Pitch and Presentation Tips

It's important to be versatile and to be able to deliver your pitch in a variety of different media. These days, a growing number of businesses take to YouTube to deliver their business pitch. Some angel investors like Berry have taken to reviewing some of the YouTube pitches before scheduling a face-to-face meeting with an entrepreneur. "It's a new world," Berry says. "That lets me see the people as they talk about their business and how they manage communication. It gives you more access to information faster."

Berry's new pitch website suggests entrepreneurs adhere to the following five steps to deliver the perfect pitch:

•    Be specific and concise. Know what you want to say. Know your business plan. Pick out what matters most.
•    Sell yourself. This is the "why me" section. Talk about your skills, background, vision and why you can make it work.
•    Sell your offering. Berry calls this the "heart" of the pitch. What need does your business fill? Why is anyone going to buy your product or service?
•    Close the deal. This is where you put your salesman's cap on. Make sure to make a strong finish.
•    Nail your delivery. Practice makes perfect. So practice your pitch and presentation in front of family, friends, business associates, etc. and get feedback on how to improve it.

You also need to avoid some key pitfalls.
•    Don't memorize the presentation. "Know it like the back of your hand and be able to give it fluidly, using different words each time," Berry says.
•    Avoid PowerPoint faux pas. The formal pitch is usually accompanied by a presentation, most often a slideshow, which you should also hand out to attendees at the pitch presentation. "Avoid bad PowerPoint like the plague," Berry advises.
•    Keep in mind what's in it for investors. "Describe what benefits you offer to specific investors and how that will make your investors money," Berry advises.

Stay Flexible. In the text books, the standard process is that you make an elevator speech that produces a request to see your business plan, followed by an opportunity to pitch, which ends with investors offering you funding. However, Berry says, "The real world is not nearly as orderly as this would imply." Follow up with the investor but remember that the relationship is only going to work if it is mutually advantageous. If they want to invest, make sure you work with an attorney you really trust.

In the end, you should think of the pitch and present process as a filter. "If nobody wants to invest in your business, yes, you might be the true visionary in a world of lesser beings, but -- no disrespect intended -- it's much more likely that the world is delivering you an important message," Berry says. "Maybe you need to revise your plan, go back to the drawing board and improve it. On the other hand, maybe this idea has fatal flaws and isn't going to work, and your failure to raise money has saved you a lot of heartache."