Monday, December 14, 2015
Seven Answers to the Question, “How Can I Help Your Company?”By: Elizabeth Usovicz, General Manager of Transaction Commons, as part of a series she writes for ACA aimed at entrepreneurs, "Your Pitch is Just the Beginning." If you’ve attended or presented at a startup pitch event, you’re familiar with the entrepreneur’s pressure to provide a comprehensive, entertaining and compelling view of the company in just a few minutes. At many events, a moderator or attendee asks the presenters, “How can I/we help your company?” Several months ago, I began to notice a sameness across different pitch events in presenters’ answers to this question. It didn’t seem to matter whether the question was asked in front of a large audience, in small group or during a one-on-one conversation. Entrepreneurs go vague. They consistently answer in basically the same way: “Visit our Facebook page/website,” or “Just help us get the word out.” This question is a golden opportunity for a startup founder. Your answer shouldn’t be a throwaway, “help us get the word out.” Most people won’t know what “get the word out” really means in terms of actions they can take. The next time you are asked that question, take the opportunity to answer with specifics and run with it. Even if you’re not asked directly, consider asking the audience the question and answering it within your own pitch. While your answer will depend on your company’s stage, needs and priorities, here are seven examples of answers that can generate specific results.
In many ways, the answer to this question is as critical as your pitch. After all, if you’re not pitching to generate conversations and contacts that can move your company forward, why are you pitching in the first place? |