1. Founder Institute – October 2013
Pitch Class by Sacha Vekeman
Get a NO and make it GO
2. PITCH CLASS
TWO TAKE AWAYS
1. Make your Pitch Binary
2. Make your Pitch Portable
sacha@vekeman.net
3. PITCH CLASS
TWO THINGS TO DO:
1. Binary = Be Effective
2. Portable = Be Authentic
sacha@vekeman.net
4. PITCH CLASS
TWO DEFINITIONS:
1. Pitch on: to succeed in choosing or achieving, usually quickly
“I was pitched on the ideal solution for our problem”
2. Pitch in: to set to work vigorously
“I was pitched in the idea to have someone lend him money”
sacha@vekeman.net
5. The Model – Pitching your Idea
THE
YOU GUY
sacha@vekeman.net
9. Why?
THE
YOU GUY
Nay
You need to get a real “No” at the end, not at the start;
“Nay” usually means Hmm… not sure, procrastinate
sacha@vekeman.net
10. Force feedback
THE
YOU GUY
Nay
“How much in for me?”
“I don’t understand this?”
“Who the hell is this guy?”
“What does he want from me?”
sacha@vekeman.net
11. Your odds:
Yes
THE
YOU GUY
0.1% chance
sacha@vekeman.net
12. So, here is my
Million Dollar
Advice:
sacha@vekeman.net
32. Package the Pitch: How?
Intellectual:
Easy to Understand
THE Motivational:
YOU GUY
Stimulate a Return
Emotional:
Empathy, Persuade
or Manipulate
sacha@vekeman.net
33. Package the Pitch: Make it Travel
Intellectual:
“Tell Stories”
THE
YOU GUY
Motivational:
“Do Demo’s”
Emotional:
“Make Heroes”
sacha@vekeman.net
34. Pitch Drill #1 – Pitch Binary
Yes >< NO
“I don’t understand it” Bad
sacha@vekeman.net
45. Pitch Drill #2 – Pitch Portability
Intellectual - Do I Understand it?
Simplified Calculated
(3 words) (numbers)
Documented
(thought-through)
Validated
(who else?) Demonstratable
(can I see something?)
Flexible
(proof-of-concept)
sacha@vekeman.net
46. Pitch Drill #2 – Pitch Portability
Intellectual - Do I Understand it?
Tell me something
Authentic
Make referral easy to do!
sacha@vekeman.net
47. Pitch Drill #2 – Pitch Portability
Motivational – What’s in it for me?
Incentive Punishment
(Lunch, travel) (Competitive)
Commission
(%)
Risk
Return
(Loss) Reputation
(First)
(Invest)
Relationship
(Something new to talk about)
Cash
(€)
sacha@vekeman.net
48. Pitch Drill #2 – Pitch Portability
Motivational – What’s in it for me?
Make me feel
Authentic
Reward Referral!
sacha@vekeman.net
49. Pitch Drill #2 – Pitch Portability
Emotional – Do I like this person?
Empahty Thrust
(recognizable)
(lies)
Mission
Motivation (more in life)
(drive)
Respect Relation
(friend, funny, fancy)
(two-way, also my time)
sacha@vekeman.net
50. Pitch Drill #2 – Pitch Portability
Emotional – Do I like this person?
Stay Authentic
Yes, I’ll help You!
sacha@vekeman.net