Pitch Deck Perfect: How to create the perfect presentation deck to secure investment | Tony Staunton | Skillshare

Pitch Deck Perfect: How to create the perfect presentation deck to secure investment

Tony Staunton, Reading, writing and teaching.

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14 Lessons (45m)
    • 1. PDP intro

      3:38
    • 2. My First Pitch

      5:57
    • 3. The fist slide

      1:40
    • 4. Initial Tips

      2:30
    • 5. The grab

      2:39
    • 6. Elevator pitch

      2:30
    • 7. The problem

      3:33
    • 8. The solution

      5:00
    • 9. The opportunity

      1:57
    • 10. The competitive advantage

      4:26
    • 11. Your business model

      4:51
    • 12. The team

      2:25
    • 13. The ask

      2:33
    • 14. The end

      1:41

About This Class

***Take this course and get your pitch deck or elevator pitch reviewed by me***

This course is for anyone who needs to create or improve a pitch deck which you will use to attract investment for your business.

In this course you will learn how to craft the perfect pitch deck using the following:

  • The Grab - How to lead with the most compelling statement of why you have a really big idea.
  • The Problem - You need to make it clear that there is a big problem out there that you are going to solve.
  • The Solution - What specifically are you offering and to whom.
  • The Opportunity - Provide the basic market segmentation, size, growth and dynamics, give your audience a feel for the size of the opportunity.
  • The Competitive Advantage - Why are you different from your competitors.
  • The Business Model - How are you going to generate revenue and from whom?
  • The Team - Why is your team uniquely qualified to win?
  • And much more...

Not only to get everything above but I've also included some excellent resources such as:

  • Initial Pitching Tips
  • Pitching Questions
  • Pitch Deck Flow
  • and more

So if you are looking for investment, pitching to client or a startup competition or are looking to convince your boss about your business proposal then this is the course for you.

Transcripts

1. PDP intro: Hi, everybody, and welcome to pitch deck Perfect, helping you to craft a perfect pitch deck. And it's brought to you by me. Tony Staunton. For more information, you can check me out on t Staunton dot com. So this course is for entrepreneurs. Are business people who need to know how to craft a pitch deck to use when presenting to potential investors, clients or even business competitions. So this course is useful to anyone who has an O coming pitch or drop the course on, say, presentation, and you can use those two times interchangeably. So why am I presenting this course? Well, I run my own business and to get it where it is today, I have pitched dozens, if not hundreds of times over the last four years. I've pitched my business in front of hundreds of investors and potential clients, government agencies and started programs. My last round of pitching to investors resulted in investment of over $500,000 for my business. That was my last successful pitch, and he would like to see more about my pitches or some videos of me pitching. You can check out the pdf resource that is attached to this lecture. But not all my pictures have been good pictures for all the good ones. I've had many more bad ones. Some pitches lasted only a few minutes because with technical malfunction or, as in one case, when I completely forgot my lines, when it comes to a good pitch, a solid foundation on practice makes perfect. This course pitched that perfect is going to walk you through the process of creating the perfect pitch deck. Believe you, me. By the time you're finished, you will have the confidence to show your deck toe anybody. Together, we will move step by step to a tried and tested approach to creating a pitch deck. We'll start off first, but what we call the grab on then, that we discussed how to lead your pitch with your most compelling statement of why you have a really big idea. Next we'll discuss the problem that you're solving. You need to make it clear to your audience that there is a big important problem out there for you to solve. Once you have your problem laid out, we'll discuss this solution on what specifically are you offering onto whom will then discuss the opportunity you need to be able to show your audience that there is a market for your idea. After opportunity, we discussed the competitive advantage. What makes you different from your competitors following competitive advantage is the business model. How are you going to generate revenue? And from whom will then look at your team? Why is your team uniquely qualified to win in your chosen area throughout the course? I ought to give you insights and details of the tips tricks and to do is I have used during my presentations. So you really are learning from someone who has being there on donit mistakes and all. And we're not only cover the topics I've just discussed, but we'll also discuss, have the top and tail your pitch deck, so have opened it and have to close it. Not only that girl to be throwing in some pitch deck templates for you to take away and use on your own time. After competing pitch deck perfect, you'll be able to do the following Crafton elevator pitch craft the perfect pitch deck. Know your audience what to do when things go wrong, whether or not to use a script on when sample pitched X and templates for you to use as many times as you like and much, much more. So what are you waiting for? If you need to prepare a pitch deck, give a presentation or actively seeking investment for your business, then you need to take this course. I'm a guarantee that you will not be disappointed. I'm one last thing. Not only will you get all the topics that we've just discussed plus and bonus templates, but I will also review your pitch deck. So if you have a pitch deck ready now on your using discourse to improve it or if you've completed the course and you've completed your pitch deck submitted to me in the Q and a section of this course, and I will review it and get back to you as soon as I can with my feet back on any improvements that I might suggest. Thank you for listening, and I look forward to seeing you in the course 2. My First Pitch: Hi, everybody. And welcome back. Now I have pitched ideas. Plan strategies on businesses Dozens, if not hundreds of times to audiences are just one person right up to 1000. The first pitch did I ever gave well, the first pitch that I actually, that actually mattered. Someone that had something riding on. It wants to a panel of judges who decided from my pitch what or not, they would let me participate. Under start a program this start a program or accelerator was designed to take your business from idea to market, all in an intensive three month program. It also includes a 30,000 euro investment and is ranked as one of the top five programs in Europe. For students watching this in the States, think of y Combinator or tech startups. At the end of the treatment program on the Vester Day would be held where the companies who completed the program would pitched their business ideas to a room of 250 investors. There was also a 30,000 your prize up for grabs, so the stakes and the pressure were pretty high. So let's take a look at the pitch now that I used to apply to the start of program. Well, then review it through the lens off the criteria off a perfect pitch deck on, we'll explore. It is thes criterias in a few in future lectures. So the criteria is the grab, the problem, the solution, the opportunity, the competitive advantage, the business model on the team. So let's jump into it now. So as you can see, my property is called Property Kate that I. And this was our very first company logo, which was done for $5 on Fiverr dot com. Now I designed his pitch on what's called the pitched at the business model Canvas on. If you're looking for more information on that, I've included links on reference material in the Resource Is section. So as you can see I've opened up with, I suppose it's not really a grab, but it's just a quick explanation of what the product is. Then I answer the question of what pain we're solving. So who would our customers be next? I spoke about the value proposition so it would be a cost effective solution for landlords trying to minimize rent arrears and reduce vacant property times so it would bring it would deliver value to landlords on increased air, turn over their revenue. Next, I spoke about the channels of delivery, the methods of delivering my product to our intended customers. So face to face meetings, Google, Arlington, add social media, blogging and forms. Then I discussed our customer relationships and any test customers that we had out there at the moment. So if you're doing an investment pitches for safely to investors, one thing I will say is that nothing gets investment like customers like clients. If you can show your investors that you already have a customer or a test customer or several open running, that would make their decision to invest a lot easier. I followed cost customer relationships would revenue on. I explained that we're current currently testing a subscription fee model. Then I got into the team. So key resource is off our business, which will has the team now another. Another tip here is if you were lacking something, don't be afraid to say these judges on the judges that you will face investors or clients. Whoever might be are all highly experienced and they will know. I suppose, when you're lying or when you're bluffing a little bit. So don't be afraid to say what we're missing. A key developer. We're missing a finance person. Whatever might be. Don't be afraid to say it. Next came are key activities on. Obviously, at that stage we're trying. We were trying to make sales and improve the platform, so they were are two key activities. Following this was our key partners. So we had banks and charities who were looking for a platform to manage more, which is to manage properties to manage social housing, whatever it might be. And then finally, we had our costs so fixed cost such a staff Web hosting on then any variable costs such as marketing or sales. Now that was my pitch. So as you can see, it's based on the business model canvas. It is unique approach the pitching. I will admit that on in hindsight, I wouldn't use this method again for various reasons. So let's just have a quick chat about how this pitch stacks up against the perfect pitch deck criteria, so to grab. So it did start off with a grab. I explained what the product watts, but it wasn't a very compelling statement. It wasn't an attention grabber, so that could use some improvement. The problem? I didn't drive home the problem. Enough, I need to convince the judge is that there is a big problem here now. Whether or not I did what I did or not, I'll let you decide at the end the solution. If I read George, I would want to see some Screenshots, some sort of evidence that my product waas coming to fruition the opportunity again. I didn't stress the opportunity enough in competitive advantage. I didn't mention a single competitors in this presentation. The business model in it. I refer to a monthly subscription fee. Very light touch, very soft, not very convincing on the team. Although I did refer to the team and some key members that were missing, I didn't refer to the strength off the current team. So happened seeing this pitch deck now, which isn't really a deck, but rather an animation. Do you think that I got accepted onto to start the program? Let me know in a Q and A section on, I'll be happy to tell you this deck also breaks one of the cardinal rules off pitching on. That is not to use animations or very complicated slides for the simple fact that at any stage something could go wrong. So, as you can see over here on the top right hand side of the U. R L line, this is an SWF program, a flash program so I can only play this in chrome. Sometimes it wouldn't play in safari. Sometimes it wouldn't play an Internet Explorer. I would have to update. So if something went wrong with the computer, I was using the pitch. Or if you're going to a pitch and the computers already provided, all you need to do is bring your pitch on a USB stick. You have no control over the environment. Something very, very easily could have gone wrong with his pitch, and I would have bean snookered. I had no backup, which is notarial. So if this didn't work in the computer, I plugged it into my pitch was over before it even began. So that's my first pitch. And again let me know if you think what or not I got on to start the program. Thank you, and I'll see you in the next lecture 3. The fist slide: Hi, everybody. Welcome back. This lecture is entitled your first light. So I've seen many presentations where people just lunch straight into their pitch. I mean, no warning. No welcome. No. How are you? Nice that you're all here. Thank you for coming just straight into their problem or to their grab or whatever it might be on. People are sitting in the audience thinking Whoa, hold on. What did I just miss? How did we get to this slide? Where was the intro? So your first slide. Although it's very simple, it's only one slide is very, very important. It might seem obvious, but your first lied should be your company name of your company logo. So let's take a look on a couple of forest lights that I've used in the past to open up my pitches. So here we go. Here's one. The very first opening slides that I ever used. So it clearly shows my company name my company logo, and it tells you that the presentation is about to start. So people see this and they start to quieten down. They start to pay attention. My next opening slide. Here it is. Here. This was an evolution off my slide deck, so your slide deck is always improving. Your pitch deck is always growing, always evolving to keep in time with your business on your products. So this was my next one. And as you can see again, the logo has evolved now somewhat, and we have our own separate little icon here, a PG property gate on our local here in the right side. So these were my opening slides, and I still use this one to this day to open up any pitch that I might have on its just to easy audience into what's coming. It's just to let him know that you're starting your pitch so you would accompany this with hi everybody. Thank you for coming. My name is X Y and Zed, and here's my pitch, and this is just an opener. It's a nice ease in tow. What's to follow? So I hope that helps and have any questions. Please don't hesitate to ask, Thank you, and I'll see you in the next lecture. 4. Initial Tips: Hi, everybody. And welcome back. This is just a short lecture to let you know that in the resource is section off this course there is this PDF document entitled Initial Pitching tips. So in other a list of tips that you can follow and you can use as a kind of a checklist to make sure that you're getting your pitch off the best act possible. So just to let you know, a few of my a few of my favorite tips which have served me best true two years. So the 1st 1 is Don't be boring on what do I mean by that? Don't just focus on one area in your presentation, so don't just focus on the problem. Or don't just focus on the solution or the team. You have to give even wait, drive your entire presentation, and also be careful not to fill your pitch with too many numbers. Too many statistics are too much jargon. You're speaking to a mixed audience off investors, clients, potential staff members wherever it might be. So try and stay away from the jargon and keep it as simple as possible. My next tip, which I think is very good is toe. Have one idea per slide. Don't overload your slides with to him with too much information. Keep it the one idea per slide. My next tip is to keep each slide tweet herbal. So what does that mean? Well, you're keeping your your slides to one idea per slide on that idea is 140 characters long, sort, pitiable. That means the people in your audience are able to tweet out a release, the social media, your ideas as you representing in the audience. And that's a big help. People don't have to break down your slide, but what you're saying or take of the best content to tweet about or to release the social media. Your slide Is there ready to be tweeted for the My next tip is within your pitch to include one star moment. So what do I mean by that? Well, that's one moment to blow the audience away and might be to let them know you have a client . You have a beta tester. You have already made revenue, whatever it might be. Try and have in your pitch one star moment. It could even be that you've hired an experienced team member. My next tip is to practice practice. Practice both your content on your timing. Make sure that the script that you're using if you're using one matches up what's going on on the pitch deck itself. Getting open stages like the effect of jumping into cold water. You look out across the audience, Andi, just your breath is taken away from you. It's just sucked right out from you. So would practice. That effect is less, and unless and until eventually it just becomes robotic action. You get up on the stage and you deliver. That's it. And finally, I've mentioned this tip already. Try and stay away from Annie from animations and complex slight. That's it. Thank you for listening. And as I mentioned, you can download this tip sheet in the resource is section. Thank you 5. The grab: Hi, everybody, welcome back in this lecture, we're going to be discussing the grab. So what is the grab while among order things. It is one off the fundamental parts of your presentation. It is really a keystone part of your presentation. And the reason that it is so important is because it's always a good idea to open up a presentation or pitch with the most compelling statement of why you have a really big idea . And that's exactly what the grab is. It's you grabbing the attention of your audience in a short to the point statement of why you have a really big idea. Let's look now at the grab that I've used in some of my pitches. So here it is, and I just read it out. Obviously, it has to do with property management, and it goes like management is one of the biggest challenges to scaling up my property investments that could impact my portfolio in the billions. Now, obviously, this is a quote on. We'll get it out at the end of this lecture. So let's break it down and see why I use this sentence to grab my audiences Attention, the statement opens with management is one of the biggest challenges so straight away my audience knows that were indeed that we're talking about property management and that the management of my properties is a big challenge. The next part of the statement is to scaling up my property investments. Okay, so now my audience knows that if I have a large number of properties that I want to manage , or if I want to continue buying properties, the management of the management of these is going to be a big challenge. And the final part of my statement is that could impact my portfolio in the billions. Okay, so now the penny is starting to drop for my audience. They know that there is a really big problem out there affecting the management of property investments. On that, this problem is potentially a $1,000,000,000 problem. Now, let's look at this statement in my actual presentation on how I presented it. Okay, so here it is here, and as we can see it being put into my my pitch format and the icing on the cake for this opening statement was that it was said by Warren Buffet. So now my audience is thinking, Wow, Warren Buffet had said that property management is a really big problem. How is this guy going to solve it? So they want to know more with my opening statement. I've achieved my main objective. I've grab. I've grabbed my audiences attention and I know have been curious. I'm wanting more. Not every pitch of presentation needs open with a statement said by an actual person. I used it here in this pitch because it was appropriate to my audience. A lot of people prepared to open up with a great one liner off their own, more commonly known as your elevator pitch. And that's what the next lecture is about. Thank you, and I'll see you in the next lecture. 6. Elevator pitch: Hi, everybody. Welcome back on this lecture. We're going to talk about your elevator pitch. Let me ask you a question. If today you were to step inside an elevator on, Meet the perfect potential investor or climbed and you have 30 seconds to one minute to explain your idea or business, what would you say? That's exactly what an elevator pitches. It's a roughly 30 to 60 seconds or so explanation of what you do. It can be used obviously in elevators, but more commonly it's used as your opening line in your pitch deck or at networking events . When time is precious and brief explanations are necessary. So how exactly is an elevator pitch? Structured were forced? You need to answer the following questions. What's your company name? What you're offering. Who is your target audience? What problem are you solving on? What is your secret sauce? Once you have clear answers to these questions, you can put them into a sentence that looks something like this. My company company name is developing. What are you offering to help? Who's your target audience? Solve? What problem are you solving with? If you have a secret sauce, what is it. If you'd like to make your own changes to this, go ahead. But remember to keep your elevator pitch between 30 and 60 seconds long. Keep it clear and keep it simple. Now let's look at an elevator pitch. Did I've used? You'll notice just now that I said used to use. And that's because your elevator pitch is always evolving. Just your product is always growing and improving. So to most, your elevator pitch. And here it is. My company, Property Gate is developing property management software to help property stakeholders solve the problem off. Centralizing accounting on property management data in a single platform, eliminating the need for data transfers on enables up to the minute reporting at the click of a button. It's not about elevator pitch, but it's not a great one. Eider. And it's really spent. It's really tailored to property management professionals. So that's something to remember. Which elevator pitch who is it aimed at? And it's okay to have to tree different elevator pitches for different audiences. The truth is, your elevator pitch will never be perfect, but so long as it communicates your message clearly and efficiently, then it's close enough Now it's time for you to go off and craft your own elevator pitch to help you along. I have put my elevator template on the download about resource when you have it written. I strongly encourage you to post it in the Q and a section of this course, and I'll give you my thoughts. Thank you for listening, and I'll see you in the next lecture. 7. The problem: Hi, everybody. And welcome back and this lecture we're going be talking about the problem section of your pitch deck. What is the problem That your idea, your product your business is trying to solve. You need to make it clear that there was a big important problem out there that you were going to solve for your customers. If you kind of showed a problem that you are going to solve, then you can't show your audience who will buy your solution. Explain to your audience who cares on who has the pain that you were about to solve. Let's take a look now at how I explained the problems facing property managers to my audiences. Okay, here's my first light. So I did you see at the top I have boldly stated that this is the problem slide, and I've said that the problem is collaboration. So from this image, you can see that the problem is collaboration between the tenant, a property agent, bank on an institution landlord, such as a pension fund or an asset manager or whatever. It might be someone who owns thousands upon thousands of properties. You can see here clearly the problem is collaboration between these four parties. Next afford articulate the problem that it's collaboration between these parties back and forth. So it's okay to explain your problem over to retreat slights as long as it's simple, articulate and to the point. So I continue with the next slide on again. You can see collaboration between the tenant, the property agent on the bank, so really have driven home here that the problem is collaboration. Now let's take a look at my new and improved slide deck after this one. So we're looking at the very first light deck that I used in the start up accelerator. And the next light deck is what I used at the end of the startup. Sell it accelerator. So we'll be able to see the evolution and improvements. Well, if you think to improvements that I made over the course of treatments. So what you can see here. What I was saying was that the problem is that between the years of 1993 and 2000 tree, the price of property was going up. Then, from the years 2008 to 2017 the prices of property we're going down and going to stabilize , which is what we're seeing at the moment. So you can see here that I've clearly shown the problem is rising property costs and then falling property costs. And then that means that it's harder to track occupancy rates, rental income on yields. So for the people managing properties, it was becoming harder and harder to manage and track those properties. Now I have another slide here. Andi. Obviously, this is part of a pitch deck, so you're not getting the full impact of these slides. Below explained it. Anyway. This light here, we're showing that the communication was a mess. It was all over the place, so people were using spreadsheets or property managers were using spreadsheets. They were using graphs and charts, and they're using all kinds of different systems to communicate with one another. So born person might be using outlook. One person might be using a spreadsheet. One person you might be using Microsoft Ward or a posted whatever might be. It was all over the place, so you can see now between the two slides between the two sets of slides, I clearly articulated my problem, so it's important for you to clearly articulate the problem that you're going to solve to your audience. So what you're doing is you're selling the problem to your audience. You're telling them that this is such a big problem that this is so common that America hasn't found a way to deal with it yet that the solution that you're about presented him will be a massive success on your audience. Sitting there thinking Okay, I can't wait to see this problem because obviously I can't wait to see this solution because obviously there is a big problem out there so that your job in this section of the pitch deck to sell the problem to your audience and a simpler on, the quicker, the more efficient you can do that to your audience that better. Now let's move on to the next section of your pitch deck, which is the solution slide. Thank you for listening and look forward to seeing you in the next lecture 8. The solution: Hi, everybody. And welcome back. So far we've looked at the grab on your elevator pitch on. We've just looked at how to present the big problem you are trying to solve. Now it's time to present your solution. This is the part of your pitch where you get to show off your ingenious solution on blow the socks off of your audience. Show them what specifically you are you are offering under whom before you head off in picture baby to the World Award of Warning. Keep it simple on that point is so important for your solution section of your deck that it bears repeating. Keep it simple and they just let me give you a quick example off A colleague of mine who didn't heed that piece of advice. A couple of years ago, when I was down to the last tree of a business competition, there was a pitch to a room full of investors, potential clients, press people and so on. Going in, I was a clear underdog. Without a doubt, I was to finish last. I was pitching forest and be very honest. My money was on pitch number tree. I have never seen this Paris and pitch, but I taught that his idea was berated. It was to do with the Internet of things, and I just thought it was a brilliant idea. My pitch came and went, as did Number two. On Next, it was number Tree, the hot favorite. This person had a PhD in the field and had worked in the area for over 30 years. But all standards an expert in their field on on their product. Each picture had eight minutes, and after seven minutes, a woman of warning light would flesh by the time to seven minute light had flashed for this Paris, and no one in the audience had any clue what he was talking about. He had Venn diagrams, charity graphs and even samples of code on the screen. His product was so complicated, explanation was so complicated that he got lost in it and drag the audience down with him. This person spent so much time under solution part off the pitch that they didn't get to finish the rest of their pitch. They had just completely run out of time. Now, had this person kept a solution. Simple on, remember that he was pitching not just to an audience of experts but also of lay people. He may have one, but, as it was known, had any idea of what his product did in the end, propagate one and picked up a check for $10,000 in the process. So remember what Einstein said. If you can't explain it simply, you don't understand that enough. And always remember tail your pitch to your audience. That is something that this Paris and forgot to tailor to pitch to the audience. An old pitching mentor of mine used to say that you are selling the sizzle, not the sausage. So what do you mean by that? He meant that you're not selling the actual workings of your product. Nobody cares about the code behind it. People and investors and clients want to know whether or not what you're selling actually works. So you're selling. This is not the sausage, So let's look at a couple of slides that I use in the past to present my solution and see what you think of. So first up is my original slide deck, and as you can see here, we have the property gates solution boldly put across the top. So then we have all the people who are involved with a property feeding into the property gate solution in the cloud. Very simple, very easy to understand. And as I'm standing on the podium, I'm articulating this and I'm telling people exactly how it works, the next light. Then Ford ER drives home the simplicity on the solution of property gate. It's a platform for centralising accounting and property management, and it's a nice with bullet points over on the right, and on the left hand side, we have a screen shut off the actual product dashboard, and just on that point, it's okay to include Screenshots. If you're going to do a demo, that's great. But you better be more than 100% sure to. Your demo is going to work. I've bean in presentations where at this stage now the presenter would say OK, and we just going to jump into her product demo for a quick run. True, they click. They press the button on. Nothing happens on they say on stage. I'm not too sure why that's not working. If you could just do a screenshot, do a screenshot again only want to see is something physical, something real. If they're interested, they'll come to you after the presentation and ask for a full devil. So don't worry about your showing Screenshots. That's perfectly fine. Let's jump into the next one and have a look how my deck evolved over time to again show the solution. Okay, so here we are. And if you remember from the last lecture we had this mess here, which was what Propagate was trying to solve. The solution we were offering on There it is in this one visual. I'm able to help people that we will organize all your data, all your systems, into one single platform and all this information will feed and beautifully into property Gate on deferred to drive at home To make our point, I said that sage, that accountants have stage investors have Bloomberg on now property and asset managers have property. Gate just forwarded driving home the point that the market needs dissolution just like other markets. And like I said, it's okay to include screenshots. So here we have an evolution again of our product on. It was just a dashboard that we were showing here and then a second dashboard. So we want to show Screenshots That's much better than doing a live demo. Because nine times out of hand, a live demo will fail. That's it for this lecture on in the neck. Lex lecture will be talking about the opportunity for your product or your idea. Thank you for listening on. I'll see you in the next lecture. 9. The opportunity: hi, everybody, and welcome back. The next step in crafting the perfect pitch deck is presenting the opportunity of your idea , product or business to your audience and this part of your deck. You should provide the basic information on your market segmentation size growth dynamics on annular metric, you feel relevant. Make sure that when you are preparing this information that you avoid what is sometimes referred to as China syndrome. China syndrome is when someone is pitching on. When they are asked about the size of the market, they say something like, We've made a widget to sell to the average consumer. There are one point 4,000,000,000 people in China, so we need to sell only 1% of 1% or equally as bad. When asked, How are you going to reach your target audience? They say something like There are 1.1 billion years on Facebook using Facebook ads, we need to sell only 100,000 units. Investors hate this because it shows a complete lack of macro research on Total am biggie ambiguity to your market on your part. Michael research is hard, but well worth it. In the end, let's take a look now at some examples I've used in the past, So here was my first opportunity slide. So as you can see here, obviously, when I'm on the podium, I'm talking about North America. I moved down here, and I'm able to say our target audience is X number of people generating X number of revenue. Then we move into Europe. It's the same again X number of people x number of potential customers. X number of revenue on my second opportunity slide Is this one again? Very simple, very easy to understand. It gives me It gives my audience an indication off the amount of customers in each geographical area. So as you can see Ireland true, the U. S. A. UK and Europe in between. On how many potential uses for our product or in dot market. That's it for this lecture. I hope it helped. I'll see you in the next lecture where we're talking about your competitive advantage. As always, If you have any questions, please do not hesitate to contact me. And I look forward to seeing you in the next lecture 10. The competitive advantage: Hi, everybody. Welcome back on the Dis electric. We're talking about the competitive advantage. So what you do better or cheaper than your competitors. So before we begin, let me answer what is probably the most common question that I get asked when will in relation to pitchers and start ups and all things start ups, Do you have any competitors? Yes, you do. Without a doubt. You have any competitors without knowing your business. Unless you're curing some sort of incurable disease or inventing a new particle, you have competitors. But no, I hear you say I've done extensive market research on Google and I haven't found any What first off looking on Google is not competitive research. Just a quick story. About my first day at startup school, old 14 companies were brought into the presentation room and asked, Which of you has a truly unique idea? A couple of quick hands shot up, eager to prove the uniqueness of their ideas on a word to the wise. If you ever find yourself in a situation like this, do not put up your hand. So in response to the hand shooting up, my instructor said, Really? So you're telling me that if I do a quick Google search, I won't find any idea like yours. Two hands fell down, but one stayed raised, supremely confident in his breakthrough, our instructor did a very, very quick Google search and found it doesn't ideas like like are eager friends. What's the point of this story order than order them to keep your hands in your pockets on your first day of stacked up school, while the fourth point is, unless, like I just said, you were curing a disease or inventing a new type of particle? Your idea is not unique. It's already out there in one form or another. The sooner you accept this truth, the better. I can't tell you how many times someone has asked me to review their pitch, deck or business plan and asked me to sign a non disclosure agreement. Most likely, I've seen your idea before. If you're asking an experience investor that they definitely have seen your idea before, don't worry about people saving your idea. Trust me. If your idea or product is any good, you are still going to have to shove it down people's throats to get them to notice it on the second point. As far as potential investors are concerned, competition is a good thing because it proved that there is a market out there for your product and that there are people actually buying it. Your job is to convince your audience that you can do it better, cheaper or faster than your competition. Now that we know how to deal with the uniqueness of your idea and competition, what else goes in this part of your slide deck? Well, how about the value that you were delivering to your customers? Can you do it faster, Cheaper, Better than your competitors? Is what you're offering more innovative than your competitors? What is unique selling proposition? For more info on USP, I've included a few links in the resource of section. Now let's take a look at a couple of slides slides I've used in the past. Okay, so here we go on, Here's my forest life. So as you can see here, I put my competition landscape into the circle of stakeholders that we saw previously. So I was telling my audience potential investment clients that are only competition was excel or spreadsheets, and in hindsight, that was complete rubbish. Not that I knew it at the time, but I taught that are only competitive WAAS property managers tracking all the data in Excel. But then, as I got more involved in the product in the business, I realized that there were 101 if not more, order competitors out there. So we'll see how I evolved this slide into the next comp competitors slide. So here's my next competitors light, and you can definitely see an evolution on an improvement in this slide across the top, you have analytics on the bottom. You have accountancy on the right. You have asset management, and on the left you have property management. So what this doors is shows our audience instantly where on the landscape of property management systems we fit in. So obviously, we are an analytics and asset management tool, and you can see here to competitors in this space, a competitive down here in who is Maurin the accountancy space on competitors over here who are completely in the property management space so instantly this graft house, my tells any potential investors or clients that we have competitors, so that means that that's a good thing. Competition in the marketplace is a very, very good thing, but we have competitors on that were out there improving on our product to compete in a certain space. It also helps you to define your product at a little bit more, so that's a competitive advantage section of this of your pitch deck. If you have any questions, please don't hesitate to ask me on. As always, I look forward to seeing you in the next lecture. 11. Your business model: Hi, everybody, and welcome back. This section of your pitch deck is for the investors in the room, and it's entitled the Business month. So how are you going to generate revenues and from whom? He's trying to show your initial go to market. So who can you easily reach within your home market that you can get quick sales from so that you can show some product validation at this point in your deck? You can also show your route to market on future plans if you have any. If you have a sales pipeline developed at this stage, you conclude that here, too personally, I have found this section of the deck one of the hardest to develop because it has some very difficult questions of your idea or product. On one of those questions is how much does your product cost? So how do you know how much your products gonna cost? You have to go out to the market. You have to meet potential clients. You have to describe your product to them, show too many screenshots or mark up so you might have, and you have to ask them. How much would they pay for such a product. Now you might build your product and you might go back from six months later and they might say, No. Actually, I won't pay that, But the only way you're gonna know is to set what you think is a fair price onto your product and then get out there and salad. So let's look now at 22 slides that I've used previously to describe my business model to potential investors and clients. So here's slide number one. So I didn't see across the top there my business model. And obviously this graph here gives the very clear impression dot for the number. As a number of properties go up, we charge more. Now we don't say here what the amount is, but during my pitch, I say something like a Europe our property, or were experimenting without price point at the moment because, like I just said, the price point is very, very hard to land on. Then, as I as we moved through the deck, we see here my route to market, so the property crisis was a very good route to market for us because people need to manage your property more carefully And then I've mentioned some Irish banks here, So you can clearly see here are route to market and then our execution plan. So in the forest quarter of the year, what are we going to do in the second quarter into torrid quarter in the fourth quarter? So financially, on business revenue wise, what are we going to achieve? How much will the price be in the fourth quarter in the second quarter? How many clients that we have in the turret quarter? Are we going to break even on in the fourth quarter? What? New product coming introduced to increase our revenues so you can see here. Very clear execution plan from your revenue right up to your roadmap. Now, let's look at our second deck. So again you can see a very clear improvement from the previous initial pitch deck to this one here. So you can see here. We're charging to your 50 per property, but the more property you have that price point decreases to alert. Lowest point off one Europe. So very clear business model here. Very simple to your 50 pair property. But if you have more properties, you're uploading several 1000 properties one Europe, our property and then along the bottom and 75,000 euro initial client client deployment feet. So, as I said, if you have a route to market that you can show at this stage, you can show it here to in your business model section. So here we have tree root, the markets, property self right consultants who would be resellers on to enterprises in the US who we had identified as potential resellers. Then we have our sales pipeline. So Annie clients that we've been introduced to any clients, that we've had a meeting with Andi clients that we've demoed with Andy clients. We've submitted a proposal to Anne Klein's who were in the negotiation with on any sales. We have made a very clear sales pipeline on a very structured pipeline moving right. True from an introduction which might be made at a at a on a business meeting or a networking event right true to ourselves to the sale on as I mentioned previously. This shows excellent product validation because it shows wherever in the market were out there meeting potential clients on. We've actually made tree sales, so investors love to see this and clients will also always ask you, Who are you working with already? Now you don't have to time your your names. You can just say something like, Well, that's actually confidential, but we are working with declined with several 1000 of these or this or whatever it might be , You don't have to give away all your information. But clients like to know, just like investors, that you were out there working with other people. And, as you can see here, our sales pipeline, which is forwarded, developed from the previous light tree paying customers how much we've invoiced recurring monthly revenue on the value of property that we have under management within the system. So again, this is really touchable information that investors can say Okay, with these guys of tree paying customers, it shouldn't be too bad. Shouldn't be too hard to get the 10 paying customers 10 to 15 to 20. So with this process, investors can see a future in the business. And again, as I said, if you have a road map and if you have an execution plan, so here we have 2013 2014 2015 on some key milestones that we'd like to have. So how? Money? So the amount of properties would like to have an assistant pair a year on the amount of revenue we would like to generating by the end of the years. That's it for this section. If you have any questions, please don't hesitate to ask me on. I look forward to seeing you in the next lecture. 12. The team: Hi, everybody, and welcome back. This lecture is about your team and have the best present them in your pitch deck. So again I'll start off with some common questions that I'm asked about the team. And they are. What does your audience want to know about your team now the only interested in your idea, product or business? These are very good questions, and I'll answer them from my experience. If you are applying to start the program or an accelerator such as Y Combinator, then your team matters just as much, if not more than your product. And why is that? Well, let me explain. During the start up phase, nothing is certain. Not your idea, not your product or your business model. Nothing to the people running a start a program. A go team with a bad idea or product can overcome these by pivoting or changing the idea or product. But there is nothing you can do about a bad team. One of the reasons I failed to get accepted onto a starter program was because my team lacked a couple of key people. Indeed, many started programs would only accept applications with teams of two or more because of the workload they were about to take on. Use your team slide to show your audience that you can deliver and reassure them that if and when problems arise, that your team has the strength and depth of experience to handle them. Let's look now at a couple of my previous teams lights. So here's the 1st 1 As you can see here, Ivan blocked out. Some of her face is so dot M because not everybody wants to be on screen now. When you're pitching your team when you're on, when you're on the podium up their pitching, your team, you can expand them. What you see here so you could say something like with Geraldine has 15 years UX design experience on John has 10 years property management finance experience. Feel free to expand on your team during this during this part of your presentation, such as bios, previous experience, experience knowledge in the in your domain area, feel free whatever you think is relevant to put it in here and now let's look at the next light. So, as you can see here, this one now has being refined again. Florida. So we have myself plus my co founder. Then we have to remain staff members. And then we have a board of advisors. So don't be afraid to show your team right. True from yourself as the co founder, whoever you might be all the way down to your board advisors. So because because people want to see that if things go wrong, there is experience there to help solve the problems. And they also want to see that your business has experience working in the area that you have chosen. That's it for this lecture. I look forward to seeing you in the next one. Thank you. 13. The ask: Hi, everybody, and welcome back. This lecture is entitled de ask, and it's about how much investment you need to ask investors in your audience for so you would not believe how many times this happens. And I've seen a time and time again people giving a pitch to a room full of investors. And at the end after pitch, they forget to have a slide showing how much money they're asking for, and they just simply blurt out. We're looking for $250,000. They have no explanation of what they're going to do with that money or why they arrived at that figure. They're so focused on crafting the perfect pitch deck that they forget that I had the most important slide, particularly if it's a room full of investors and believe you, me that happens. Not all your pages are going to be investment pictures on when they're not. It's OK to leave this light out on the word of warning here, when dealing with multiple pitch files, make sure that clearly named them, such as investor pitch or client pitch, not pitch one dot pdf pitch to dot pdf because you're going to have so many variants of this pitch file, it's gonna blow your mind again. Many times have seen the wrong pitch deck opened up for the wrong audience. When it comes to ask investors for money, don't shy away from it. You believed your very core that whenever you're pitching, will succeed. So any investors you take on now are getting a great, airy investment opportunity. So don't shy away. And don't be calling about how much to ask for. I've seen people before. They go on stage with their ask saying, Oh, God, is my business really worth half a 1,000,004 20% door? Is it worked X amount for X percentage? Don't worry about that. Make up your mind, arrive on the right figure and then presented with confidence. So let's have a look now at my asked slide. And here it is here, and as you can see at the very top, I've presented this as an investment opportunity, not me going out there with my cup in my hand, saying, Please give me 450,000 euros an actual opportunity to the people in the room to get in on the ground floor of this amazing business opportunity. So get out there, get your ass up there, boldly and be confident about what you're asking for. So some tips When you're preparing your asking slide, Don't forget to show how much you were looking for. You can tell your audience how long it gets you. So for example, 450,000 is going to get this business 18 months down the road. How are you going to spend it? Is there going to be a next round? How else can you investors help? So your investors don't forget are not just there to give you money, but they're also there to give you introductions on to be. It's sounding board when you need them. Thus the ask slide. I hope it was helpful. I'll see you in the next lecture. Thank you. 14. The end: Hi, everybody. And welcome back. This lecture is entitled The End. No, it's not the end of Elektra Siri's, but it's how to present the end of your pitch deck. I've seen pitches where the last slide is off the team or something else. Then the presenter says thank you, and the audience still sits there, waiting for what's next. If your pictures come to an end, then say it. Let your audience know, say thank you showed on the slide. If there are questions, ask and encourage them. The best pitches I've seen are ones that turn into conversations, so don't be afraid of them. Another really great weight and your pitch is with a quote from a client. I found this to be a really strong way to end the pitch. It's almost the equivalent of a Mike drop. You've just delivered an amazing pitch on know your ending with a quote from a client saying how great you are. And now the audience is thinking, Wow, where and why invest. So now let's look at two different ways that I've ended pitches. Here's the 1st 1 after the team slide comes up, it's a very simple thank you followed by questions. So the audience knows that they can ask you questions if there is a Q and A section on. If not, the audience knows that they can come to you after the presentation on national questions or any follow up information that they would like. So it's very important that you say thank you about the end of your presentation and that you asked for questions and here's to you the way I like to end a presentation. This is a testimonial from one of our clients and they said, without property gave, we cannot effectively deliver on our business model to the art market. I've just presented my idea, my pitch, how we're going to make money, our team, our clients, whatever it might be on at the end. I have a quote from a client that is an amazing weight and the pitch. And like I said, it's like a mike drop it just you delivering to the audience everything that you said you could deliver all wrapped up within the client testimonials. So that's it for the end. A portion of your slide deck. Thank you for listening