How to Pitch a Business

怎樣向投資方推介企業經營方案

Hi, I'm Faysal Sohail, General Partner CMEA Capital and Chairman of Altair Group. As an entrepreneur I built three successful technology companies in Silicon Valley. Now as a venture capitalist I look for the brightest entrepreneurs. Investors like me receive thousands of pitches every year. When you pitch, it is critical that your passion and idea grab our attention right away. No two pitches will be alike, but there are some basic points that can help you succeed.

大家好。我是CMEA資本公司的普通合伙人，也是牽牛星集團董事長。作為一名企業家，我在硅谷建立了三個成功的技術公司。作為風險資本家，我需要尋找最聰明的企業家，像我這樣的投資人每年收到上千份經營方案。你提出經營方案時，關鍵的問題是，你的熱情和設想必須立刻吸引我們的注意力。經營方案各有不同，但有一些能幫助你們成功的基本要點。

Get an introduction to the investor from someone they trust. A strong recommendation will create a positive impression. If you don't have a direct connection, don't worry. It is just as critical to know your investors' background in terms of industries, sectors, and stage of companies. Search the Internet and social media for their interests, and look for any articles and books they may have written. Once you start the pitch, be yourself and remain confident. If you're genuine and passionate, you can create a personal connection, and this is more important than any facts or figures you bring.

找投資方信賴的人給予引薦。有力的引薦將能留下良好的印象。如果你沒有直接的關系，別擔心。同樣重要的是，了解投資人的背景，諸如投入的行業、部門和公司的階段。搜索因特網和社交媒體，了解他們的興趣，尋找他們可能撰寫的任何文章和書籍。一旦推出自己的方案，就需要心態平和、保持自信。你如果很真誠，有熱情，就能夠建立起人脈關系，比你陳述的事實和數據更為重要。

Remember, less is more, and get to the point quickly. It is essential to describe your business in a few sentences. If you have slides, use as few as possible, with more images than words. My favorite pitch was an entrepreneur who started with a wonderful story about his passion and why he wanted to build his company. I was immediately hooked on his vision.

記住，簡潔是制勝的法寶，需要直奔要點。至關重要的是，必須用簡單的幾句話介紹自己的企業。如果采取投影演示，盡量少用，多用圖片，少用語言。我最喜歡的陳述方法是，有一位企業家先講一段感人的經歷，談到他的熱情以及為什么想創建自己的公司。我立刻被他的設想打動。

Once you have described your concept, you need to explain how you will make money. Why will the business model work? What examples in the market have had similar success? You will also have to explain how the investor can monetize their investment.

陳述自己的觀念以后，還必須說明如何獲得盈利。自己的經營模式為什么切實可行？市場上有哪些同樣獲得成功的例證？你必須向投資人說明如何能讓他們的投資獲得盈利。

Finally, make sure to leave time at the end for questions and comments. Ask the investor what they thought of the idea and accept any criticisms or critiques. Don't leave without creating the opportunity to follow up. You can ask the investor what else you should send them, or you can suggest calling them the following week to catch up. Creating the right pitch can be tricky, but if you're composed and clear in your vision, investors can be confident of success. Remember, the investor is investing in you as much as your idea.

最后，務必留出時間讓他們提問和評論。問投資人對你的設想有什么看法并接受任何批評和意見。結束時需要為后續工作創造機會。你可以問投資人應當提交哪些其他材料，或者可以建議下一周再次與他們聯系以供垂詢。推出得體的經營方案難度很大，但如果你沉著冷靜，思路清晰，投資人會相信你能獲得成功。記住，投資人是在給你投資，也是給你的設想投資。

Good luck.

祝你們好運。

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