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Pitching is a Science…Closing is an A.R.T.F.O.R.M.
All Rights Reserved ©2016 Launch Haus LLC
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Guidelines to Amplify Your Results and Adoption into Arizona’s Startup Ecosystems 1. This ecosystem must be led by the Entrepreneurs, supported by Feeders, and amplified by Mentors 2. Promote Greater Phoenix as an AWESOME place to live, work, and innovate by building something
great! 3. Give Generously (of your time, energy, & network resources) Before you Expect to Get! 4. Enjoy the culture, lifestyle, and people! 5. No Whining…Act and Make a Positive Difference! 6. When you have a BIG EXIT…Give back to the Ecosystem! 7. Contribute Something to each interaction even when nothing immediate is in it for you! 8. Have an “Open Door” policy when entrepreneurs and investors enter the ecosystem. 9. Be in a constant state of “discovery”. Learn and Connect others to resources they need! 10. Promote your fellow ecosystems and the city nodes of Downtown Phoenix, Chandler, Tempe and
Scottsdale, and collaborate to assist smaller nodes such as Mesa and visit often, encouraging them to do likewise!
#YESPHX ETIQUETTE
You Don’ t Get Rich Doing Certain Things… You Get Rich Doing Things in a Certain Way.
~Wallace D Wattles ©1910 Science of Getting Rich
MONEY MOVES BY LAW
1st Law 1) The Need 2) Your Ability (much gathers more…) 3) Your Replace-ability (Investor Opportunity Cost and Comfort Zone)
LAW OF COMPENSATION
Source: Social Good Summit 2016
2nd Law 1) The Fund Size 2) The % Owned At Exit 3) Are you BIG enough to be their 1 deal that matters? Tip: Go as long as you can without raising $!!!!
Key Fact: Power Law states that 1 company in every VC portfolio will return the whole fund in profit (i.e. If the fund size is 200 million then their stake in your deal must be worth $200m in profit in potential for them to invest!) The BEST investment will return more than all other investments combined!!!!!
POWER LAW
Pitch Science
POWERFUL NARRATIVES Get the capital using S.I.M.P.L.E. M.A.T.H.
Short & Tangible Interesting Management Experience Problem & Pain Leverage & Scale Enthusiasm Market (Make one or Take one) Advantage (Team, I.P., Speed, Balls, etc) Tactics & the ability to execute under duress Humble
ART OF INFLUENCE Closing is a team sport
Understanding the Scales of
Influence
95% of people can gather interest
5% of people can take checks
Triangulate the third party with Trust/Respect
Master the A.R.T. F.O.R.M.
SCALES OF INFLUENCE Higher
Peer
Lower
THIRD PARTY POWER Expert
You Target
A.R.T.F.O.R.M.-RAPPORT
Approach Respect & Reciprocate Take Control by Giving it away Family (Where from, etc) Occupation (What they do, how they feel about it, what they like most/least Recreation (Hobbies, teams, fun) Motivation (What makes them ‘move’-What they want to gain or preserve)
MY ASK: #DAF2IT (“Drag A Friend To It”)
BUY A COPY FOR SOMEONE THIS HOLIDAY SEASON
THANK YOU!
@chrisjsnook [email protected]
QUESTIONS ALSO ON SLIDESHARE FOR LOCAL RESOURCES….
