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The 10 Slides You Need to Sell Your Vision

 

Bike #3

Delivering a compelling pitch is Step 0 in building your company. Whether you are pitching to a customer, an investor or a potential hire, you need to sell your vision with clarity, passion and conviction. Make sure you use images, statistics and humor to win over your audience.

Listed below are the 10 basic slides you must have when pitching to an investor:

OVERVIEW

Explain what you do. Your “Elevator Pitch” should be succinct and powerful. This is where you get their attention or lose it.

PROBLEM / OPPORTUNITY

Explain the problem you solve. Hopefully your product or service is a pain killer, not a vitamin. List statistics that support the opportunity.

SOLUTION

Explain how you are going to solve the problem in a unique way. How is your solution better? What is your unfair advantage?

TEAM

Describe why your team is qualified. What have they done in the past that makes them credible? Remember: investors invest in people, not companies. List your advisory board members here.

MARKET

How big is your addressable market? Don’t make the mistake of listing a widely published industry statistic as your addressable market. Conduct a bottom up analysis of your market. If you sell software to health clubs, list how many health clubs exist. List the dollar value that number represents.

COMPETITIVE LANDSCAPE

List your competitors. Explain why you are better. Never list that you do not have competition. If your product or service is a novel idea, you will want to list alternatives to your offering. If you are building the first personal commuter helicopter that fits in a garage, your competition would be cars and other commuter airplanes

REVENUE MODEL / FINANCE

Remember: investors are investing for a return. You need to convince them that you are going to make money and deliver a healthy return. Show your assumptions. Make sure they are well researched and believable. Again, a bottom up analysis will deliver a clear picture of your prospects and aid you in building your company.

PRESS / TESTIMONIALS

What are others saying about you? If you don’t have press, ask your customers and experts to provide quotes on how well they like your product or service.

CUSTOMERS

List paying customers and those that are in the pipeline. Show that you have identified future prospects and explain how you are taking steps to win their business.

STATUS

How much capital do you need? How will you use it? This is where a well-detailed financial model will help you be clear in your milestones. Don’t forget to add a small amount for reserves.

Showtime

Now that you have developed the content, you will need to get ready to present it. Treat your presentation as a performance and your audience as the guests.

A few tips on getting people to believe in your idea:

Connect: Research your audience and relate to their interests.

Research: Know your industry inside and out.

Be likable: Smile. Make eye contact.

Practice, practice, practice

You should know your story so well that you do not need to look at your slides. When raising capital, you never know when you will meet a prospective investor. Always be prepared to sell your vision.

This post originally appeared on Atelier Advisors. Lili Balfour is the founder and CEO of the SoMa-based financial advisory firm, Atelier Advisors, creator of Lean Finance for Startups and Finance Boot Camp for Entrepreneurs.  All AlleyWatch readers are automatically eligible for a 50% discount on either of the courses using the preceding links.

Image credit: CC by Thomas Rousing

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About the author: Lili Balfour

Lili Balfour is the founder and CEO of the SoMa-based financial advisory firm, Atelier Advisors, creator of Lean Finance for Startups and Finance Boot Camp for Entrepreneurs, author of Master the Finance Game, and host of the Finance for Entrepreneurs broadcast on Spreecast.

After spending fifteen years in investment management and investment banking, she decided to develop a firm to cater to the specific needs of early-stage companies. At Atelier Advisors, Lili advises leading brands across industries: from tech to consumer goods. In the past, she has advised over 100 brands, including:

Bag, Borrow, or Steal, Visual IQ, Alpha Theory, Derivix, Practice Fusion, Peeled Snacks, Sustainable Minds, Firescope, Chix 6, Duchess Marden, Erin Fetherston, Eckart Tolle, and Stuart Skorman (founder of Reel.com, Elephant Pharmacy, Hungry Minds, and Clerk Dogs (sold to Netflix)).

While advising companies at Atelier Advisors, she observed a common theme – -brilliant founders avoided finance. She began writing about entrepreneurial finance to solve this problem.

As a native of Silicon Valley and a first generation Mexican American, Lili understands the importance of imparting wisdom learned in Silicon Valley to the rest of the world. Her goal is to teach the entire planet about entrepreneurial finance.

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  • http://xeeMe.com/AxelS AxelS

    I’m not agreeing at all. It looks like a pitch from the 80′s or 90′s The disruptive startups from the past 20 years have changed the world – and with it come new pitch techniques. Who cares about press or “testimonials” make sure the web is full of feedback ;)

    1) Start with a market situation including competitors
    2) Explain how you disrupt it
    3) Share some early use cases, alpha users
    4) Show your position in the online world, ranks, engagement, feedback…
    5) Your team
    6) What is your go to market strategy
    7) How do you scale your business and share a few scenarios of possible monetization
    8) How much money you need and what for

    • scampcat

      I disagree with your suggested list changes. The original article is close to what investors look for. It has to flow, be brief, and hit the major questions. I would probably consolidate a couple of concepts together though. Press/Testimonials/Customers can be one slide. I’d probably include them under the concept “Traction.”

      The key with any slide deck though is to provide SUPPORTING visual information to the natural (guided) conversation you’re having about your company. The slide deck should NEVER be leading the conversation or dictating what the next topic is. It’s too abrupt. You should already be talking about the next slide’s information before they even see it. Know your pitch.

      We include in our slides a few discreet links that we can click to bounce around the deck to meet the potential changes in conversation. We’re comfortable enough with the pitch that we know what possible tangents will be, and we make it look like it was the natural next topic we were going to discuss. It makes you look well prepared, and the investor feels like they’re connected with the conversation. We also keep additional slides available (placed after the “end” slide) in case they want to see specific details we’re used to being asked. Only show those when the conversation dictates it.

      • http://www.atelieradvisors.com/ Lili Balfour

        Good points!

    • http://www.atelieradvisors.com/ Lili Balfour

      If you are getting good results with that approach, stick to it. My version is based on my own experience pitching. In other words, these are the 10 slides that investors want to see.

  • http://www.atelieradvisors.com/ Lili Balfour

    Thanks, Geert!

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