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Making a Great Elevator Pitch

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Making a Great Elevator Pitch Prepare Message Map Then 1 or 2-minute pitch Introduce yourself and your team Remember to smile from time to time Tell us what you are ... – PowerPoint PPT presentation

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Title: Making a Great Elevator Pitch


1
Making a Great Elevator Pitch
  • Prepare Message Map
  • Then 1 or 2-minute pitch
  • Introduce yourself and your team
  • Remember to smile from time to time
  • Tell us what you are pitching (short title)
  • Tell us what problem you are trying to solve
  • Start by laying out your value proposition

2
Value Proposition
  • How exactly does your product or service benefit
    a single client or customer?
  • Show how by buying your product or service, a
    client can make money from it or lower their
    costs or do both
  • Introduce some pixie dust or differentiated
    value
  • Create a sustainable enterprise with a long term
    competitive advantage

3
Delivery
  • Please name your group/sign up for our pitch
    event/L3, Lecture 3
  • Practice! Record your pitch on YouTube
  • Group gets up to give elevator pitch
  • Max 2 mins/1 or more may speak
  • Can use props or message map but not slides
  • Feedback from class and prof
  • Re-record and submit for Lecture 4

4
Elevator Pitches
  • How to make an EP, Sean Wise
  • http//www.youtube.com/watch?vTq0tan49rmc
  • Elevator pitch twist
  • http//www.youtube.com/watch?v98WlZJqscVk
  • We put your brand in their hand
  • http//www.youtube.com/watch?vi6O98o2FRHw
  • 6 Elevator Pitches for the 21st Century
  • http//www.youtube.com/watch?vXvxtC60V6kc

5
  • What is a Message Map?
  • Precedes 2-minute Elevator Pitch
  • Summarizes your value proposition
  • Forbes Contributor Carmine Gallos recommends
    creating visual display of your story on one page
  • But start with twitter-friendly (140 characters
    or less) message summarizing (one) over-arching
    purpose underpinning your mission, organization,
    enterprise, value proposition

6
  • What is a Message Map?
  • Next add three or four supporting points
  • Adding depth and understanding for your audience
  • What it is you do and can do for customers,
    suppliers, channel partners, employees and
    communityyour stakeholder ecosystem
  • Expanding on each of your three or four main
    points by adding a few bullet sub-points
  • Sub-points need to be specificdata, examples,
    statistics, stories

7
Message Map
Skuzzles creates limited edition cult-classic
posters
MIND
SOUL
BODY
Unique
Customer Connection
High-Quality
  • Deep understanding of customer and culture
  • Continuous feedback loop
  1. World-renowned artists
  2. Limited posters
  3. Limited sale time
  1. Silk-screen printing
  2. Kraft-tube shipping
  3. Major motion picture licensing

http//youtu.be/yB4eTf_WfEw
8
Haider Ali Dave White
9
Skuzzles
Business Model
Website www.skuzzles.com (also own .org and
.ca) Facebook /skuzzles Twitter _at_Skuzzles
Marketing (next slide)
Supplier 1st
Supplier 2nd
Customer 1st
Customer 2nd
  • Software Suppliers (ex. Adobe Photoshop)
  • Art Supplies

Artists
Secondary market shoppers (i.e. eBay, in-person
trading)
  1. Fans of the Film
  2. Fans of the Artist
  3. Fans of Skuzzles
  4. Fans of the Artwork
  5. Flippers (buy/sell prints to reap profit)

DL Screen Printers
  • Print Equipment
  • Supplies (paper and paint)

Movie Production Studios
  • Intellectual property (movie and all aspects
    associated with movie)
  • Human Capital (website development)

Shopify
  • Movie production companies

MayFair Theatre
  • Competitive Advantage
  • major movie production studio licensing
  • established relationship with suppliers and
    established community
  • existing product line
  • diverse staff skill-set
  • customer connection (know what they want by
    listening to their needs)
  • Value Proposition
  • unique, one of a kind prints
  • limited edition collectible items (typically high
    resale value)

10
Marketing Dimension
  • Blogs
  • ExpressoBeans.com
  • consistently reach 1 spot on this website by
    utilizing our community network
  • Prizes/Giveaways
  • Include extras in shipping tubes
  • Social media / networking (Facebook, Twitter,
    Reddit)
  • Host events at theatres and attend film festivals
  • Give prints to people with popular Youtube
    channels
  • Get artists to promote the print through their
    website and social networking platforms

11
Two Final Thoughts
Scalability
Goals
  • Increase followership
  • Increase the number of number of prints offered

In an attempt to
  • Turn the supply side (movie production) into a
    profit center through promoting upcoming movies
  • Compensate artists with prints and exposure

IRR (current) IRR with goal attainment
87 183 (minimum)
12
Thank you! Questions?
13
  • What is a Message Map?
  • Message maps, according to Gallo, work each and
    every time with complex concepts, products,
    services
  • More complex it is, more you need message map

14
  • What is a Message Map?
  • Allows clear, concise communication not only by
    leaders but also frontline, customer-facing
    employees, developers, product managers, sales
    people, marketing agencies as well as enterprises
    upstream and downstream in business ecosystem
  • Explains what you do in 15 seconds!
  • Gallo on YouTube http//youtu.be/phyU2BThK4Q

15
Example GradeATechs.com
  • "You know people can either disassemble their PC,
    put it in their car, take it to a local repair
    shop, be told it'll take two weeks and will cost
    150 only to find out that it will really take
    three weeks and cost 250 bucks and that their
    hard drive got accidentally wiped. Alternatively,
    they can log on to or call GradeATechs.com, make
    an appointment and have a highly trained,
    certified Grade A Tech come to their home or
    business and fix the problem in a couple of hours
    for 120, guaranteed."

16
How Big is the Opportunity?
  • Never say that if you could just get (say) 1 of
    this (really huge) market, you would be set for
    life.
  • Will the enterprise outlive the founder?
  • Example The computer repair industry is huge
    and growing fast and the repair industry is full
    of 'mom and pop' shopsits an industry that the
    established players arent particularly
    interested in. At any one time, about 30 of the
    PCs and laptops in the US and Canada arent
    working up to their potentialthats around
    180,000,000 computers that need our help!"

17
Work in Some Other Stuff
  • Talk about your business model
  • Talk about your team
  • Talk about your technology
  • Talk about why you think you are going to be
    successfulwhat you actually bring to this
  • Talk about how you are going to generate cash

18
ExampleGradeATechs.com
  • "What's neat about GradeATechs.com is that we
    have a backend system called GASnet, which
    basically matches our Techs with our
    clientsclients give us a couple of windows when
    we can do a site visit and then our Techs can log
    on to GASnet and take the jobs they want maybe,
    for example, the ones closest to where they live.
    Plus we have an endless supply of workers
    toothere are engineering and CS or IT students
    at colleges and universities in practically every
    major city who want to make 25 bucks an hour!"

19
ExampleGradeATechs.com
  • Our cash conversion cycle is actually negative
    at GradeATechs.com. As soon as we complete a job,
    our techies use GASnet to bill the clients
    credit card. We have practically no receivables
    and we get paid, on average, one week before we
    have to pay our major supply cost the techies!

20
Marketing
  • How do you intend to drive sales
  • Opportunities are useless if you have to spend
    2m on a Super Bowl commercial before you get
    your first client
  • How will you cost-effectively market your
    products or services (i.e., sign up clients or
    customers without heroic efforts)

21
ExampleGradeATechs.com
  • Started with signs on telephone poles and street
    lights
  • Used lawn signs
  • Plus hand bills and flyers
  • High page rank from Google

22
Every Great Elevator Pitch must Meet Four Key
Tests
  • Must be succinct youve only got one or two
    minutes.
  • Must be easy to understand. Both your grandma and
    your grand kids have to get it. Your product or
    service should appeal to more than one
    generation.
  • Must be greed inducing. Investors want to make
    money. Clients want to know that buying your
    product or service is a negative costthe
    benefits generated are greater than its cost.
  • Must be irrefutable. If your Elevator Pitch
    leaves the investor or customer with more
    questions than answers, youd better go back to
    the drawing board.

23
GradeATechs.com A Success Story
24
GradeATechs.com A Success Story
  • OTTAWA, ONTARIO
  • BELLEVILLE, ONTARIO
  • BROCKVILLE, ONTARIO
  • GATINEAU, QUEBEC
  • KINGSTON, ONTARIO
  • MISSISSAUGA, ONTARIO
  • MONTREAL, QUEBEC
  • NEW TECUMSETH, ONTARIO
  • OAKVILLE, ONTARIO
  • TAMPA, FLORIDA

25
Getting Organized
  • Split into teams
  • 2 to 4 persons per team
  • Decide who is going to make the pitch (max of 2)
  • Prepare the pitch
  • Practice and critique your pitch/record for
    YouTube

26
The Pitch
  • Assemble the whole team at the front of the class
    with your pitch person in front
  • Dont go overtime
  • Have fun!

27
The Pitch
  • Re-record YouTube pitch and submit URL for L4
  • Dont forget to read
  • http//profbruce.tumblr.com/post/65789207987/how-
    to-make-a-great-elevator-pitch-for-any and
    http//www.dramatispersonae.org/?p87
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