22. The Art of the Pitch

Question 1

Types of pitches

Answer 1

• elevator pitch
• investor pitch

Question 2

What is the point of a pitch?

Answer 2

Be memorable for long enough that they want to meet you again (pitching takes several weeks)

be interesting, be clear, be relevant

Question 3

Elevator Pitch

Answer 3

Use when you’re wearing a name badge e.g., when you go to conferences, “so, what do you do?”

Start with a strong opening sentence.

Talk about the problem.

After the hook, talk about you: “My company, [NAME], is developing [SOMETHING (be specific)] to help [SOMEONE (clarify the buyer)] [SOLVE SOME PROBLEM (clarify the problem)] [WITH SECRET SAUCE (why different)].

SOMETHING = Value Proposition
SOMEONE = Customer Segment
SECRET SAUCE = Key Resource

Question 4

Parts of an elevator pitch

Answer 4

Who are you?
What do you do?
Who is your customer (and how do they struggle)?
What is unique about your efforts?
What do you want me to do?
What’s the hook?

The actual order should be:
1. What’s the hook? (10 seconds)
2. What do you do? Who is your customer? (20 seconds)
3. Who are you? What is unique about your efforts? (20 seconds)
- What do you want me to do? (10 seconds)

Hook?
We accelerate hiring in the restaurant industry.
We’ve created a real-time hiring platform that uses AI to match premier restaurants with experienced, high-quality, reliable service workers.

Question 5

Investor Pitch Principles

Answer 5

Few words
Big fonts
Less complexity
Lots of pictures

Question 6

Investor Pitch Slide Order