Wednesday, April 10, 2013
Rules: A Guide to Pitching- Michael Libes
We're Enjoying reading this new book- Best of all are his rules for Pitching. There are a few....
Michael "Luni" Libes (Author)
Rule 1: there is no one form that is guaranteed to make a great pitch
Rule 2: (As much as possible) Know who is in the audience.
Rule 3: Know what you want from the audience.
Rule 4: If you are not excited, the audience won't care either.
Rule 5: Remember to make a good first impression. Start strong.
Rule 6: Provide a hint that you know what you are talking about.
Rule 7: Never let the audience stop to think.
Rule 8 Each slide needs to have a single purpose.
Rule 9 Grab the audience and take them on a journey.
Rule 10: Begin by describing a problem, and specifically, whose problem.
Rule 11: Trends convey the importance of a problem.
Rule 12: Avoid leaps of logic.
Rule 13: Present in “English” rather than jargon.
Rule 14: If you can present a visual “walk through”, do it.
Rule 15: If you have a physical object for “show and tell”, bring it.
Rule 16: If you are pursuing a big opportunity, flaunt it.
Rule 17: All organizations need money to operate. Explain your income!
Rule 18: All companies have competitors.
Rule 19: Do a thorough job in researching the competition.
Rule 20: In a competitive matrix, your company is the leftmost column, your competitors are in the other columns, and the features/benefits are in the rows.
Rule 21: In a competitive matrix, it is important that your company does not appear perfect.
Rule 22: In a competitive matrix, show only 5-7 features/benefits and no more than 7 competitors, aggregating them if needed.
Rule 23: If the competitive matrix required more details, use varying sized marks or Harvey Balls.
Rule 24: In a magic square, pick two measures, and plot the competition such that your company lands in the top-right corner.
Rule 25: Show how your efforts create a barrier to future competition.
Rule 26: Present financials as big, simple models that are easy to understand.
Rule 27: Show off your team, without modesty or boastfulness.
Rule 28: Every presentation includes an “ask”.
Rule 29: The pitch is not over on the last slide, but rather after the Q&A.
Rule 30: Practice your Q&A.
Rule 31: Write down every question asked.
Rule 32: Ensure the presentation answers the obvious questions.
Rule 33: Make sure to address the risks of your plan.
Rule 34: If pressed for time, skip or shrink a section, and provide that information in the allotted Q&A.
Rule 35: Take control of the close; do not let the last question linger.
Rule 36: Never turn turn your back on the audience.
Rule 37: Own the room.
Rule 38: Less is more. Fewer facts. Fewer words. Better presentation.
Rule 39: Do not ask the audience questions.
Rule 40: Don't tell the audience about themselves.
Rule 41: No list should have more than seven items.
Rule 42: Do not read the words off your slides.
Rule 43: Round all numbers to 2-3 digits of detail.
Rule 44: Pick one person on your team to present the whole presentation.
Rule 45: Supporters should speak only upon request.
Rule 46: Avoid adding second answers to the Q&A questions.
Rule 47: Redirect questions to the right member of your team.
Rule 48: Entertain the audience.
I can't find his blog to do an appropriate link: so here is his Facebook Page and his Twitter Account.