN IDEA TO AN AUDIENCE�IN ORDER TO ACHIEVE AN OBJECTIVE.

WHAT IS PITCHING?

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AUDIENCES & OBJECTIVES

AUDIENCES

& OBJECTIVES

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PITCHING AUDIENCES

INVESTORS

JURY

EMPLOYEES

FRIENDS & FAMILY

MEDIA

BROAD AUDIENCE

AUDIENCES & OBJECTIVES

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OBJECTIVES

MONEY

VOTES

PARTNERSHIPS

NETWORK

RECOMMENDATION

AWARENESS

AUDIENCES & OBJECTIVES

And you have different objectives, depending on the audience:��+ investment, donations, or loans

+ convincing to get a vote (Award, Election,…)

+ to get partners

+ to expand or access a network

+ to either get a recommendation or get recommended

+ raise awareness or inspire an action or thought change

Different objectives can match several audiences. Pitching to an investor for an investment is quite clear, but you could also pitch to the investor for an advice, a recommendation or access to his network. The same, you could pitch to your grandmother to recommend you to her friends to donations.

Pitches can go wrong because you aren’t tailoring your pitch to the opportunity.

OBAMA EXAMPLE�So, make sure you know for sure that your objective is for the right person. For example: Just imagine you meet Barack Obama in the elevator: You need to make a quick decision on your objective. An investment might most probably not be the right choice. Of course it would be nice if Obama had some dollars in his pocket and gave them to you. Also another meeting might already be too much to ask for. But let’s focus on what might be possible: E.g Awareness, getting Obama to tweet about you. ��GRANDMOTHER EXAMPLE: �On the other hand: Your Grandmother might just be the right person for an investor pitch. If she and her “gang” e.g. other grannies are having a tea party, she could be your strongest multiplier in helping you raise donations. �

These examples show that it is not always very obvious to whom you should pitch each kind of objective. However, the objective is crucial for the entire pitch which we will explore further later. �

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PITCHING IS A PROCESS

PITCHING

IS

A PROCESS

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FOOT IN THE DOOR

PITCHING IS A PROCESS

DO YOUR

RESEARCH

GET ACCESS

TO THE RIGHT

PERSON

PREPARE YOUR �PITCH DECK

Do your research—This is CRITICAL!�In order to pitch, you might need do apply, get nominated or invited or simply know where and when to go. First you need to know

what you want to achieve (your objective)

and then you can start looking for pitching events, like a local start up night, for awards and challenges (like the Social Impact Award), for networks (such as the Impact Hub, Ashoka, or Red Bull Amaphiko).

Also look out for local TEDx events and check their websites for speaker opportunities. Screen websites of foundations and companies, make sure you learn about their mission, vision and values and find some matching points or similarities.

Get access to the right person �The first question: Who is the right person: This might not always be the CEO or the president. It always depends on your objective. For example: if you want to pitch for event sponsoring, you could call a company and ask for the person responsible for managing sponsorships. The reception might connect you directly with the person you want to talk to. Also LinkedIn is great for searching for the right person.

Prepare your pitch deck�Know what you are going to pitch! Once you know who your audience is and what your objectives are and you know when and where to go and which person to talk to… perfect! Now it’s time to know how to totally amaze them with your pitch. For that you should be prepared. Write down what you want to say, work on the message you want to deliver and have your pitch deck ready for showtime.

What you also need to be okay with is getting it wrong,

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CLOSING THE DEAL

“BE EXPLICIT“

KNOW WHAT YOU WANT

SAY WHAT YOU WANT

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CLOSING THE DEAL

LISTEN HARD

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PITCH DNA

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Focus on one main idea

:::It’s about the Idea (not necessarily about you)

Grab their attention

:::Why should the listener care? �

Keep it short and simple

:::Take the listener step by step

PITCH DNA

SHOWTIME

Before we go deeper into the structure, the recipe, I want to make you aware of some essential things to think of. We called it the pitch DNA:

+ Focus on one main idea – very often we have a couple of ideas that we would love to share. However, we can communicate the message best if we bring it to the point.

+ It’s about the idea (not necessarily about you) – the center of attention should be your idea, what you want to promote, not you.

+ Grab their attention – want your idea to be remembered? Then make sure to grab the attention of your audience the moment you start your pitch with something remarkable.

+ Why should the listener care – remember the golden circle we just had a look at. It’s the why that counts. Why should the listener care about what you are pitching, why do you care?

+ Keep it short and simple – as mentioned before, we can communicate our message best if we pinpoint it. If we want our audience to understand and remember, we need to make it short and simple.

+ Last but not least: Take the listener step by step – we need to guide our audience through our pitch and take them step by step. In order to do that we’ll now have a deeper look into our ”pitching recipe” the structure building on the golden circle.

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SHOWTIME

GOLDEN CIRCLE

WHY

HOW

WHAT

So, we have created a pitch recipe, a structure to rely on, and in order to do that, we started with the so called golden circle from Simon Sinek.

Every organization—and every person’s career—operates on three levels: what we do, how we do it, and why we do it. We all know what we do: the products we sell, the services we offer or the jobs we do. Some of us know how we do it: the things that we think make us different or stand out from the crowd. But very few of us can clearly articulate why we do what we do. So while we would usually start with the outside of this circle, we can really convince someone about our idea or product by starting from the inside, the WHY! Simon Sineks says: People don't buy what you do; they buy why you do it. And what you do simply proves what you believe.

THE ONE example that uses the golden circle is for Example Apple: “Everything we do, we believe in challenging the status quo. We believe in thinking differently. The way we challenge the status quo is by making our products beautifully designed, simple to use, and user-friendly. And we happen to make great computers. Wanna buy one?”

See the power of starting with the why? �

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OPENER

THE WHY

THE HOW

THE WHAT

USP

IMPACT

STRUCTURE

SHOWTIME

CTA

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OPENER

A powerful statement or a critical question to grab the

Attention. Be creative.

„Every 4^th person in Brazil lives with some kind of disability!“

„Have you ever loved?“

„In 2050 there is more plastic in the sea than fish.

SHOWTIME

The Opener. Always start your pitch with a very strong opener. It’s tempting to start with your name and company, but a we suggest something more powerful: a critical question or even a provoking statement. Be creative. The opener is there to grab the audiences attention and make them interested and excited about what you have to say:

Some examples of strong openers are: Instead of saying “Hi, I am Reinhardt and I work for a Ocean Cleaning Start up” the much more powerful approach would be: “In 2050 there is more plastic in the sea than fish.”��Some other great talks started with: “Have you ever loved?” or “Every 4^th person in Brazil lives with some kind of disability! According to the UN this are over 45 million people – which represent almost 24% of the Brazilian population*”

You might even have some requisites to support what you are saying, like a ‘bag of trash’, a paper-heart or a map of brazil with a 24% pie chart! Get creative. And now you have their attention.

�* Source: http://www.unesco.org/new/en/brasilia/education/inclusive-education/persons-with-disabilities�In Brazil, there are over 45 million of people – which represent almost 24% of the Brazilian population – living with some kind of deficiency.

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THE WHY

Why do you care about it? What do you believe in?

“I believe that every person can be empowered to live up to their full potential”

“We believe in…“ I deeply care about...“

SHOWTIME

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THE HOW

How do you do it?

By building a forum for critical listening and empathy exchange we are able to see and unleash talents and assets within ourselves that have communal impact.

�The exchange builds trust, connections, relationships and networks that close disparity gaps in our communities, ultimately creating a more equitable and engaged society.

SHOWTIME

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THE WHAT

What do you actually do? The product, service or solution?

A global community built through local crowdfunding dinners

promoting collaboration, democracy, creativity and trust.

SHOWTIME

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YOUR USP

What’s your Unique Selling Point?

Why can you do it? �What qualifies you?

“Thanks to my education in community development and involvement in art inspired events, I was able to co-create the first dinner for exchange and inspiration for the dynamically diverse Detroit community.

SHOWTIME

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YOUR IMPACT

What impact have you already created? �What impact will you achieve?

To date, over 200 cities, on 6 continents have independently started their own dinners without connections or support.

SOUP allows for an equitable and engaged society.

SHOWTIME

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CTA

What do you want from the listener? �What is the call for Action?

“You have the chance to help up build a model that will better serve those looking in starting a dinner. Please vote for us!

SHOWTIME

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SOUP

SHOWTIME

OPENER

THE WHY

THE HOW

THE WHAT

USP

IMPACT

CTA

Hello, My name is Amy Kaherl and I am the founder of SOUP.

In a time where we are becoming more isolated with being online, voting less in local primaries, and being disconnected to place.

Myself and a group of friends helped to develop a microgranting dinner that funds ideas on a variety of spectrums, that are looking to make their place better. These dinners allow for ideas for 4 ideas to pitch for 4 minutes and 4 questions back from the diners. The diners then eat, share, connect and vote on the project they think should win the cumilitative door donation.

The model helps build community, trust, stronger sense of democracy and pride of place. It empowers ideators to pursue, challenge, shift and grow ideas

+ To date, over 225 cities, on 6 continents have independently started their own dinners without connections or support.

+ You have the chance to help up build a model that will better serve those looking in starting a dinner. Please vote for us!

Let‘s look into our Red Bull Amaphiko Fellow Example in total. We have chosen Meviro from Brazil as our pitching example.

+ Every 4th person in Brazil lives with some kind of disability! According to the UN this are over 45 million people – which represent almost 24% of the Brazilian population.

+ We believe that every person can be empowered to live up to their full potential.

+ We make it easy to bringing people together and emphasize the great potential and expertise of people with disabilities. We enable them to find creative solutions.

+ Our network offers workshops where “makers” and people living with disabilities come together and collaboratively create low-cost tech-solutions that help the disabled community with their daily challenges. (Pause) I am Marcos Beto and together with my team we are ‘Meviro + Thanks to my education in social inclusion innovation and my passion as a maker, I was able to create the first hub for exchange and inspiration between people with disabilities and makers like me.

+ So far there are 84 solutions for people living with disabilities featured on our platform and had an impact on more then 12000 people. We expect to steadily increase them and double the number of solutions within the next year.

+ You have the chance to give wings to us, people with disabilities and contribute to a more inclusive and accessible world. Please vote for us!

This is what one whole pitch can look like in its entirety. It is short, to the point, takes the listener step by step and expresses all main relevant information in an interesting way for the listener.��Now its your turn! ☺

�

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SHOWTIME TIPS

EYE CONTACT

SMILE

PRESENCE & PAUSE

BODY LANGUAGE

ENTHUSIASM

LISTEN

SHOWTIME

We’ve got the pitch DNA and the pitch structure, the recipe, all things that a good pitch must contain. Here are some more tips from us for your Showtime.�

+ Always keep eye contact with your audience or the person you are talking to, it gets them more involved and focused on what you are saying and shows your confidence about what you are saying. �+ Also, don’t forget to smile! One might look very concentrated when in a stressful situation but don’t forget to smile! You love your idea and what you do and you enjoy bringing it out into the world, your audience needs to see that to get the same vibes. �+ Show presence while giving your pitch, the spotlight is on you! Also take time for a dramatic pause to help the listener to process the information. �+ Your body language counts. Be your best self and show your confidence also with your body. Stand up right, don’t hide behind notes or a phone. �+ Show your enthusiasm in every part of your pitch, you care about this, show this and your enthusiasm will spread. �+ Finally, listen! The person you are talking to might have important tips, already offer you something or might want to compliment you. Show them you care as well about what they have to say and listen carefully.

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YOUR SHOWTIME

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OPENER

THE WHY

THE HOW

THE WHAT

USP

IMPACT

STRUCTURE

SHOWTIME

CTA

Grab Attention

Why do you Care?

How do you do it?

What you actually do/ product / service

Unique Selling Point

Created or Achieved

What is the desired action or want

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FEEDBACK

WHAT WAS GREAT?

ONE SUGGESTION FOR IMPROVEMENT

PITCHER: NO RESPONSE

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CLOSING TIPS

BUSINESS CARD

LEAVE WITH A COMMITTMENT

FOLLOW UP

PREPARE NEXT PITCH

SHOWTIME

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CLOSING THE DEAL

HANG IN THERE

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PITCHING

Amy Kaherl

Global SOUP

amykaherl@gmail.com

www.soup.global