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Twain Associates |
Experts in visual selling, presenting and writing |
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Doctors, engineers or chemists are bright people. But often as presenters they fall short. They are usually unfamiliar with selling; they don't understand what it takes to hold audience attention and persuade a group to risk large amounts of money on a radical new business idea. Furthermore, they seldom realize just how competitive presenting to venture capitalist can be. (See Visual Selling, p. 217, Entrepreneurs Raising Money.)
 When professional service companies -- accountants, engineers, consultants -- compete, it’s usually against only one or two familiar firms. Entrepreneurs, at a venture capital seminar, spar against many unfamiliar contestants. Under these conditions, vying for attention has all the variables of a horserace. Except in horseracing, there is a trainer, jockey and many workouts. Almost never do technical speakers receive presentation advice or a good rehearsal.
Typical venture capital presenters hide behind a lectern in a dark room, dump text slides on the screen and deliver their message as if they were reading a scientific paper. Hearing 10 of these tedious beauties at a VC seminar is as exciting as watching grass grow.
Since few venture capital presenters receive worthwhile help, hiring an outside expert goes a long way in upping your chances for success. By doing so, you would become a pro competing against a field of amateurs. Make sure your consultant has plenty of competitive and financial presentation experience. Your venture capital shoot out is only the first of many presentations.
Twain can provide you a valuable and profitable service. (See Visual Selling, p. 226, Scientists Selling a Complex Concept.)
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