Don't Be A Little Pitch - The Ultimate Investor Strategy On How To Find And Close Angel Investors | Bryce North | Skillshare

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Don't Be A Little Pitch - The Ultimate Investor Strategy On How To Find And Close Angel Investors

teacher avatar Bryce North, Award-Winning Pitch & Investment Coach

Watch this class and thousands more

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

18 Lessons (53m)
    • 1. The Ultimate Investor Strategy Course Intro

      1:18
    • 2. Overview, Pitch Progression, & When To Use Each Pitch

      5:55
    • 3. How to Design A Deck Like An Agency (Without The Agency $$$)

      1:42
    • 4. Title & Hook

      3:05
    • 5. Problem & Oppotunity

      1:38
    • 6. Solution & Product Pitch

      3:40
    • 7. Business Model, Cost Analysis, & The Most Important Metrics

      5:32
    • 8. Underlying Magic, IP, & Competitive Advantage

      2:12
    • 9. Validation, Testimonials, & Traction

      3:34
    • 10. Market Size (TAM, SAM, & SOM)

      2:14
    • 11. Go-To-Market Strategy (Sales & Marketing)

      5:11
    • 12. Competition & Confidence

      2:59
    • 13. Talent, Advisors, & Team

      3:19
    • 14. Operational Time (Extremely Important)

      1:29
    • 15. Preferred Revenue Projections

      2:55
    • 16. Ace Your Ask

      3:04
    • 17. How To Close

      1:10
    • 18. Final Thoughts

      1:58
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About This Class

*Please note: This course has been vetted by real investors, successful entrepreneurs, and its content is used by various accelerators around the globe

Updates (2021): 

  • Access to lists of investors [industry, type, fund size] and their contact information
  • Ready-made deck templates
  • New videos on how to cold out-reach investors

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This class exists because raising capital for your startup is hard, but not impossible to do. What makes this course stand out is how it was put together, not just why.

With over 2 years of interviews with top investors on what works and why it works, and with startups who were extremely successful in raising their rounds and the secrets that got them there, we were able to put together a course right from the words of the mouths that have experienced what has worked and made them successful.

This course doesn't offer a personal opinion or reiterate what you can easily find online. It gets right to the point on how to put together the right strategy, materials, outreach, and tactics on how to raise the money you need for your startup. And does from interviews from the very best, compacted into straight to the point lessons that get you the answers you need to be just as successful.

In this class, Bryce North (an award-winning entrepreneur) provides access to the most powerful principles he's learned to help you break the ice on how to find, attract, pitch, and close the right investors you need for your business. Every single startup is unique, but the principles, tricks, and tactics in this course will position your startup as one that attracts investors instead of chasing them.

Through exclusive video lessons and tactical exercises, we'll cover:

  • The Types Of Pitches: What they are, how to build them, and exactly when you need to use them.
  • How To Design Like An Agency (comes with ready-made templates): How to build your pitch deck, executive summary, and investor docs without the cost of an agency. You should aim for, "This is the best looking deck I have seen".
  • The Art of Pitching: How to avoid looking like a beginner and pitch exactly what an investor wants to hear, with the right numbers, storyline, and strategy. 
  • How to Cold Out-Reach Investors: Proven tactics on how to get a response from cold emailing investors.
  • The Top Investor Questions: Easily be prepared for the Question and Answer period by knowing ahead what investors will be asking you.
  • Bonus - How To Access Our Database of Investors: Pitching is one thing, but finding investors is hard. We made it as easy as possible by giving you access to our database of over 9000 investors!

By the end, you'll have:

  • An award-winning investor pitch deck
  • An investment strategy that closes
  • A list of investors to reach out to
  • Detailed examples and instructions on how to reach them
  • Predesigned decks and investor documents to skip the agency (Keynote, Powerpoint, & Google Slides)
  • Deep knowledge of your business and the questions investors ask so you are prepared for any curveball question thrown your way

Meet Your Teacher

Teacher Profile Image

Bryce North

Award-Winning Pitch & Investment Coach

Teacher

Hello Everyone,

I'm Bryce North!

I'm a serial entrepreneur with years of experience building, scaling, and running startups. I have built a reputable track record for my successes and have won many awards for my achievements in entrepreneurship. My focus on startup growth, investor pitching, and startup strategy have granted me numerous advisory roles and speaking opportunities all around the world.

From being featured on Canada’s Dragons’ Den to building e-commerce brands and tech companies that have scaled and sold in over 40 countries, I am sought after to share my experience and to work closely with leading startups around the world.

I believe that ANYONE can learn to properly pitch i... See full profile

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Transcripts

1. The Ultimate Investor Strategy Course Intro: Hey everyone, my name is Bryce north. I'm going to teach you how to not be a little pitch. This pitch deck Mastery course is gonna help you put together an award-winning investor presentation that is geared t to turn heads. Not only are you going to build asleep and stylish presentation pitch, but one that tells your vision and your story and helps you erase that investment round. But more importantly, it's going to help you think like an investor, how to get into the minds and how to put together that perfect pitch that covers everything and investors looking for. Now, why am I doing this? And that's a valid question. Over a decade of entrepreneurship from building and running companies, pitching investors, and helping other companies along with myself raise millions of dollars. I see the difference between those that raise money and there was a fail because of their lackluster dx. Along with this course, I've included a workbook for each section. This is going to help me deep dive and gather a bit more information for each part of the deck, but also help you answer any curve balls that an investor will throw your way. So buckle up everyone because I'm going to teach you how to think like an investor and put together an award-winning investment ready pitch deck. It's time to not be a little pitch. 2. Overview, Pitch Progression, & When To Use Each Pitch: Now before we begin, we need to understand the purpose of a pitch deck and work fits into the investment relationship. There are two types of pitch decks. One that you send an email and a second that you pitch in front of an audience or an audience of investors. Email decks are a lot more data intensive. They have a lot more text. And investors usually read them on their mobile phones. So make sure you send them in PDF and they must really clearly articulate your story. Now a presentation decks are a lot more visual and have a lot less text. They focus on you as you're the center of attention. So use your pitch deck as an aid, as a tool that helps you present. Remember that here to watch you and not just look at the slides. So don't be reading off your slides the whole time. One thing to keep in mind is that there really is no right number of slots. You'll hear a lot of people arguing a humming slide, your pitch deck should be trying not to go over 30. Now when you're pitching your deck, you need to understand your audience. So keep it simple and generic. Nothing's worse than going into some heavy tech specs and not having anyone understand. Our rule of thumb is pitch it like you're pitching tours, six-year-old, simple, high-level and full of visuals. One of the most important things that you're going to learn from this course is that traction is absolutely everything. And investments in next step after having done something interesting on your own. So investors are not here to let you start any idea or put together any team. You gotta stop chasing investors and start gaining traction that attracts them. So one last thing, no one's going to steal your idea. So stop being scared of telling everyone, then stop shooting yourself in the foot. Guilt their page, everyone until everyone you know, there's opens up so many doors and you never know where this could legion. So there are two big questions that we need to ask ourselves when we're putting together a presentation. What problem are you solving and what solution do you offer? Before we dive a bit more into what this means is stupid of a reality check. When we get up there, we usually pitch our problem, our solution, our business model, our competition team, et cetera, et cetera. But the investor hears something completely different. That usually hear, is there money to be made? Are these the right people to run this company? And how much money can we make? So the way we want to think about our presentations and our pitch, an investor will only invest if the team is right, plus a total market size is big enough to grow in. So it's up to you to put together your deck in your pitch to show that you have the right team that can execute on this opportunity. And also that the market is big enough for all these investors to make money. Another thing you're gonna be hearing from me a lot is that investors invest in businesses, not ideas. And again, this plays on the traction side. We are building a business, so we wanna explain our business. We don't want to just talk about our ideas the whole time. So before we really get into your deck, or really want to show you that pitch progression because this is quite important. I want to show you what the JAR, and really how to use them. And there are a few types of pitches. There's a verbal pitch, the high concept pitch, which we will go over in a bit. But this summarizes your company in one line. From there, there's the elevator pitch, which were quite familiar with. Usually a 60-second pitched allows us explain your business and that much time. And then that pitch deck itself, we went over this already. There's the presentation deck and then there's the email deck. This is how the verbal pitch and the deck compare side-by-side. The high concept and elevators a lot shorter. It's really to summarize into gather interests, uses every gain is very high level and clear. Now the deck on the other hand, the presentation and the email is a little bit longer. We want to excite, we want to inform, and it's a lot more structure and data intensive. So how do all of these work together? Well, this is how your pitch progression works. Your high concept pitch gets people excited and gets their attention. We summarize a business in one line. And if that is successful, people say, I want to hear more, so we give them an elevator pitch. And then usually a deck after that sells investors on taking a meeting in either we have an in-person meeting or formal presentation. And hopefully that meaning will lead to a funding decision. Now this is what your formal pitch deck looks like all the way from your title to your close. These are the key sections that must be included in your pitch deck. And this is put in a format that's proven to work and proven to be successful. Now from time to time, investors will ask you for different variations of your pitch deck. They may ask for something shorter. This is usually in either a five slide deck or ten slide deck format. For your five slide deck, all you really need is your problem solution market size, management team in your business model, which we want to combine a financial projections or ask in use of funds, are ten slide deck as a lot more. Again, our title, our problem solution or product, all the way to close. We take out a lot of information like our operational timeline or underlying magic and all the fluff pieces that further explain. Again, these decks are supposed to be short, supposed to be read quickly, and are meant so investors can ask you more questions. So when you are making your deck, you need to know what your goals are. Do you have a call to action? Are you raising money, looking for advice, therefore, sales help marketing advisor as board members. You need to be very specific and make sure that you're ask aligns with this. So that it gets started with the very first step, the very first part of this process, selecting your design. 3. How to Design A Deck Like An Agency (Without The Agency $$$): A great looking pitch deck will get you noticed. And while many people are right when they say that a good looking deck won't lead to a funding decision, I can promise you that you'll stand out. I have first-hand seen so many ugly decks. And if you're an investor who reads a 100 of these a week, this is going to be such a relief to have something that looks a little aesthetically pleasing. Plus it adds a little flair to your deck and makes you look that much more professional. All the available online assets and freelancers these days, there's no reason why you can't have a good-looking pitch deck. So before you go hiring a fancy firm and spending all that money, I'm going to show you a site that actually has saved me tons of money when it comes down to any design assets, anything from business cards, so website templates to logos and even pitch deck templates and designs. This site has it and it's called an Vasco. Under the umbrella, you have sites like Graphic, River, theme, forest, Audio, Jungle in a lot more. You can get Templates, photos, music, all royalty-free here. The one I want you to work with though is called Graphic River. Go there and type in pitch deck. You will see many different variations of decks and designs to choose from. Start browsing, find design that you like. And the good thing is that most come with sections already designed to match the different sections of this course already. Now just to start you off, I've also included a free template that I've gotten from this site and bolt PowerPoint or Keynote, and you can pick whatever one of your choosing. So once you found your perfect design, meet me back here and we will start putting together this deck, starting with the title slide. 4. Title & Hook: Don't underestimate your title slide. It acts as the billboard every company when you start your pitch, before anyone sees inside or here's what you do. They're going to try to get to the name of your company and the imagery that you have. So we're going to give them just a bit to stay curious. Here we want a nice big photo of your product or service, followed by few other points, we want to include the logo, the name of your company. And the purpose is this an investor presentation or marketing presentation? So we wanna make sure we put in the name of the presenter and their title, the CEO, the COO, et cetera, whoever's presenting here, and don't due dates. I've seen this air a few times. And the big reason for this is because we don't want to show investors how long we've been raising money for it. If you send them a deck in the beginning and a couple months later, they asked for an updated one and nothing much has changed. There can be able to tell that you are still raising that funds over that period of time. So don't put dates on their decks look the same. The next slide is your high concept pitch, your one-liner or quick concept of what you do. The high concept pitch summarizes the company's business and just a single sentence. You can view it as the we are X for Y pitch, or used to be known as though a 140 characters or less Twitter pitch. This is the perfect tool or fans and investors are really spread the word. It's simple and it's very quick. Some examples are Facebook for dogs, dogs str, or the Airbnb for RVs, RV share, or even the Uber for home cleaning, home joy. But we have to be careful with analogies. We don't wanna go overboard. We don't want to say Facebook meets Airbnb meets Expedia, for example. One thing you should be using in your presentation is The Rule of Threes. Now the rule of threes and speaking and music states that concepts or ideas presented in threes are inherently more interesting, more enjoyable, and more memorable. Some examples are better, faster, stronger, stop, drop and roll the good, the bad, the ugly. Steve Jobs from Apple does this all the time when he's introducing new products, you always introduces them in threes and we describes them. He describes them in threes, are better, faster, stronger. I want you to use this in your deck when you're going through this sections and describing points, try to have at least a minimum of three for each. We should try to start off our presentation with a mission statement because it will show that the industry in the market that we are trying to solve a problem. And now your mission statement should stay what your businesses, your product or service, what the pain in the market is and what your vision is or your ultimate solution for your customers or your users. Now here's a quick example from a company called price or Otzi. Their mission statement is very high level and to the point, price or Otzi is on a mission to help families, communities, and frequent shoppers save money on the purchases they make. And their high concept pitch is very simple to, we're the concierge for Deal Shoppers. Next we're going to focus on part of the deck that opens up and lays out your whole story. The problem slide. 5. Problem & Oppotunity: The number one cause of Startup Failure is the lack of a real need in the market. Your problem slide. She clearly articulate with a problem in the market is, and then back it up with numbers and proof. Finding a problem is easy and finding a value to that's even easier. However, validating a problem and finding paying customers takes a long time. And building a product that fits into the market takes even longer. Especially since we have multiple pivot points from the original idea. Before we begin, we need to deep dive into our problem and see how it really affects our customers. We want to avoid creating a solution to a problem that doesn't actually exist. So to create this slide, we need to state with a general market focuses, we really need to lay out the landscape of that problem before we jump into the solution. You want the name of the problem and then we want the size it. So when you name it, are you in the retail industry, energy industry, health care business, and how big is it? How many number of people or businesses are affected by this problem? Or how much money or how much pain in dollars does this industry generate every year from this issue? And we also want to include how fast the market is growing each year. Emotion is key here. We want your audience to believe that there's a problem in the marketplace. And then we want to back it up with numbers, price or odds. He does a really good job here of keeping it simple. The implement the Rule of Threes. Remember how everything is simple and easy to understand and just rules of threes. When he create your slide, clearly show that pain. Show examples and tell a story. Don't just say it, explain it. 6. Solution & Product Pitch: Many people confuse the solution slide as a place of fully explain their product or service. Remember this is a pitch to investors, not a pitched to customers, so should not be product or technical heavy. We want to keep it high level and to the point the goals or talk with core areas of your solution, and then save the rest for Q and a. If the investors do have any questions about it. Plus, we do get into the technical aspects of your product a little bit later on. Too many times have I seen individuals with a 20-minute presentation take up the whole time talking about their product. To put this in perspective for you, from the very beginning of your intro to your problem, your solution, your business model, and how it works. And actually be about three to four minutes of that 20-minute presentation. The rest you're talking about how you're growing your business, how you're stealing that your team, your competitors and so forth. Remember high level, this is not a product pitch. This is a pitch of your business. So when we're moving into a solution slot, we went to redress the problem quickly and they do a nice transition. And the best way of doing that is that when you finish your problem slide, you can say this. Our company solves that problem by doing X and we do it by doing Y. So this is a nice introduction to your technology where you can start explaining a little bit more. Now again, I get asked a lot of questions, but how long this slide section should be. And ideally, if you can fit into one slide, police do that, but that would be so much better. But if you need to take up, up the three slides, then you can definitely do that to keep in mind, you want to get your points across and you really want to sell the vision of what your solution can do. And so if you need more than one slide and take that, but try to keep it to one. Now, the best way to demo your product is only through screenshots. Do not use video. And this is why your investors come to see you and hear you pitch. If they want to watch a video, they can do that at home. They can do it on their phone at any single time. They came here to watch you talk about your company. So don't waste their time explaining on a video. Also at the same time, I cannot tell you the number of times I've seen videos fail. And in this entrepreneurial industry, we call this the curse of the demo. Whenever someone tries to actually play their video, it just doesn't work and it's super embarrassing seeing the entrepreneurs struggle. So we wanna get rid of all that. And we want to eliminate demo that needs an internet connection. Again, I've seen the same thing and seeing this fail, keep it to only screenshots. And anything that's a static image is the best way to explain and show how your product works. So what do you do if you don't have a full demo? What do you do if your product is not ready yet and you're still trying to pitch US investors, at least for some advice or maybe some early investment. The best way around this is to talk about a future customer or future business that would use your product and start painting that picture, how it would look and how it would work. Now, let's take a quick look at a solution slide down by price or Otzi here. So you can kind of get the idea of the simplicity of this. As you can see in price or Otzi solution slide. They cover a lot here, but it's done in a really nice fashion. A few screenshots of their application on the phones here, they show how you can save money, it's easy to use. And then they drive it home with more stats. 5 trillion spent on retail sales, 350 million spent on online mobile sales. They talk about the importance in a talk what the accuracy is slide has a lot of information, but it's compiled in such a nice way that aesthetically looks nice and actually gets all the information across in a really clean way. I really like that. Slide. Our next that we're going to talk about how your company makes money, along with a few metrics that you need to include with it. I'll see you there. 7. Business Model, Cost Analysis, & The Most Important Metrics: Business Model is such an important slide, but usually done wrong. It's broken up in two different models. Your revenue model, in your expense model. Now the revenue model obviously shows us how we're making money. But these are some of the things you also need to include. Is your product or service, a flat feet, do charges description. Make sure you state this year and each explain why you are charging this rate. And this is a great Q&A question from investors and they always ask, how'd you come up with that number? Why you charging so much of so little? Most of us don't have a good reason for this, so we need to be prepared for this type of question. I see this all the time. A lot of great answers out there for this particular question. Really compare the pricing to the marketplace and compare the pricing to other competitors. They say something like when we take a look at the marketplace, our competition charges this. Or people usually pay this price. We want to stay competitive or we're a premium product. Find out what works for you and what your answers, but have that question ready in case any investors ask. Now, make sure to also mention if you have more than one revenue stream and show that in your deck here. But don't show too many. I know many companies out there and maybe even yours. They have multiple revenue streams. But what we wanna do is just show that 80% of the ones that make the most money, put that in your deck. The rest you can talk about and thrown your appendices for later on, showing that, hey, we're doing this now, but we're also a future plan to make money and we're offering these different products. Now, investors, they loved to see subscription models. Anything has month over month recurring revenue. Now if you don't have a subscription model, don't panic. What we wanna do is we want to show how we can increase the LTV, the lifetime value of our customer. And this can be done through up sales for additional products that we're selling and so forth. Apple does a great job of this. Every year they come up with a new phone, different supplementary products that they can sell with that in different accessories. So we want to find a way to increasing our overall lifetime value of that customer to different upsells and different products. Now for the expense model, you need to show your margins. How much does it cost to build your product or service makes you state this. What is the cost per unit of service? Giving a key expenses or any time efforts really degenerate this revenue. What are the maintenance costs and keep this customer and include metrics that you can truly backup and never lie. If he don't know the answer, don't make it up to say we don't know and we're still exploring the market and figuring it out. Another really important metric you want to include is your churn rate. What percentage of users over time stop using your service or product. You also want to include your CAC, your CAC, your cost of acquiring a customer, or your cost to maintain a customer. That's really ties in with the marketing channel and how you can go out and reach your customers, which we will be talking about later on. But here what we want to do with just talk what the cost of getting this customer. This is really important. And next one is your ARPU. You ARPU or your average revenue per customer. If someone's coming to your e-commerce site and you have multiple products, what's the average value order that that person pays for when they come to that site. And then you expect your conversion rates if you're again in e-commerce, which nicely ties into your ARPU, or how long it takes for you to close a business contract, or how long it takes for you to close a customer. Are these are really important metrics to show investors and how you're acquiring customers are businesses. Now, I want to go back to your cost of acquiring a customer in your lifetime value because these are two really important numbers. Your CAC and your LTV are the two most important numbers need to focus on. If your CAC is lower than your LTV, that means your business is profitable and that's what we want. But that lifetime value that should be at least three times larger than your CAC. If it's not, then competitors can come in. They can squeeze your margins by lowering their price and therefore pushing out of the market. When you start your company in your early stage, your LTV should be at least seven to nine times your CAC. Over time. This will go down the three times when you start to mature and you start to lower your price to stay competitive with the rest of the market. But what you wanna do is have a proven formula. We call it the ultimate formula where you can say, I'm going to put in $105 thousand if you can prove that or find the ways to build your business off of that. That's a metric that investors love to see. Now let's take a quick look at an example from price or Otzi and see what their business model looks like. Now what we have to do here is take out some sensitive information from this company, but the Leo, it's still the same. And the left-hand side, we have the cost for them to create this product. We had for more information on what it costs for them to acquire customer their lifetime value and the cost to keep customers as well. On the right-hand side where they have as revenue, revenue from subscription models, revenue from onetime fees, and they show them both here. And they've also labeled a current focus in a future focus within this slide, which really plays nicely into what they're doing in the future. This hasn't all, it's very simplistic, has a lot of visuals and it's just a high level in your deck suggests be simple and easy to understand. Now to help you out, this section also comes with a workbook. This is the Lean Canvas Model and it's gonna help me think a little bit deeper and a little bit further and how to answer some of the questions of your business model. You're not going to include all this information from the Lean Canvas Model, but it's going to answer some really important questions and questions that investors do ask. So how this filled out and be prepared for any curve balls? Next up we have our underlined magic slide or secret sauce slide. This is going to show us how you are unique. 8. Underlying Magic, IP, & Competitive Advantage: Everyone, welcome back, and we're gonna talk about the underlying magic slide. Now this slide adds a bit more excitement to your pitch. In the beginning we talked about your problem, your solution, your business model and so forth. And in my experience, I've noticed that the interest of investors start to dip at this point. So we wanna rise it up and bring some excitements and talk with the things that make you unique. This slide is meant for more detailed explanation. Plus you get to state what gives you that competitive advantage. Let's take a look at an example deck from price or rod C to really see how this underlying magic slide is constructed. Try to Rossi jumps right into the benefits of the apple didn't really liked because it sets us up for the competitor analysis slide. During the competitive slide, we're gonna be using some points that's already included in this benefit list here. And we're gonna use that to compare against the competition for right now it's a great thing whether it's listening on a mount. Another great thing about this slide is the metrics at the bottom which continue to drive home the value short improve wherever you can, add credibility and merit to your company. I recommend keeping this slide to one slide, but if you need more than one, that's fine. This company did that in too, and they needed that to explain the benefits properly as well as having some screenshots and how it works. So as you can see here, they listed out some that top points on the left-hand side. And on the right hand side is more screenshots. So how these work, very simple, very sleek. And just to the point, again, you need to do that throughout your slides here. This is a great slide for an email deck. But if you are presenting I, which just just having the screenshots and explain how works without the text. The goals that aim for less texts and have more diagrams, examples, flowchart or schematics here. If you have any IP, you definitely want to include it here. If you have something you competitors don't have included here, this could be your agility of fast. You can innovate if you have a great team and this is a competitive advantage or great advisory team, put this here as well to, we can bump up that team slide a little bit early if this is a big, big point for you guys. Now the next section we're gonna talk about is the most important slide in your deck, the validation slide. 9. Validation, Testimonials, & Traction : Everyone, welcome back. And as I previously stated, this is one of the most important slides in your pitch deck. And investor will only invest in your business if you've gone up there and done the legwork, they want to see that you prove there's a product market fit that you prove there's customers. But more importantly, is that you've found customers who are willing to pay. The best forms of validation are obviously sales. But you also can include user growth, letters of intent, purchase orders, conversion rates, costs of acquiring customers lifetime values, or even app downloads. But also you really wanna make sure that you include if you've raised around or not and if it's closing soon, are you Revenue positive? Do you have any awards? Have Egon accepted by any accelerators? Are there any key milestones or articles which you are featured in? You wanna make sure that you include all of this. Remember, investors are not here to like you start any idea. We want to stop chasing them and we want to get traction that tracks them. So we want to prove our business model. And with that, we want to find a metric that we can attach to that. Now this metric, it should show that your business is improving at least by 10% month over month consistently, make sure your boldly realistic with your milestones. So you're not always failing and hitting them. As a founder, you should always under promise and over-deliver this. Take a look at another example slide here. A great way to show traction is by displaying the logos of companies that are doing business with you. Also, you can have a testimonial which adds even more credibility and social proof from your actual customers. This is huge. This slide is a really great job. Now I know this company in particular has a lot more traction points. But just like thumb, you need to pick and choose. Take the ones that are most impressive and least most recent within your company here, during your pitch, you should always state that you have more. We don't want to put it on the slides because we want to keep it simple. We don't want to clutter it. But again, this is a great appendices slide, or just state them while you're making your pitch in front of these investors. Something you should know is that inside every venture capital fund or angel fund, these investors ranked company in order of their performance and their traction, they're gonna take the best-performing, and that comes with the best traction and they're gonna invest in them first. But know what you're asking yourself. What if i'm so early stage that I don't want the traction yet. And aren't these angel investors are supposed to be taking risks wildly investing in later stage companies. I can tell you right now that angels and VCs do not invest in just products. They invest in businesses. So you really need to obsess over your traction and go there and starting to get it. Remember your startup as more than an idea. But the thing to take home here as well is that you need to be honest if you don't have the traction, don't lie about it. See that we are working to gain the traction or to better position or accompany. The best thing you can do is start building these relationships with the investors. From day one when you have this idea, go out there and start pitching. Yeah, you probably are not ready for investment yet. But the idea is that you want to get on the radar. You wanna ask them if you can update them every month or every quarter on your performance. Majority of the time they're gonna say yes, which you are eventually going to find is an investor who will invest in you. Every investor has a different risk tolerance. So if you're constantly updating them, you're eventually going to find one that matches your traction point and their risk tolerance, Just keep everyone updated. Next, we're gonna talk what the market slide, which is very important in joint, how big your opportunity is. 10. Market Size (TAM, SAM, & SOM): How big is your market? The market slide paints that picture of how big your opportunity is too small and your investor will think there's not enough money to be made to bake without a clear strategy and growth plan, your professors are gonna think that you don't have the right team to execute and make us happen. Be careful not to state the whole size of an industry if you're only part of it. Many entrepreneurs make this mistake. They go and say that the market is a billion or a $1 trillion market when in fact they're only have a segment of that. An example is the fashion industry. We can see the fashion industry is a $1 billion market, but I'm selling just t-shirts. Well, t-shirts are just part of that. You've gotta find out what the market size is for that particular niche. To properly show the opportunity, we need to start with our TAM, total addressable market. This is the global total potential revenue that your company can make. Think of it as a perfect scenario if he ended up getting every customer out there. Next up, you wanna talk about your Sam, your serviceable addressable market. This is the marker that you start with and then you saturate before you start moving to other parts of the world. So here's a quick overview of what you should include in your slides. Besides from your TAM and your Sam, you want to explain how big the market is in a dollar value. How many people are there? Who's your target market? What is our geographic or demographics? Do they have any interests, any hobbies? Where can you find them? Are the Online so you only are reaching your customers by e-commerce or the offline in brick and mortar retails or other businesses you're reaching that way. Make sure you're very specific on where your customers live. So what we're gonna do is take a look at another example slide from price or Otzi right away. What I loved that they do is that they have a big map which shows exactly where they're starting, where the serviceable, addressable market is. Here you can see the briefly touched on the whole size of the market and then narrow down there. They're just starting and focusing on Canada and the US. That is the point again of their serviceable, addressable market, showing where they're gonna start, but painting that picture, but how big the market really is. Again, providing stats and figures is extremely important here to add as much value as you can. So add those ones that are relevant to your industry. I'll see you guys in the next section where we talk about our go-to-market strategy. 11. Go-To-Market Strategy (Sales & Marketing) : We outlined how big a market is and why we're unique. But now it's time to show how we're going to go out there and actually get our customers and make our first or next sale. Now this has to be one of the next most important slides in the deck. And most entrepreneurs don't go into enough detail, but how they're gonna go out there and actually get their customers. When we were building the slide, we want to take into consideration three core components. What funnels are using to get your customers, Is it online or offline? We talked a bit about this before. Are the e-commerce or you're going to find them digitally online, or are the offline, or you could have to go to trade shows. Is it retail shops are going up the call and meet customer somewhere. And then you want to talk about your channels. How are you going to reach or market to your customers? Again, if they're online, we're going to use as a case scenario, then we're gonna reach them through e-commerce. If they're offline, we're gonna reach in through trade shows, like I just explained before. And then when you talk about a strategy, how are you gonna convert though? How are you going to acquire or closer clients? If it's online is an email marketing, paid advertising content, if it's offline, is it direct sales? When we're at these trade shows, you need to explain fully your strategy for each one of these three core areas. Again, this should be high level, but you want to have at least three points under each one of these strategies. Explain them a little bit more. If you have an e-commerce strategy, just listening that you do is not enough. You need to go into details. So let's go into a few examples to kind of give you a bit of an idea what we're talking about if we're doing online sales, these are some of the strategies that you can use. We can go paid acquisition, content marketing, social media marketing, PR influencers, email marketing. We want to explain that this is the avenue or we're going to be taken and this is the strategy we're going to be using to obtain and acquire customers. If you're selling to B2B, then you would have trade shows, sales rep, direct sales, cold calls, sponsorships. You potentially could do traditional advertising or even at a strategic partnerships. Please spend some time here. The strategy is extremely important. And as I stressed before, not enough entrepreneurs put in at time to talk about how they're going to get their customers and where to find their customers. If you need to make this more than one slide and please do that. There's no limit for this section. Here is another example from price or Otzi. Now again, we took out some information, but the layout is still there. They've three core components and how they're reaching or businesses. They're doing channel partners. These are the partners that are going to leverage and to get more customers. Now, keep this in mind. The next slide's also going to talk about channel partners, but it was so important to them they had a thought in this slide as well to we'll touch on that in just a moment. Cold calling or marketing. They're going to call up different businesses, different banks, different financial institutions in order to close them on these deals. They're also going to do B2B marketing on places like LinkedIn. So they talk a little bit more about the strategies in a few sentences below. And then speaking in attending tradeshows is another example for them here. Their goal is to be a thought leader in this industry. So they will be attending trade shows and other seminars to share their wealth of knowledge as well as trade shows, a set of Booth the demo companies are passing through. Keep in mind if you're setting a deck and an email, you want to have a bit more text visuals only through presentation. And then you have to do the job of explaining what's going on. The next slide should be mostly visuals. No matter if it's an email deck or a presentation deck, we want to talk about who are channel or distribution partners are with a few bullet points under explaining the reasoning are why they're important. So as you can see here, the goal is to find a business that gives you a unique strategic relationship or partnership. Who can you get for potential leverage that allows you to scale or grow fast economically? Now this slide is important because it shows us how quickly you're able to grow in the market. And this isn't just for the investor sig, This is also for your sake. Instead of going to every single door in talking to every single customer, who can we leverage enraged as access to radiate thousands or millions of customers? We can just make that one call our life and our businesses are going to be that much easier. So some examples of distribution or channel partners would be getting your product into retail stores, third-party online marketplaces that can sell your product for you. Corporations who can bolt on the service to their existing product to add value, or any company you can leverage to help rapidly grow your customer base. I'm gonna say this in every single section of this course, keep it simple and keep it high level. Then we show you an example of price or OSI and how they do this. So again, confidentially reasons we took out the logos, but this has a nice layout. What they had hears that they had it broken up into partners in the industry that help them grow. And then their channel partners that they can leverage or access to a lot more customers, only half here or logos. So make sure somewhere on this slide, there are some bullet points explaining why they're important to you. Next up, we're going to be talking about our competitors in showing how you can prove that you're ten times better. 12. Competition & Confidence: It's important to show the investor that you understand them market landscape, how it exists today and how you fit in. We never want to say that the competition sucks. We want to see that we're better. Sane. They suck, says that the solution sucks. So inherently it says that we suck. Instead we wanna acknowledge them, show what they've done right, and then prove that were ten times better. And never say you don't have competition because everyone has competition. That's the number one red flag that investors look for, MVC that the presentation is over. The reason why it's bad to say you don't have competition is because your competitors who have already paved the way in your marketplace, improved that the solution works. Seeing that you don't have competition scares investors because the market has not been proven in the product has not been proven. Also, don't go out there and say that your vantage as a first mover advantage, because that's also scary. If you're the first one to do this, that means your competition. You can sneak up behind you and then learn from your steaks, Lord, their pricing and to squeeze you are the market. So it's best to avoid that altogether. So there's two types of competition, direct competitors and indirect competitors. Direct competition is more obvious and they have a very similar offering to you. Indirect competitors though, are those that offer supplements to your offering. They may not offer the same service, but they can pull customers away as it's another option for them to choose. So for example, if you're dominoes, a direct competitor for you would be Pizza Hut. Mcdonalds would be an indirect competitor. Now the best way, I believe to show your competition is in a competitor matrix. You compare features and benefits and other points side-by-side. The goal here is to show what your competitors are good at because they'll have some checkmarks, but as well as how you're better, because you'll fill all the boxes of checkmarks. As you can see from the example of price or Azi, we took some of these points from the underlying magic slide and then compare them with the competitors, the goals and make sure you have more checkmarks across all points while the competitors only have a few. Now, it's not a good idea to put it into competitor if they do not have any check marks at all. This is a place to show that you've improvements over your competitors, not just squash and to say they don't have anything at all. Remember, that scares investors. If you're a first mover, the competitor matrix should not just be features, it should be anything that makes you better. This can be strategic or key relationships. Patents, are there barriers in the market? Do you have a really great team that gives you that advantage? Put them in there and show your checkmarks beside it. Now the reason why this is so high level is that we want the bacon hook investors for the Q and a period. We want to show them just enough so they can fill up that question period after the presentation. Now one thing to note, if your competitors had been acquired, if they've raised rounds or they have some substantial milestone, put that in the deck, we want to show that as pathway is proven for success. 13. Talent, Advisors, & Team: A team slide plays an important role in your investor deck. Remember an investor looks for two things. Is the market big enough to grow in? And Do you have the right team to execute and make it happen? We really want to highlight her team's accomplishments here. If your team is not that strong yet, see you're still learning and building your team to fill in those missing skill sets. When you put this into your deck, only focus on the core team. So this is either the founders or the chiefs, anyone that's really running the company. And make sure you add photos. As with everything else, I love imagery, it looks great. So make your faces pop because you are the ones that are making his magic happen. So what do we put under each of our team members here? Well, there are a few key points we need to include any relevant work experience in the industry. Do you have any prior successes? So this can be acquisitions. Have you ever ramped up revenue quickly? Germany, great failures. Investors love to have someone who's already gone through his pain points, so they're not learning on their dollar. Also, make sure you put their leadership experience. Have you, or as anyone else ever been a CEO, COO, do your experience being a leader or running a team. So you can also include your education, but only if it's relevant to the industry. And when you're describing your team members, keep the three points again. Your points must describe why these team members are the right ones to run this business. Let's look at another example here. You can see the, each other team members are laid out in underneath or spots for three points or every wonderful, again, the information here has been taken off for privacy. Now your advisory slides going to be next. And this is important in showing that you found people to fill those weaknesses that you have in your company. I wouldn't recommend creating a board of directors just yet. We want to see if that to at least our second round. A board gives investors too much control in the beginning, we want to leave that open into we're ready to add seats. Instead, we wanna make this advisory board. And we wanted advisory board for three main reasons. Legitimacy, we wanna show key industry leaders are also fans of what you're working on. And other people who have already invested in your industry is a good idea to have on your advisory slide. And those that can make introductions to key clients and partnerships. These are the people that can help you get revenue. You don't need to put big brand names on here if they don't add value. So don't go sticking it on a great CEO because they had a good title if they're not going to add value to your advisory board. And I really loved those entrepreneurs who don't have a full team yet or a full advisory board, but they go and state that type of team that they want, the type of person they want, and they type advisors that are looking for. It really plays strengths, that they know their weaknesses and what they need to fill. This, take a look at another slide example here. Again, wanted to make sure to include photos of everyone in a one-liner why they're relevant for your company. If they don't have relevant experience, then don't put them in. You may even be there just to get advisors on your advisory board. Be honest and let them know that some advisors also want equity. And if there are big name, then you should give it to them. The men of equity, you should give advisors ranges anywhere from 0.25% all the way up to 1%. Now if you don't want to start them off at 1%, you can always start them at point to 5% and the reward them if they hit those milestones that have helped you groan. I'll see you in the next section where we talk about the operational timeline. 14. Operational Time (Extremely Important): The operational timeline puts together your seals in marketing objectives and also gives a little more confidence to the investor because you set milestones for yourself. Your timeline should be just as long as your runway. And this should be about 12 to 18 months before you need to raise more cash. Now the reason for 18 months is because it takes usually six to 12 months to run a company and then another six month to raise another round of cash. So you need that full 18 months. Now the purpose of this operational timeline is to set ourselves up and show the investor that, hey, we can complete all this, but we need your money to do so. Now to build this, we need to set goals and objectives and make them very high level. Use milestones such as revenue goals, hires, user growth, product launches, rounds, close markets, enter units sold, et cetera, et cetera. It's best to show this in a linear line with dates and years, and then a couple of bullet points under each milestone if you need to describe it a bit further. So let's take a look at price a rots he's operational timeline and I'm going to show how it's laid out. Here. We have a twelv month timeline with a few milestones of revenue, customers, partners in product launches. They've broken this up by quarter as you can see here. So go ahead and create your own operational timeline, show the milestones you're going to be hitting and make sure that the length of the operational timeline is as long as your runway. I'll see you in the next section. 15. Preferred Revenue Projections: The financial projections slide is an interesting one. Every investor knows that it's mostly fluff and that your revenue is inflated in overstated. However, the most important part of the financials is seeing if it matches up with your Sam, you serviceable, addressable market and your TAM, total addressable market. If you revenues are really high and your market size is small, then the investors are going to know that you're full of it. However, if your markets really big in your revenue is really small, then the vessels are gonna think that you are not the right team to execute and make this happen. Usually the financials as a great indicators see how seen in entrepreneur is. A lot of entrepreneurs love to embellish and loved the throw out multi-millions of dollars. This is a reality check, okay? Make sure it matches your growth plan along with your market size. It's also funny to hear that majority of entrepreneurs say that their numbers are conservative and they built them on a conservative model. Now I've interviewed a lot of investors and everyone has told me that not one entrepreneur has ever hit their conservative numbers. So be careful with that. It's really hard to predict future revenues for a company if you have no prior financials. So entrepreneurs are just starting node or early stage companies need to do their best in order to predict this and make safe assumptions. Now what do we put into our financial projection slide? This take a look. The simplest ways to do up to five years. But the way we want to do this is to only show year one, year three in year five revenues. Make sure you also include the number of units sold or customers for each revenue level. Here we also have expenses for each year beside the units sold and the revenue as well. Now again, just to reiterate, this is supposed to be simple, only show high level financials. The detail Financials can go in a backup slide in your appendices and if these investors asked for more information on your financial projections. Now some of the things you can include in these detailed financials are your breakeven analysis, your key revenue streams, any key expenses like employees marketing are big ticket purchases. You want to compare your gross revenue for your net revenue, your EBITDA, and then your EBITDA margin percentage. If you run a SaaS company and you have a freemium model that makes sure to show how many of those are free and harmony, those are generating revenue. We want again, to be as honest as possible. A thing to note about your year five revenue is that we want this to be in the range of 30 million to 50 million, which is approximately about an EBITDA of $10 million. Investors look for exits about six to 12 times EBITDA, which is about a $100 million sale of Accompany. You wanna make sure that your year five revenues create enough opportunity for the investors and that they are least hitting these marks. So that's get ready for the next section. And it's the reason we're all here creating our ask. 16. Ace Your Ask: Congratulations everyone for making it this far. We're onto our last slides. Now we're gonna take everything summit up and then ask what we came for. So you're either looking for money, which is usually the case, or introductions. Keep in mind that you don't just have to ask for capital. You can ask for clients, businesses, board members, advisors, any of these can be part of your ask. But majority of the time it is capital and its hope it's value added capital. Now this slide is broken up into two parts, and the amount of capital you need and the use of proceeds. Try to keep it on one slide and not too cluttered. You wanna see the size of the caplet you wanted to raise, whether it's your seed round up $2 million or your Series a from two to $3 million if you have a current investor or there are predetermined term is the need to put them here. If not any, don't have any investors at this time, be very flexible and the type of structure you want, but also put in your expected terms. These terms could be a straight price equity around a safe convertible notes. Are you offering liquidation preferences, dividends, and so on. Does Make sure you specify the type of deal Europan too. But remember, be flexible. Keep in mind that the entrepreneur does not dictate the valuation, that's the investors jot something is only worth what someone else will pay for. So you can say that you're worth $10 million, but if no one has ever given you money for that valuation than you're actually really not worth that. If you don't have Evaluation yet or you're unsure what you're worth, then just set a range. But I've seen work best is companies saying we are willing to give up to x percent away of the company. This gives you room for negotiation, allows you to be flexible and also sets the bar without overvaluing yourself. The second part here is your use of proceeds. You want to name how you're gonna be spending the money and how much it will be spending for this. You also can show what percentage of the rays this will go towards. Usually the majority of the money goes towards sales and marketing and hiring key employees. But hopefully it's not towards tech death because we want to show that tech risk has already been done, improve it. We wanted to show that we are raising rounds for growth and expansion. The best way to show this as a pie chart line graph renal loading bar. Just remember, visuals are key here and we want to show you an investor how we're going to spend the money. So during your ass, we also want to explain how we plan an exiting. And this usually happens either through an IPO, initial public offering, or through an acquisition. And an IPO was less likely for a company and usually not preferred by investors based on how long it takes for a company to IPO. So I suggest you stick with acquisitions. It represents over 80% of companies. I've seen this done in many ways. And the best way I've found is just stating journey and pitch your exit strategy, who you think is going to acquire you, and then it's throwing their logos in your deck as well. You should also put a few bullet points under this logo was explained why you think you're a prime acquisition target for them. 17. How To Close: This is it everyone, we are on the homestretch. You should be very proud of yourself for making it this far. The very last line of your deck is not a heart, but still a lot of people miss a few key components of it. So let's take look. What you wanna do is have your logo, your slogan, which is pretty obvious. Link to your website, your name and position, phone number, address. What I love to do to make this look nice is at a picture of my office, or at least a map of where my office is located. The closing slide is like your branding slide. You're never going to get a check after your first pitch. So you want to give the investors away to contact you and reach out. So this slide is great for that. It closes it off. It gets all your contact information and gives them an opportunity to reach out to you. They slide also signals your Q and a. So make sure at the very end you state that you're open for taking questions. Now just as a bonus everyone for making it this far, I've included a list of the most as investor questions as part as the workbook. Go through them, learn them, study them, memorize them because you're going to be named them for your next pitch. 18. Final Thoughts: Hey everyone, congratulations for completing the pitch deck Mastery course. By this time, you should be an expert in constructing a winning pitch deck presentation, one that is guaranteed to turn heads. I hope you followed every lesson thoroughly, took notes and study them. But if not, don't worry, these lessons will be here for you to come back and utilize while you're growing your business. Remember to take your time in practice, practice, practice. You should know your pitch inside and out. In during your presentation. Use your deck as a tool to help you present not as the main focal point. Just a few tips before we take off here. And remember there's no right number of slides. Just make sure you're getting your point across and you're fully explain your business. Always pitch like you're ten times better, not two, not three times better. When pitching. Only have one person doing it at a time. More than one is too crowded, too distracting, and just looks unprofessional. If you need help pitching. Prepare for rejection, learn. Ask. And if you don't know the answer, say you don't know and that you'll get them that answer tomorrow morning or the next day. And don't be scared of sharing your idea. Most people have better things to do then create companies that other people are already working on. No-one's going to steal, and it is a much better investment. Investing companies think competing. And lastly, as I said so many times, keep it super simple. Act like you're talking to her six-year-old and keep it short. We don't need technical explanations and an in-depth analysis. Make it easy for everyone to understand. So I wish you all the best and creating your company's, raising that next investment round and following through on your passions as an entrepreneur. My name is Bryce North and I hope my advice here is taught you how to not be a little pitch.