Body language - by David Cristina

Millions of pitches,

pitches for free.

David Cristina

I’m here to help with your pitches. Hopefully.

david.cristina@portugalventures.pt

Twitter: @davidzcristina

Hi!

“

“There is no bigger drive than

knowing something that

everyone else does not”

- Me (just now)

First of all.0

89,526,124$That’s a lot of money

100%Total success!

185,244 usersAnd a lot of users

89,526,124Whoa! That’s a big number, aren’t you proud?

Your presentation

may still suck.

What we think we

know.But really don’t.

1

Common misconceptions about

pitching to investors:

◉There is only one right way to present.

◉It’s only about information.

◉Investors will decide based on your pitch.

◉It’s about convincing investors to fund you.

“

What is a pitch?

Pitches are Stories.They must engage you emotionally, have an arch

and goshdarnit they must have a point.

Pitches have a

shared structure.Which is pretty straightfoward. But people get it wrong.

2

Pitch Basic Structure:

◉Short Context.

◉Team (could be moved to ending).

◉Problem (hint at market).

◉Solution (Value Proposition).

Value Proposition:

Know it, understand it and convey

it. Have it be crystal clear in our

head. Presentations are great tools

to clarify this.

Pitch Basic Structure:

◉Short Context.

◉Team (could be moved to ending).

◉Problem (hint at market).

◉Solution (Value Proposition).

◉Tech/product (IP, know-how).

◉Market.

◉Go-to-Market Plan.

◉Development plan + Ask.

◉Financial Projections (for a good laugh).

Different pitches

for different folks.Tailor your pitch to your audience. Do it.

3

Know your audience:

◉Death by Powerpoint (good for graphs and

numbers).

◉Everything on slide will be read. Banana.

◉Test presentation without slides.

◉Know your audience. In real-time.

◉Three main presentation settings: Pitch,

Discussion and Social Setting

Tailor pitch to situation

Pitch

◉ Be clear and

concise.

◉ Stand up.

◉ Time constrained.

◉ Leave them

wanting to know

more.

Discussion

◉ Be clear and

concise.

◉ Sit down.

◉ Take your time.

◉ Make sure they

know everything.

Social settings

◉ Be clear and

concise.

◉ Not with your

mouth full.

◉ Keep it short.

◉ Never sell.

Always sell.

◉ Know who you

are talking to.

Prepare it well.If it was good, it was not improvised.

4

Preparation has method.

◉What do you want to get out of it?

◉Brainstorm.

◉Structure.

◉Make slides.

◉Write down key sentences.

◉Rehearse out loud.

Questions are half

the battle.Think on your feet.

5

Tips for a good discussion.

◉Do not be defensive. Be patient.

◉Disagree often. Only once per issue.

◉Listen. Take it in.

◉Only answer questions you understood.

◉When you don’t know, state it.

Easy tricks to

presenting expertly.There are no easy tricks to presenting expertly.

6

Pitching is a lot like doing

standup.

◉Sets, Bits, Jokes and Punchlines.

◉Never memorize all your presentation.

Always memorize some of it.

◉Know what you want to say at each

slide/moment.

◉Use pauses for intensity.

Primer on body

language.What the heck should I do with my hands?

7

If it feels unconfortable you are

doing it right:

◉Keep an open posture.

◉Arms are not to be crossed.

◉Look at specific spots.

◉Legs well balanced, walk with purpose.

◉Project voice, love the microphone.

How to stop being

nervous.It’s not about you. It’s about them.

8

Nervous? Good.That means you’re human. Everyone gets

nervous before a presentation.

Get out of your head:

◉Focus on the task, with purpose.

◉The presentation is external to you.

◉Do. Don’t think.

◉This is a conversation, not a presentation.

Mantra of Zen-ness:

Tell them your thing. You have to

believe in it. Which means it’s clear

in your mind. So you thought about

it. Which means you may know

something that no one else

knows. Fight to the death to get it

out there.

Any questions ?

Find me at:

david.cristina@portugalventures.pt

Twitter: @davidzcristina

Thanks!