When Medical Informatics CEO Emma Fauss, Ph.D., got up to give her company pitch, she had poise and a call to action. That earned her a thumbs-up from one important person in the audience.
John Bates, CEO of Executive Speaking Success, was feverishly taking notes during Fauss’ speech. After, he said she had done a good job, but with one caveat — that she introduced herself after he had already done so.
“Did you not like how I introduced you?” he asked her in a jovial manner.
Most people would not want to be singled out in a case like this, but the audience was filled with entrepreneurs who came to hear Bates give his “It Must Be Pitch Craft” workshop at Johnson & Johnson Innovation’s JLABS @ TMC, hoping to walk away with tips on how to create better company pitches.
Bates began working with startups in 1994, with a goal of helping them avoid many of the mistakes he made while trying to do everything from internal presentations to getting funding from investors.
For those who didn’t have the pleasure of attending — and missed one heck of a light saber fight — here’s a breakdown of his words of wisdom.
- Communicating with human beings is not logical, it is biological. Make an emotional connection to the audience, essentially warm up the room, put people at ease and then hit them with the logic.
- People mirror what they see. Make a bad face, and the audience will too. “If you give them something to good to mirror, they will be a good audience,” Bates said.
- Maintain good body language and avoid micro gestures. He advises acknowledging all of the chaos going on in the mind, getting rid of it and replacing the thoughts with something inspiring about the audience.
- When it comes to pitching to investors, these are some of the things they want: Demonstrate teamwork, be likeable and don’t always think shallow. Instead of saying “If we can just get 2 percent of $2 billion marketplace, we will be good,” say “It’s a $2 billion marketplace, and we will show how we can monopolize 2 percent of it.
- Some of the biggest mistakes in pitching happen when people:
- Don’t communicate clearly: “Something unclear will go to the bottom of the pile,” Bates said;
- Insist on telling the entire story: “Your job is to explain enough so they want a second meeting,” he said; and
- Are naïve, which Bates says is another word for lazy.
Some of Bates’ parting advice: “Don’t be the hero of your talk. Make the audience the hero.”
RT @bryanacotton1: Congratulations to our incoming #BigT #NoSONOS Trauma/SCC fellows to the Red Duke Trauma Institute @UTHealthACS @UTHealt…
RT @UTHealth_SBMI: Grahame Grieve Named 2019 Glaser Award Recipient speaks about: "How we are at an exciting time in medicine, such as: Sci…
RT @UTHealth_SBMI: Our special guests, faculty members and students join Dr. Susan Fenton as she speaks about some special informatics cour…
.@TexasChildrens Specialty Care Upper Kirby offers orthopedic care on Saturday mornings! The clinic will be open from 8 a.m. to noon to treat routine and urgent cases. Learn more: https://t.co/6J2vIai2Xb https://t.co/OKtasyK6oX
RT @BCMHouston_News: #Harvey didn't just cause devastating flooding for #Houston, a new study lead by @bcmhouston's Dr. Kjersti Aagaard fou…
Dr. Michelle Ludwig tackles the issue of the attrition of women in medicine in the latest @BCMEthics PolicyWise post. https://t.co/5uIg3M25oV #WomenInMedicine #ethics
RT @TCHResearchNews: .@LabShulman @TexasChildrens, @bcmhouston @bcm_neurosci weighs in on new evidence that points to a problem in waste cl…
MD Anderson Cancer Center@MDAndersonNews
“By women getting #mammograms from ages 40 to 74, they’re less likely to die from #breastcancer,” says our Dr. Therese Bevers: https://t.co/BNYEHFOitr @Forbes #endcancer
Harris Health System@harrishealth
Today, October 18, is #NationalMammographyDay, remember to get screened! https://t.co/DVCYXYvD19
Get smart with Project Heart, a fun, heart healthy resource for K-6 teachers and students that includes elementary lesson plans, teacher worksheets and educational games. https://t.co/t1nosOoERw
RT @UHoustonLib: Go, 'Stros! #TakeItBackFrom the archives: this commemorative certificate was given out at the Astros vs. Yankees exhibi…
Rollin' into #CougarREDFriday with my red shirt and @astros hat like...#TakeItBack https://t.co/c0xtjyNg0w
MD Anderson Cancer Center@MDAndersonNews
@nowell_erica Sending good vibes your way, Erica.
VA Office of Rural Health expands research efforts https://t.co/Halm4BugRr via #VAntagePoint
RT @DankProto: I've learned no matter what situation whether good or bad Go Coogs is always an appropriate response Right @UHouston? Also G…