EBAA Eye Banker Leadership Program Eye Bank Association of America – Spring 2020

Elevator Pitching 101: Basic & Advanced Building Blocks Elevator Pitch Examples & Templates

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E L E V A T O R P I T C H B A S I C B U I L D I N G B L O C K S

Exercise #1 – ONE WORD PITCH What is one word you want your customers to think of when they think of your product or service? Exercise #2 – 3 SECOND PITCH We are a [your product] that helps [your customer] do [your solution]. Exercise #3 - SUMMARY SENTENCE COMPANY/FOUNDERS NAME(S)____________________________________________

TYPE OF COMPANY/PROJECT______________________________________________

CUSTOMER/STAKEHOLDER(S)_____________________________________________

PRODUCT/SERVICE/PROJECT ______________________________________________

KEY BENEFITS___________________________________________________________

CHIEF COMPETITORS_____________________________________________________

WHO ARE YOU ?

WHAT DO YOU DO ?

WHAT PROBLEM DO YOU SOLVE ?

HOW ARE YOU DIFFERENT ?

WHY SHOULD I CARE ?

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Example: Franalytics is a software company that has developed a business analytics tool for franchise business owners that is more powerful, easier to use, and provides more actionable data than existing solutions like ClearStoryData and Qualtrics.

Version #1:

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Version #2

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Exercise #4 – 3 ACT STORY Turn your pitch into a three-act story, using no more than 30 words for each act. Act 1. We meet our hero. Act 2. We discover a problem. Act 3. Our hero finds the solution. Act 1: Vasyl is a presentation designer, he works with startup founders and industry leaders to create beautiful and clear presentations. Act 2: Every conference Vasyl visits it's the same thing, a parade of boring bullet-point presentations. The problem is, not everyone knows where to find a professional designer tohelphimimprovehispitch.Act3:SoVasylmadeanaffordabletemplatethatallowsanyonetodesignaneye-catchingpresentation.Nowthere'snoexcuseforalousypitch! _____________________________________________________________________________

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Exercise #5: DEVELOP A STRATEGY STATEMENT* FOR YOUR IDEA, PRODUCT, OR PROJECT FOR (target customers – beachhead segment only)

WHO ARE DISSATISFIED WITH (the current solution or market alternative)

OUR PRODUCT/IDEA/PROJECT IS A (product category)

THAT PROVIDES (key problem-solving capability)

UNLIKE (the product alternatives)

WE HAVE ASSEMBLED (key whole product features for your specific application)

*Geoffrey Moore, Crossing the Chasm

Example: For schools with large enrollments in Texas and Oklahoma who are dissatisfied with their outdated attendance systems. Our new product, iRollCall, is a wearable attendance tracker device and smartphone application. That provides an easy to use interface that more accurately tracks students’ tardiness and absences. Unlike current attendance tools that require manual input and produce disjointed reports, iRollCall automatically tracks attendance through geo-fencing technologies and provides real-time and historical data for teachers, administrators, and parents.

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E L E V A T O R P I T C H I N T E R M E D I A T E B L O C K S

E L E V A T O R P I T C H A D V A N C E D B L O C K S

TEAM / BOARD MEMBERS

EXIT / INVESTMENT ASK

BUSINESS MODEL OR COST / FINANCIALS / PROJECTIONS

COMPETITION / ADVANTAGES / VALUE PROP

SOLUTION / IP STATUS / HOW IT WORKS

SIZE OF PROBLEM / VALIDATION / MARKET

PROBLEM / PAIN / CUSTOMER(S) OR STAKEHOLDERS

VISION / MISSION / SUCCESS STORIES

PROTOTYPE / DEMO

FUTURE TARGET MARKETS / TESTIMONY

GO TO MARKET STRATEGY / DISTRIBUTION CHANNELS

CUSTOMER ACQUISITION / ENGAGEMENT NUMBERS

CURRENT SALES / USERS / CONTRACTS / PARTNERSHIPS

MILESTONES / REVENUE GROWTH

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B R A I N S T O R M I N G F O R Y O U R E L E V A T O R P I T C H

WHAT DOES YOUR AUDIENCE (SCHOOL BOARD, CUSTOMER, DONOR) CARE ABOUT?

WHAT ARE THEIR NEEDS? WHAT MOTIVATES THEM?

WHAT DO THEY NEED TO KNOW – NOT KNOW?

WHAT ARE THEIR OBJECTIONS?

WHAT TYPE OF INFORMATION WILL PERSUADE THEM? (DATA, TESTIMONY?)

HOW WELL DO THEY KNOW YOU?

HOW MUCH TIME WILL YOU HAVE?

WILL YOU HAVE VISUAL AIDS?

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E L E V A T O R P I T C H E X A M P L E S

In the U.S., 18% of women will be sexually assaulted in their lifetime. (LOGOS: STARTS WITH AN ATTN GRABBING STAT) That's almost one out of every five women in our country. (DATA TO MEANING) We may not know who they are, but these women are not faceless. They are our daughters, they are our girlfriends, and they are our friends. (PATHOS: APPEALS TO ALL OF US | RULE OF 3) While date rape drugs are often used to facilitate sexual assault, very little science exists for their detection. (IDs GAP & NEED) Our goal is to invent technologies that empower women to protect themselves from this heinous and quietly pervasive crime. (CLEAR GOAL, SOLUTION) For our first product, we are developing a nail polish that changes color when it comes in contact with date rape drugs such as Rohypnol, Xanax, and GHB. (WHAT IT IS | RULE OF 3) With our nail polish, any woman will be empowered to discreetly ensure her safety by simply stirring her drink with her finger. (HOW IT WORKS) If her nail polish changes color, she'll know that something is wrong. (SIMPLE DESCRIPTION, NO JARGON ABOUT HOW IT WORKS CHEMICALLY) Through this nail polish and similar technologies, we hope to make potential perpetrators afraid to spike a woman’s drink because there’s now a risk that they can get caught. (VISUALIZATION) In effect, we want to shift the fear from the victims to the perpetrators. We are Undercover Colors and we are the first fashion company empowering women to prevent sexual assault. (ENDS WITH TAGLINE)

208 WORDS ~ 90 SECONDS

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There are over three million floatable miles of waterways in the United States. (LOGOS: STARTS WITH AN ATTN GRABBING STAT) Almost every one of them are: (DATA TO MEANING)

1. The source of somebody’s drinking water 2. The source of recreation – fishermen’s tales and childhood memories 3. The source of catastrophic floods

(PATHOS: APPEALS TO AUDIENCE | RULE OF 3 + PARALLELISM) Yet, surprisingly, almost none of them are mapped using leading edge mapping techniques. (IDs GAP & NEED) What is a good map? It tells you where you are…and helps you get where you are going. (PREVIEWS SOLUTION) What is an excellent map – it’s navigable, it’s immersive, it integrates data and communication to give you actionable information!! (CLEAR GOAL, SOLUTION; FEATURES & BENEFITS) FishViews creates SmartMaps…. (MENTIONS COMPANY NAME) excellent Maps of waterways…360 degree high definition tours of rivers and lakes on your desktop, mobile device, or virtual reality. (SIMPLE DESCRIPTION, HOW IT WORKS) FishViews is more than an idea. Current revenues come from the tourism and conservation industries. (IDs MARKETS & SALES, QUANTIFY WHEN POSSIBLE) We are in process of closing out a 6-figure seed round in the next 30-days. (NEXT STEPS or ASK) FishViews puts you on the water without getting you in the boat. (ENDS WITH TAGLINE)

159 words ~ 1 minute

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OH MY GOD!!!... (ATTENTION GETTER) These are NOT words that you want to hear from a Doctor, looking at a wound on your leg that puts you at serious risk of amputation... That was my scary experience 12 years ago. (PATHOS & ETHOS: NARRATIVE) Sadly, 415M diabetics live with that fear daily (LOGOS IDENTIFIES MARKET PROBLEM) as a leg is lost to diabetes every 30 seconds (DATA TO MEANING) despite the fact that these amputations are 85% preventable! (IDs GAP & NEED) In the US alone, this is a $3B market problem that is also literally costing the lives and limbs (ALLITERATION) of our friends and family. (PATHOS: APPEALS TO ALL OF US) I’m Eric Frey, Founder of MedNoxa, (MENTIONS COMPANY NAME) a medical device startup commercializing a patented oxygen generation bandage (SOLUTION: SIMPLE DESCRIPTION) That uses hydrogen peroxide to (1) deliver Oxygen gas and (2) promote rapid healing with (3) less scaring. (HOW IT WORKS| RULE OF 3) It is an affordable, convenient, proven, OTC solution that meets the needs of providers, payers, and patients alike. (FEATURES & BENEFITS) We are currently raising a $750K seed round to accomplish initial design, regulatory and manufacturing milestones. (NEXT STEPS & ASK) Join our quest to save life and limb as we reinvent healing. (ENDS WITH TAGLINE)

168 words ~ 1 minute

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Y O U R E L E V A T O R P I T C H : C U S T O M E R / S T A K E H O L D E R

PROBLEM OR PAIN IN THE MARKET (LOGOS: STARTS WITH AN ATTN GRABBING STAT)

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SIZE OF THE MARKET (DATA TO MEANING – MEANINGFUL STATISTICS)

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STORY, ANALOGY, EXAMPLE, METAPHOR (PATHOS OR STORY: APPEALS TO ALL OF US)

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SOLUTION/IDEA/PRODUCT/PROJECT (CLEAR GOAL, SOLUTION)

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SOLUTION ADOPTION (HOW IT WORKS)

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FEATURES & BENEFITS (SIMPLE DESCRIPTION, NO JARGON) & (VISUALIZATION)

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VISUALIZATION/WHY NOW (WHAT LIFE IS LIKE WITH THE NEW PRODUCT)

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CALL TO ACTION/NEXT STEPS (WHERE DO YOU FIND/SUPPORT THE PRODUCT)

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STAND OUT DETAIL (ENDS WITH TAGLINE)

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ã The Pitch Academy, 2020 DO NOT DUPLICATE WITHOUT PERMISSION