Two key elements are face-to-face and the elevator pitch that captures their interest quickly NOT with the numbers, rather market demand and why you exist.
Get quickly to the:
- market you are in
- demand / problem you solve
- size of the opportunity.
Make it personal, compelling and memorable. They will remember you, for your story that is supported by the numbers not the other way around. “Captivated by the story, convinced with the numbers“ as Kern mentions.
Kern identifies and I agree, the 7 most important elements of your presentation are:
Make yourself “likeable” and “memorable” as you address the 3 points mentioned above.
2. Management Team
First they buy into the idea, then they evaluate the team. Sell yourselves. If the capital you are looking to raise is for expansion, focus upon past successes and why capital is holding you back. If you’re a start-up, sell your past successes, quantifiable results, awards … like there’s no tomorrow.
3. Why you exist
The problem or unfulfilled demand you solve and how you do it.
4. Competition and barriers to success
This one’s a little trickier. You’ll need to demonstrate you’ve done your homework. Share with them the barriers AND then convince them why they are NOT barriers.
5. Achievements to date
Expand the confidence you’ve established in yourselves, the management team but now focus on measurable company achievements to date. If you’re a start-up sell the idea, sell the dream. Keep in mind Google, Facebook et al started here as well and not so long ago.
6. Road map for the future
How you’ll get there by focusing on sales, marketing, production and distribution cycles.
“Convince them with the numbers” keep them realistic, have low/high contingency plan in your back pocket, allude to the upside.
If you’re in the market I encourage you to read Kern’s article.
If you need help, please give me a call.