0814A Public Speech.docx
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0814A Public Speech.docx
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0814APublicSpeech
APublicSpeech
LearningObjectives
Bytheendofthislessonstudentsshouldbeableto
1.knowhowtoprepareforapublicspeechinabusinesssituation
2.knowthetipsthatwillimproveyourcompany’sallurewhengivingaspeech
3.knowhowtoanswerthequestionsskillfullyafteraspeech
A.Passageanddialogue文章和对话
1.onereadingpassage阅读文章(1,000字左右)
5Must-HavePresentationTipsForPitchingToAngelInvestors
OneofthebiggestmistakesentrepreneursmakewhenpitchingtoangelinvestorsisbombardingthemwithdataandboringPowerPointslidesinsteadofinspiringandengagingthem.ThisisoneofthekeylessonsIlearnedasIfollowedaFreaderandentrepreneuronhisjourneytoattractfundingforhisstart-up.
Theentrepreneurownsasuccessfulhairsalonandisbuildingaproductforthesalonindustry.Heisbeingmentoredbyagroupthatpreparesstart-upsforthenextstepinthefundingprocess.Oneofmybookswasonthegroup’srecommendedreadinglistaswellsomeofmyFarticles.Theentrepreneurusedtheinformationtocrafthispresentation.Hetheninvitedmetoattendtheactualpitchsinceitwasbeingheldnearmytown.Iwatchedthelive20-minutepresentation,listenedtotheinvestors’feedback,andhadtheopportunitytospeaktoinvestorsafterthemeetingtogaintheirinsight.Theinvestorsrangedinnetworthfrom$25milliontomorethan$200millionand,likemostwealthyinvestors,puttheirmoneybehindanideainreturnforconvertibledebtorownershipequity.
BasedonmyexperienceandtheconversationsI’vehadwithinvestorsmakingearlystageseedinvestments,herearefivethingsentrepreneursandbusinessleadersmustdowhenpresentingtothisaudience.
Tellstories.Thesalonownerbeganwithapersonalstoryabouthisfamily’s100-yearhistoryintheindustry.Hespokeabouttheinnovationshisgreatgrandparentspioneeredinthesalonbusinessandabouthisownpersonalexperiencegrowingasuccessfulbusiness.
Storiesarepowerfulandemotional,yetunappreciatedinmanybusinesspresentations.Angelinvestorstellmethey’redifferentthanventurecapitalists.Theybothwanttomakemoney,ofcourse,butwhileVC’saremuchmorefocusedondata,angelsoftentakeamentoringroleandaremakinganemotionalandfinancialinvestmentintheideaandthepeople.“Themostmemorablepresentationsdon’tstartwithdata,”accordingtooneinvestor.“Theystartwithacompellingpersonalstory.It’snotaboutdata;it’saboutengagement.”
Usepicturestotellthestory.ThefirsttwoslidesofthepresentationIsawdidn’thaveanywords.Insteadtheentrepreneurshowedblackandwhitephotographsofhisfamilybreakinggroundontheirsalonsor‘barbershops’ashetalkedabouttheirhistory.
Picturesarefarmorememorablethanwords.Studieshaveshownthatpeoplewillremember10percentofinformationwhenthecontentisdeliveredverbally.Addaphotographandretentionsoarsto65percent.Angelinvestors—likeallinvestors—wanttoseecharts,graphs,tablesandotherslidesshowingthehardnumbersbehindanidea.Thekeyistobreakuptheslidestogivetheeyesandbrainabreak.Tellstoriesandusepicturestocomplementthenarrative.Onarelatednoteit’simportanttokeepyourentireslidedecktoaminimum.Oneangeltoldmethekissofdeathisa45-slidePowerPointdeck.Investorsprefer10to15slidesatmost.
Expressyourpassion.Angelsinvestinrelationshipsandtheywanttobuildthoserelationshipswithentrepreneurswhohaveafireinthebelly,aconsumingpassiontomovetheworldforward.OverthepastseveralmonthsI’vebeenpouringoveracademicresearchstudies,whichhavefoundthatangelinvestorsweighpassionasoneofthetopthreefactorsorvariablesthatinfluencetheirultimateinvestmentdecision.Passioniscontagious,literally.
Simplyaskyourselfthisquestion:
“WhatamIreallypassionateabout?
”Theanswerwillbeconsiderablydifferentthantheanswertothequestion,“Whatismyidea?
”Forexample,Irecallmeetingwithtopexecutivesatoneoftheworld’slargestmedicaldevicecompanies.Theywereabouttolaunchamajorproductandwantedmyfeedbackontheirmessage.
“What’stheproduct?
”Iasked.
“It’sthefirstdynamichigh-volumeCT-scanthatutilizes320ultra-highresolutiondetectorrowstoimageanentireorganinasinglegantryrotation,”theCEOsaid.
Aftermyeyeshadglazedover,Itriedadifferenttactic.
“Whyareyoureallypassionateaboutthisproduct?
”Iasked.
“Ifyousufferastroke,ourproductcouldmeanthedifferencebetweengoinghomeandlivingafulllifeorneverrecognizingyourfamilyagain”,theCEOanswered.
TheCEOkickedoffthepresentationwithhis‘passionstatement’andsuccessfullywonovertheaudience.Whilepassionisessential,itisnotsufficienttopersuadeinvestors.Investorsneedtoknowthattheproductaddressesarealworldpain.
Introduceavillainandahero.Greatstoriesandmovieshaveavillainwhocausesproblemsandaherowhosavestheday.Inthecontextofabusinesspresentation,thinkaboutvillainsandheroesasproblemsandsolutions.Whatistheproblemyourideasolves?
InthepresentationIsaw,thesalonowner/entrepreneurspentthreeslidesexplainingtheproblems(theinefficiencies)inthesalonindustryandhowhisproductwouldhelpsolvethoseproblems.Angelinvestorsneedtounderstandthepain—orproblem—yourcustomersareexperiencingandhowyouridea,product,orservicealleviatesthepain.
Sharethestage.Investorswanttoseeateam.Iurgedtheentrepreneurtoavoiddeliveringtheentirepresentationonhisown.Hedecidedtointroducehismarketingdirectorwhodemonstratedtheproduct,andhisCTOwhoexplainedtheback-endtechnologybehindtheproduct.Heevenshowedavideoclipofapotentialcustomerintheindustrywhopraisedtheidea.Thevideoservedtwopurposes—itaddedafourthpresenterandprovidedamultimediacomponenttothepresentation.
Assoonasthepresentationended,anangelinvestorraisedhishandsaid,“Idon’thaveaquestion,butacomment:
Bravo.Inmostofthepresentationswesee,theCEOdeliversthewholething,butweknowit’simpossiblefortheCEOtoknoweverything.Ilikedthefactthatyougaveyourteamarole…andthevideotestimonialwasgreat.”Theentrepreneur’spresentationsuccessfullypersuadedseveralinvestorstotakethenextstep.He’sonhiswaytoseeinghisdreambecomeareality.
Althoughventurecapitalistsgrabtheheadlines,FcontributorDileepRaosaysmostentrepreneurswillneverseetheinsideofaVC’soffice.It’simportanttounderstandangelinvestorsbecausetheyareaprimarysourceoffundingforstart-ups.Topitchyourideasuccessfully,youmustreachtheirmindsandtheirhearts—inspireandengage.
本文link:
2.twoormoredialoguesbasedonthereadingpassage两个以上基于阅读文章的对话
Ann’sPresentationPitchingtoAngelInvestors
Annisgoingtodoapresentationabouthercompany’snewlydevelopedproduct,whichtheenvironmentwillbenefitfrom.Sheisaimedatwinninganangelinvestment.
1
Ann:
Beforestartingmypresentation,canIshareastorywithyou?
I:
Yes,please.
Ann:
Ilivedincountrysidewithmygrandparentsinmychildhood.Theskywasbluebackthen.Myfavoritethingwastorunalloverthewildfieldsanddrinkwaterfromthelakedirectly.Butthingschanged.Throughtheseyears,allkindsofpollutionhavedestroyedmyhomeland.
I:
Haveyouevergonetoyourhometownrecently?
Howdoesitlooklikenow?
Ann:
WhenIwentbacktomycountrysidelastyear,Isawruinedfieldthatcouldnevergrowwheatandpolluteddirtywaters(水域).Iwasstunned.
I:
Iwasattractedbyyourstory.Icanfeelyoursorrowwhenyoufindyourhometownpolluted.Canyoushowmehowdoesthisproducthelpchangetheenvironment?
Ann:
Noproblem.Iwillillustratethisproducttoyou.Youcanseeitclearlywiththesepictures.Also,wehavethepictureofthebefore-aftereffectofusingit.Afterinventingthisproduct,Icanseeapromisingfutureofmyhometown,forthisproductcanhelpbuildabetterfuturewithlesspollution.
I:
Ireallyappreciateyourpreparation.Canyoushowmemoredetailsplease?
Ann:
Ofcourse.Herearesomedataaswell.
I:
Icanfullyunderstandyourproductnow,andthinkhighofit.Iwonderwhatistheultimatepursuitofyourproduct?
Ann:
Iwishyoucanunderstandmydream.Ihaveadreamofdoingsomethingthatcouldbenefitnotonlymyhometownbutalsotheworld.WhenIseethisproduct,Iimmediatelythinkofmyhometownandmyearlydream.Theultimatepursuitistochangetheworldintoabetterone.
I:
Quitegood.Whydoyouhaveconfidencetowinmyinvestment?
Ann:
Everyonewantstodosomethingthatcanhelptobuildabetterworld.Ihavethisconfidence.
I:
Wonderful.Lookforwardtocooperatingwithyou!
2
Ann:
Ialsowanttosharemyteamwithyou.Withoutthem,wewon’thavethisgreatproduct.
I:
Good.Iappreciatethatyouhavetheideaofsharingandbeingthankful.Icouldseeateamfullofloveinyourpresentation.
Ann:
Thanks.Asuccessfulproductistheresultofawholeteam’sendeavor.Wearefightingtogetherforthebestproduct.
I:
Iamwonderingthathowyourteamcorporatewitheachother.Inotherwords,whenyouhadsomeconflictsontheideasofthisproduct,howdidyourteamsolveit?
Ann:
Itisnosurprisethatateammustfaceallkindsofdifficultiesincludingtheconflictsbetweenthemembers.Accordingtoourexperience,Ithinkthebestwayistocommunicatedirectly.Thereisnosuchproblemthatcouldnotbesolvedthroughcommunication.Weleto
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