Crafting Your Pitch deck

In this two and a half minute video I describe how to craft your pitch deck.

2.5 Minutes on Crafting Your Pitch Deck

A transcript of my comments follows.

2.5 Minutes on Crafting Your Pitch Deck

We’ve all suffered through long and painful PowerPoint presentations. But they can be really effective. With my clients, First, I recommend that they keep them short, 10 to 15 slides, and 20 to 30 minutes presentation.

Second, tell a story. People are engaged when they hear a narrative, and it can sometimes sound a little corny, but that’s very true. It could be a day inthe life of how you’ll use this product, here’s what you see. It could be a description of the market and how it’s changing.

Third, and this is I think probably the hardest thing for folks because we’re not all trained visually, keep it visual.  Do not have a lot of text on your slides, and reading the text off a slide is death. We’ve all been in a trade show presentation or presentationswhere people do that, and you know how painful that is.

You can use structures like problem solution benefits. Again, super simple. The one thing I’d say about those narrative structures, is they’re simple.  They’re really simple. You cannot say that much in a slide deck. They say that people, after they’ve watched a presentation, will only remember three things. So, think about the three things you want your prospect to remember, after they’ve left the webinar, or the room that you’ve presented
to them in.

It’s natural that you want to get stuff on the screen about who you are and your team, and what you’ve done. Because if you think about why you’re doing that, you want to validate your position, and you want to justify your place in front of your prospect. But you can do that in one slide. Yeah, you can probably run it in about half a slide, and you want to move very quickly from that to the story that you’re telling.

Finally, do not underestimate mystery. One of the wonderful things about selling technology software, is you’re selling a vision of the future. If you’re selling rolled oats, or bales of newsprint, there’s not a whole lot to tell about it. It’s probably price, delivery terms, how much you can generate. But with software technology generally, you’re talking about what could be. I’m amazed by how even very senior people that I’m presenting to, will visibly if I’m in a live meeting with them, buy into some mystery or magic that you’re presenting. That’s an important part of the narrative.

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