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¿Cómo crear un pitch de alto impacto?

No existe una estructura única para hacer un pitch, pero si lo que quieres es impactar, tienes que contar una historia. Storytelling es fundamental al momento de influir y convencer a otras personas porque a las personas nos mueve a la acción escuchar una buena historia. Y esto no solamente aplica para presentar tu startup, sino que también funciona para venderle una idea a tu jefe, conseguir nuevos clientes o para negociar con tus hijos. Los más grandes empresarios son los que han podido vender un concepto sin un producto real; sino, a través de historias, como fue el caso de Steve Jobs con Apple.

A lo largo de mi experiencia, he tenido que pitchear en cuatro emprendimientos distintos. Cada uno de los pitches que hice en el pasado me ayudaron a hacer el siguiente y el siguiente mucho mejor. Empecé en Perú, pitcheando en foros pequeños; pasando por ganar un concurso en el Web Summit en Irlanda, y levantando capital con mi último startup, Arcturus BioCloud. Ahora te voy a contar cuál es la estructura que me ha funcionado para convencer a inversionistas de que deben invertir en mi empresa y en mí para hacerla realidad.

  1. Captúralos: Arranca con un opening que tu audiencia no se espere. Recuerda que inversionistas están acostumbrados a escuchar pitches todo el día y los primeros 10 segundos son decisivos para mantener su atención a lo largo de toda tu presentación.]
  2. Presenta los personajes: La mejor manera de contar cualquier historia es hacerla personal para acercarte a tu público. Crea un personaje, ponle un nombre, cuenta cuál es su contexto. Permite que tus interlocutores se pongan en su lugar antes de continuar con lo siguiente.
  3. Introduce el problema: Ahora deja a tu audiencia saber qué es lo que molesta, incomoda, o duele a este personaje, los retos y dificultades que atraviesa, haz que ellos lo sientan también.
  4. Sorprende con la Solución: Este es el momento de trasladarnos a la solución, y causar un ¡wow! en la audiencia. Sé explícito en el valor y diferencial de tu idea respecto a otras, queremos que sepan que esto no es más de lo mismo.
  5. Dimensiona el mercado: Demuestra que invertir aquí es una gran oportunidad de negocio, cuéntales cuál es el potencial mercado de tu solución, cuántas personas y cuánto están dispuestas a pagar por ella.
  6. Presenta tu equipo: Hasta ahora, tu audiencia ya compró el problema, la solución y el mercado. Entonces, es momento de convencerlo de que tú tienes el equipo ideal para triunfar en este negocio. Demuestra que tienes las capacidades, recursos, conocimiento y tecnología necesaria para hacer esto mejor que ningún otro.
  7. Muéstrales el potencial de crecimiento: Luego, tienes que llegar a los números y demostrar que tu negocio tiene el potencial financiero de ser una empresa unicornio (denominación para referirse a empresas valuadas en $1BN). Para sustentarlo no hace falta un plan de negocios clásico, sino hacer estimación de la valorización de tu empresa en determinadas etapas, dada determinada selección de mercados. Esta sin duda es la parte más compleja porque es donde tienes menos información disponible para sustentarlo.
  8. ¡Call to action!: Si estás presentando algo e invirtiendo tiempo en tu presentación es por qué quieres conseguir algo. Entonces dale un espacio claro a tu presentación para cerrar siendo explícito en lo que necesitas, ya sea levantar fondos, generar un aliado estratégico, conseguir clientes corporativos o aquello que necesites para seguir creciendo.

Y el toque final para tu próximo pitch debe ser un componente diferenciador. Por ejemplo, para graduarme de Singularity University, teníamos que grabar un video sobre nuestras ideas de negocio. Entonces, hice un video pitcheando con una corbata michi. Y desde entonces, la gente me recordaba por esa misma corbata, que a todos mis pitches me acompañó y me hizo más memorable para que después me puedan reconocer.. Entonces, encuentra tu manera de diferenciarte y posicionarte ante la audiencia con un estilo propio.

Para pitchear, no es necesario inventar la pólvora. Cada día, decenas de startups están pitcheando alrededor del mundo. Utiliza los recursos en línea para aprender de las mejores. Aquí te dejo algunos enlaces que podrías encontrar interesantes para tu próximo pitch. ¡Mucha suerte!

  • Demoday videos: livestream.com/500startups
  • Sample pitch decks: slideshare.net/500startups
  • Venture Capital 101: venturehacks.com/archives

¿Disfrutaste de leer este artículo?

¡Hola! Soy Jaime Sotomayor, gerente de Aceleración en Wayra Perú (aceleradora global de startups digitales de Telefónica Open Future). Cada dos jueves publico en Punto y Coma un nuevo artículo relacionado a innovación, tecnología y emprendimiento. Te invito a suscribirte a mi newsletter gratuito en jaime.pe y a que me sigas en Facebook donde diariamente comparto novedades.

Jaime Sotomayor
Gerente de Aceleración en Wayra Perú. Egresado del “Graduate Study Program” de Singularity University en NASA Mountain View California. Reconocido por el MIT Technology Review en el 2015 como uno de los 5 peruanos innovadores menores de 35 años.
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