I have been coaching people with the development of pitches for funding and sales for a while. I have thoroughly enjoyed the process of getting clients to walk through their story and how best to be able convince the audience as to why their presentation should hold sway. As a bit of disclosure I am currently going through the same process myself as I look to pitch for funding of one of my companies. Nothing like a dose of reality to bring some empathy to the service I bring to my clients.
The purpose of this post is to highlight a great technique I learnt a while back (not sure of the source) to aid people on sticking to their content when making a pitch. The analogy is to use your hand as guide for the key points you want to make.
1. MARKET – Thumb
Who is your key market?
How much research have you done on this market and how can you identify both how much people will pay for your service/product and who your competition is?
2. PROBLEM – Forefinger
What is the shortcoming in this market based on your research experience?
What have been the circumstances in which their has been a demand or perceived demand for your product or service?
3. SOLUTION – Middle finger (facing outwards so as not to cause offence)
What are your products and services?
Do you have a team and experience to be able to design, deliver and support this offering?
4. MODEL – Ring Finger
How do you marry (see what I did there?) the business model to your solution?
What are you streams of revenue and costs bases? How is growth and intellectual property going to be managed?
5. EXIT – Pinky Finger
What are the exit methods for investor? What are the ROI and other targets and the timeline to achieve them?
6. Q&A – Open Palm
Create an opportunity for questions to be answered as well as inviting opportunities to come on board.
Whilst rough and ready the rule of thumb (can’t help myself) is to prepare something that can be easily memorised. Whether pitching with the use of slides or generally just being able to explain your concept for business in a short time span using the hand as an anchor to remember your points is incredibly powerful. I can assure you I will be using it when pitching again myself.