Oren Klaff - How To Pitch Anything

What changed since our last interview. Talking at Tony Robbin’s stage. Why I like the big stages of 5000 people. When you have a message to give, it makes a difference. $100,000 engagement. Transforming people’s perspective of what is possible with their perspective. How I start all my speeches. Asking for $50m is something at the edge of the human experience. People want what they can’t have. People chase that which runs away from them. People only value that which they pay for. The buyer is programmed to say maybe or no. Hijacking the investor’s process and making it our process. Be yourself ‚Äì horrible advice. Information has no convincing power in today’s world. When going into a pitch, you give people ideas. Make yourself the centre of the world for information they need to get ahead in their business. Pitching vs Selling Status and social proof. How to start a pitch? 2 kinds of pitching. Pitching to raise money. When to talk first. Important to run the pitch professionally. Take charge. Only speak for as long as you are compelling. Bring the size of your presentation down so that people are riveted at the edge of their seats. Have to provide insights. Oh yeah, that makes sense. Video you. Take picture of your slide. I did not think of the world in that way. But now you explained it in that way, I understand why something has been going wrong and something has been going right. The Greatest American Hero. Helping people to understand some of the randomness in life. Not just new information but information that they feel is usable and simple and accessible. What do you say to people who think I don’t pitch. You need resources to do things. You need people to agree with your perspective. Vacation pitch. Why go to Hawaii now. Pitching is American. The things that tantalises the brain receptors work everywhere. Offer somebody something, and then tell them they can’t have it. They will really want it. NPR. Receptors in the brain. I need simple things that work. Easy to do. Simple to measure and manage. High value response. If you write me a cheque‚ Given them the opportunity. Don’t give away free opportunity. Pitching and pickup. Peacocking. Negs Oren 10 years ago. Internal talk gets externalised. Little Oren needs to go take a seat. Big Oren is up. 3 biggest mistakes when going into a pitch. Make the pitch a practised presentation. Make the pitch sound fresh. How long to practice a pitch. With a slide deck, and a clicker, you should be able to click without looking. At slide 6. And then this happens. $8Billion dollar fades away if you don’t do this right. Never lost eye contact. Confidence monitor. Losing energy and rapport and transactional equity when looking back to the slides. No pencil. No paper. No pen. No briefcase. Going down to the mat. Billionaire, zero-inaire. Billion dollar bridges gets sold in 20 minutes. The less stuff you taking, the better your presentation. If I’m pitching you, I guarantee you buying something you don’t necessary want to own. Edutainment. Intensity. Have to get the humour and humility up to continue to amp up the intensity. Comedy. Sample presentation on a mop. Lindsay Lohan’s mini bar tab. We could be King. Philadelphia high school football team. Hunger and humble. Hunger and humility. You are controlling the social environment, but you have to make them happy to want to be there. I can’t pitch a tent. Take out the neediness. Take out the thank you. Take out time. Less is more. Stop displaying weak behaviours. Let the big boy come out. Begging. Present a “new” problem. Most people present a solution. Why the obvious choice will lead to problems. Introduce new information. Make the logical choice will lead to problems. Pitches that didn’t go well. Speaking to the Houston Texas Utility Association. Meeting Emmitt Smith. OMG are you Randall Cunningham? Talking to 3 old ladies. Red flags. Series A in Silicon Valley. Not familiar with the territory. Not understanding how buyers buy. None of what I see and half of what I hear. Understand the buyer’s process. Not going to break a buyer’s process. How venture capital firm works. Andreessen Horowitz. We are in a bull market in tech. They have so much deal flow. They get the best supplies. They get the premium deals. They get the first looks. Success secret. What does your family think of you, pitch anything? Advice to the 18 year old Oren. Best advice ever received. Advice for the 20 year old out there. What resources do you have for people. This is my art form and I care that people do this well.