pitching is a science...closing is an art

“Pitching is A Science…But Closing

is an Art” Startup Pitch Bootcamp:

9/20/2012 Chris J Snook; Managing Director at Incubate Holdings

MENTOR SESSION #2

Copyright 2012 Chris J Snook

Raymond Holliwell Book: Working with The Law


“Ask the farmer about his crops. He will tell you his problem is not scarcity, but oversupply…The supply is greater than demand, and demand is determined by man’s own thinking…If your need is supply then your religion must be the same…to use the law you must think supply, talk supply, and live supply with every thought.”~© 1964

1st Law

1) The Need 2) Your Ability (Much gathers More..) 3) Your Replace-ability (Investor Opportunity Cost and Comfort Zone)

The Law of Compensation

Will we ever raise

enough money?


Key Fact: There are only two ways to make money (You must think like an investor when pitching-‐Its about them not you!!!!!) 1) You at work 2) Money at work

Pitch

Science


Get the capital using S.I.M.P.L.E. M.A.T.H.

Short & Tangible InteresQng Management Experience Problem & Pain Leverage & Scale Enthusiasm Market (Make one or Take one) Advantage (Team, I.P., Speed, Balls, etc) TacQcs and the ability to execute under pressure Humble

The Art of Influence


Closing is a team sport Understanding the Scales of Influence Remember: 95% of people can gather interest 5% of people can take checks Triangulate the third party with Trust/Respect Master the art of F.O.R.M.

Source: www.theispot.com

Scales of Influence

Ask-Invite-or Tell


Higher

Peer

Lower

Trust/Respect

Nothing is more powerful than Third

Party Edification


Expert

Prospect You

Rapport is an A.R.T. F.O.R.M


Family (Where from, etc) OccupaQon (What they do, how they feel about it, what they like, dislike) RecreaQon (Hobbies, teams, fun) MoQvaQon (What makes them ‘move’-‐What they want to gain or preserve)

Approach Respect & Recipricate Take Control by Giving it away

Master the ability to build bridges with

people

TIP: Drink in lot’s of A.L.E. with them to win em over!

Q & A

Chris J Snook Email: [email protected] Office: 760.501.0439


pitching is a science...closing is an art

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