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GETTING TO
Bill Reichert � Managing Director � Garage Technology Ventures
Crafting a Compelling Summary
of Your Value Proposition
Youhave20seconds...
Orgohome.
TobeCOMPELLING!!
Human Anatomy 101
4
An effective communicator engages three body parts:
5
The head
6
The heart
7
The gut
8
Which is most important?
”CoolCo isadynamicstartupcompanythathasdevelopedarevolutionary
technologythatisgoingtodisruptour$56billionindustry.Ourteamhasover45yearsofcombinedexperience,andwehavethreepatentspending.Weproject
thatourcurve-jumping,paradigm-shiftingsolutionwillblahblahblah...“
“Weusea2048Diffie-Hellmankeyexchangeand256bittripleDEStoprovideimpenetrableencryptionforIoT devices.”
Huh??
YOU
IgnorethePitchCoachWisdom:
“Startwiththeproblem”“Tellastory”
“Showabigmarket”“Here’stheperfecttemplate”
[ThesewillnotgetyoutoWow!]
BECLEARWhatdoyoudo?
BECREDIBLECanwebelieveyou?
BECOMPELLINGHowmuchbetterareyou?Howareyoudifferent?
When do you need to Wow?
PitchingtoinvestorsTalkingtocustomersSchmoozingateventsPostingupdatesRecruitingemployeesLookingforstrategicpartnersSendingoutemailsOnyourwebsiteLeavingvoicemailsPressreleases,marketingmaterialsTeamtrainingALLTHETIME!
Model for crafting your WOW!
1DESCRIPTION
Whatdoyoudobetterthananyone?
Model for crafting your WOW!
2BENEFIT
Whatcompellingbenefitdoyouoffertowhom?
Model for crafting your WOW!
3DIFFERENTIATIONHowareyoudifferent?
Model for crafting your WOW!
1 2
3
DESCRIPTIONWhatdoyoudobetterthan
anyone?
G E T T I N G T O W O W
A LT E R N AT I V E A P P R O A C H E SALTERNATIVEAPPROACHES
T e l l a S T O R YP a i n t a P I C T U R E
Imagine if . . .
Dropareallybigname
E NGAG I N G P R E S E N TAT I ON S T H AT T E L L S TO R I E S W I T H OU TCOME SP OW E R P O I N T P R E Z I F I L M V I D E O T R A N S M E D I A
TheArtofStartupFinance
OnlinecourseatKauffmanFounders
School
Resources for Entrepreneurs
http://www.entrepreneurship.org/Founders-School/The-Art-of-Startup-Finance.aspx
TheArtoftheStart
OnlinecourseatSkillshare.com
Resources for Entrepreneurs
Forquestions,comments,orslides
@billreichert
R E S O U R C E S F O R E N T R E P R E N E U R S .
Garage website:http://www.garage.com
www. g a r a g e . c om
