Episode Overview

This episode features Jeremy Diamond, founder of the blog Startup Deck Review, which is dedicated to studying startup pitch decks. He has a rich media background and is an MBA graduate from the University of Washington Foster School of Business. In this episode we will be covering 3 key factors in a winning pitch, how to communicate your “Grit”, and advice for sellers in how to improve their selling conversations.

 

Episode Timestamps

[1:27] How Jeremy Got Focused on Helping Startups Master Their Pitch

• Originally worked in TV production for Discovery and Animal Planet.
• Decided to move to Seattle, get an MBA at the UW, and wanted to work for a tech company.
• Worked for a startup that wanted someone who could think through things from a business perspective.
  • How he got into helping companies fundraise.

 

[3:55] 3 Key Factors in Driving a Winning Pitch

• Their strong understanding of the customer problem that the founder has a mission to solve.
• Their passion to solve the problem. Jeremy talks about their “marrying the problem”
• Their grit. What any investor would be looking at in a founder of a startup:
  • What problem solving “grit” they have to bring to the market.
  • Investors want to know what they are investing in.

 

[9:58] “Grit” – the 3rd Factor

• Grit is a subjective thing.
• When investors are entering into a long relationship with people, they want to know that those people are going to be worthy of the money that they’re investing.
• More unique to Venture Capital.

 

[11:09] Story on How a Founder Communicated “Grit”

• Airbnb pitch deck
  • Founders sold commemorative cereal boxes during the 2008 election
  • Saw a desire path:
    • Recognized that certain data was not being understood by existing hospitality/lodging.
  • As an investor you’re asking these types of questions:
    • What was their character during that challenging time?
    • What sorts of actions did they take?
    • Were they creative in how they marketed and solved the problem?
    • Were they creative in how they operated their business?

 

[12:17] Communicating to your customer that you have the “Grit”

• Making sure that the customers investment in you (your company/your solution) will be money well-spent.
• Paul Smith: Story Telling for Sales
  • Different stories you can tell as a seller.

 

[13:33] Advice for Sellers

• Social Proof.
• Bring in traction:
  • Investors will argue.
• Illustrate why your solution is better than the competition and how you’re going to compete.
• Get and incorporate feedback into your pitch:
  • People like to help as long as they like to give constructive criticism and as long as you like to receive constructive criticism.
• “Cold” Communication.

 

Additional Resources

Start Up Deck Review Blog

Jeremy's Email

Linkedin

Airbnb Founder Grit Story at 20:47

 

If you have a pitch deck that you would like to suggest Jeremy to review, feel free to reach out!

 

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Credits

Sound editing and show notes produced by – ChirpSound