Pitch like a rockstar idea pitching framework

Editor's Notes

1. Good Morning, My name is Franki Chamaki and I’m from Group Strategy and look after Idea Frontier – our crowd-sourcing idea platform. Idea Frontier lives in Group Strategy because it’s a tool used by AMP company-wide to source growth or business improvement ideas. Today we are going to talk about pitching your idea. When you leave these doors today, we’ll learn how to prepare, deliver and run a successful pitch. To get us on our journey of discovery, we are going to visit a few areas… The first 30mins is theory an last 30 minutes is practice. Moving your audience from Huh? To A-ha! Understanding the 3 rules and 3 components of effective pitch planning Watch a 5 mins video to bring things into practical context Pitch bulding blocks or framework Fun: Napkin Pitching time! But before I really start….let me ask you: What comes to mind when you see this photo? (NEXT SLIDE)
2. Good Morning, My name is Franki Chamaki and I’m from Group Strategy and look after Idea Frontier – our crowd-sourcing idea platform. Idea Frontier lives in Group Strategy because it’s a tool used by AMP company-wide to source growth or business improvement ideas. Today we are going to talk about pitching your idea. When you leave these doors today, we’ll learn how to prepare, deliver and run a successful pitch. To get us on our journey of discovery, we are going to visit a few areas… The first 30mins is theory an last 30 minutes is practice. Moving your audience from Huh? To A-ha! Understanding the 3 rules and 3 components of effective pitch planning Watch a 5 mins video to bring things into practical context Pitch bulding blocks or framework Fun: Napkin Pitching time! But before I really start….let me ask you: What comes to mind when you see this photo? (NEXT SLIDE)
3. A pitch is the means by which a baseball is delivered to the batter. In our case, a pitch is the means by which an “idea” is delivered to an audience (or judgers). Did you know where are over 10 types of pitching style - from Fastball, Change-up (looks like a fastball) to the Curveball. The same is true with idea pitching - there are many ways to do this. We are going to outline 2 main ways. A pitch to be a “killer”, needs have 3 things: structure, focus and be targeted – just like baseball pitch - this what we are going to do now… However, when I say “Killer pitch”; I don’t mean leaving your audience like….(NEXT SLIDE)
4. OK, lets talk about how to make a “killer” pitch. I’ll give you a hint: It doesn’t leave your audience like! Check out the guy at the back – with his hand on his face – I’ve seen that same gesture and its not a good one.
5. So, what are we really talking about here? It’s a balance It’s a balance between being too vary or general so your audience is left with no clear understanding of your concept vs. being too specific and giving away to much to early and leaving your audience the same…well, as that guy with his hands on his face in the previous slide. And how do we strike the right balance? But in order to ask that question, we need to ask ourselves – what are we trying to get audience to do in 5 mins? What are we trying to really achieve in a pitch? We want….
6. We want to SHIFT your audience from state if “Huh?” to “A-ha”: Tell me more, you got be interested. To do this we require effective planning which I’ll cover off in just three (3) planning elements. BUT before I run through those 3 planning components, I need to tell you about 3 wonderful RULES Write the down now, REALLY!
7. RULE #1 – “Your listeners are ALWAYS going to be asking Why Should I Care?”
8. RULE #2 - “If you can’t express your point or idea in 5 mins or LESS, then you need to refine your it”
9. RULE #3 - “The “Law of 3” means keep your points to no more than 3. It’s the most powerful concept of communication: Our brain hold small amounts of information in “active” memory (RAM) US Marine deliver training, Bell Lab research 1956 Even this pitch framework is in 3.
10. OK, we talked about the “Rules”, so what are the components within the rules that make for an effective pitch planning and ultimately shift our audience? Understand your audience to connect with them: You need to identify the needs , concerns and expectation your audience (where they are from, personality, what they are working on, interest) and tailor the message to them. Michael Paff is the Director of Strategic Marketing, he Sydney was a director of Wealth Protection products for a few idea, - Studied at Macquarie University - Graduate School of Business and UTS At AMP, one of Micheal’s ‘hot spots’ is driving ‘CVP’ throughout the organisation: 1. Understanding, 2. Marking It Easy, 3. Financial Confidence and 4. Be Better Off. So USE these words in your PITCH if you believe Emma’s team are the best position to “OWN” your idea. So, if your idea is about say “Wealth Starter Pack for Migrants” or “Financial Advice Forum”, make sure you weave in these words . Your idea will be more “respective” and will help you build “Instant rapport” How do you get to know more about your audience/judgers? Ask colleagues, your managers or the PA. Look up intranet (TheHub) for stories, use Yammer, check out their LinkedIn profile and Google them. RMEMBER: PEOPLE LIKE PEOPLE THAT ARE MORE LIKE THEMSELEVES Keep it high level and logical – We are not delivering verbal essay, only enough to get ones interest and get them to see “I like this idea…interested learning more”. We need to Build up your pitch slowly and bring them along the journey. If you succeed with your 30 to 60 sec. pitch, you’ll earn their interest for a further three or four more minutes to elaborate on your idea. Wrapper or the experience you are delivering. Be unique and memorable – Start with something unique and personal to your own style. Ask a rhetorical question (i.e. What customer segment represents 42% of the work force within 9 years? - Scoped property advice for Gen Y) Tell a story - Steve Jobs and Pepsi Co, CEO Show an video/ live demo – Show a video or demo of your ideas
11. This is a video from Start-up Camp – Sydney Chapter. Start-up Camp are forum for people to come together deliver an business idea in 1 weekend as well as business plan and pitching – funding etc. Visit http://www.startup-australia.org/ Now, to explain the pitch building blocks or framework, I'm going to show you this video to give you context how pitch building blocks is used and get your audience from “Huh?”  “A-Ha!” It will bring theory into practice. AFTER VIDEO Ok, so far we covered how we need to “shift” our audience from “Huh?””A-Ha!” to do this we covered off: 3 rules – 1. Why care? 2. Keep <5mins or refine 3. Magic 3 3 components of effective planning – 1. target audience, 2. high level/logic/structure and 3. experience/memorable. Now we turn our attend to type structures (just as in baseball there over 10 different pitches), we are going to cover 2 main types
12. Audience: start up community Idea: Introduce himself and the team + quickly into their “Twitter header” "Frendorsed - seeking approval since 2010“ - Frendorsed is a simple online and mobile tool that lets your friends endorse or reject your choices, past or present. Using the power of the webs, and a team of well-informed owls, Frendorsed harnesses the power of your social circle to determined whether you made/are making the right choice or not. 3. Story: Damien first with asking a question: "So, what is Frendorsed? And answers it via a personal story: Support 1 – 1st point: Avoid expensive (and embarrassing/costly) impulsive purchases. Support 2 - 2nd point – Access your family/friends advice to eliminate impulsive purchases. Support 3 - 3rd point – Access simple reporting to get friends sentiment - to eliminate impulsive purchases. 4. Key takeaway: Avoid post-purchase regret access your social circle AND, yes again - eliminate impulsive purchases. 5. Wrapper: Live demo and add humour and personal style – made it fun (i.e. hat example and don donalie, Ducati bike - too fat to fit)
13. Here the emphasis is all three points are important and equal to support the idea. Team & Idea: Introduce team, title of idea and establish the category (i.e. advice, product, channel). Begin to introduce the problem or opportunity and 3. Hint a solution on the way… Use Twitter like headline: 140 characters “Frendorsed - seeking approval since 2010” Rhetorical question: “What if we could get our customers to…” Passion statement: Ask yourself, “Why are you genuinely excited by your idea?” Aristotle (the father of public speaking) believed that successful speakers must have passion for their subject. Ask yourself “I'm excited about this [X] because it [Y]” STORY : building an emotion connection with your audience (in Damien’s case story purchasing 3xhats in Dec) Personal - something you experienced personally or friend. metaphor (i.e. “a Planner Practice is a restaurant, and AMP is the kitchen”) or analogies – compare to different things to highlight similarity (i.e. like every good receipt needs good ingredients, every advice needs good data/fact find) SUPPORT: are the supporting information to build up your idea. Its in 3 only. It’s the three (3) messages you want your audience to receive and leave with that support your idea? WRAPPER: Personality/theme you doing to deliver. More in the last section on “Have a Presence”
14. Introduce yourself and the team: “I my name is Franki Chamaki from Group Strategy.. I want to show you how you can solve business problems by using the wisdom crowd” Title of idea: “Idea Frontier is company wide channel and process for staff to submit their idea and get it hear by the company. We provide support and funding to turn ideas into reality” 2. Engage: Start with something unique and personal to your style. Use: Rhetorical questions Pictures, illustrations, demo or story tell – these will help with connecting with your audience and building ‘pitch recall” Problem and supporting points: How can business harnessing the creative energies and the insights of employees across functions the company to solve a business problem? Requirement: List what you need from the judgers – people, skills, technology, money $ Close & Key takeaway: What would happen if this is not implemented?
15. Just a FINAL word on “WRAPPER” – your presence or the experience you want to leave. Its important to relax and have fun with it. Hold your own. You are the expert of your own idea – no one else. Use as few words as possible and remember not to get into too much unnecessary detail. You’ll get your chance provide more during in your Q&As session. The idea is generate interest and arouse. Your tone of your voice, eye contact, body posture and hand gestures AND remember to PAUSE (for effect). The cloths (formal or informal) depending your idea and presentation style. Avoid jargon and remember to repeat the twitter like headline at least 2 once in the conversation/presentation. Balance presentation: Brain is allowed to build 2 mentals of explanation (verbal and visual). Increase learning by 65%. White space - its visual breathing room and allows your audience to focus in. Passion statement by asking yourself “Why I am excited about this idea?” Watch videos on YouTube, DEMO.com or Start-up Camp - I’ve leave you we a reference guide as hand out. AND LASTLY!!! Practice, practice and practice and refine.
16. OK We are going to break into your idea teams and prepare for 3 minute pitch of your idea. Focus on getting the story and introduction and a little of the support - not the idea itself. You have 5 mins to prepare a pitch focusing on the story, overall structure and wrapper. 3 mins to pitch and about 3 feedback from “Reviewing” team
17. Each team will be assessed by another team AS A GROUP CONSENSE based on: The PILOT, STURCTURE & DELIVERY out of 3 (with 3 being the top score) Purpose to fine-tuning your pitch and discover areas you need to improve - Its safe place to learn (than on a real pitch session) OK, let’s get on pitching!
18. Each team will be assessed by another team AS A GROUP CONSENSE based on: The PILOT, STURCTURE & DELIVERY out of 3 (with 3 being the top score) Purpose to fine-tuning your pitch and discover areas you need to improve - Its safe place to learn (than on a real pitch session) OK, let’s get on pitching!