R

PITCH · PUBLISH · PRODUCT · PROFILE · PARTNER

ca.dent.global/learn
THE
S T

ION
UT WH
OL WHAT & HOW I BELIEVE Y
S (Expanded)
INTERSECTION
3 KEY BENEFITS
BIG VISION
YOU GET WHAT YOU PITCH FOR
ULTIMATE RESULT
& YOU’RE ALWAYS PITCHING (Beyond making $£ ¥)

OPP
LEM

MARRIAGE

ORTU
P O
MONEY
PROB

What’s the relationship/vision?

NITY
TOP SEVEN
TIME EMOTION HEALTH etc... PITCHING MISTAKES PROPOSAL
What are we doing?
HONEYMOON
Immediate Benefits
1 Not rehearsing.

2 Sounding rehearsed.

NEXT STEPS
3
AUTHORITY

Not Specialising / Differentiating / Niching.

INSIGHT ASSOCIATION 4 Confusing people with jargon / spin.
A 5 N
Not following the formula.

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CALL TO BE MAINTAIN
6 Waiting until your pitch is perfect.
ACTION SPECIFIC MOMENTUM
RECOGNITION RESULTS 7 Not evolving.

THE OPENING

ESSENCE
Right Time + Place
CLARITY

REPUTATION STORY
Specialty - Status - Result
Relevant

C WINDOW OF E
Referral

NAME SAME FAME

Personal Industry Specialty LISTENING
Position Niche Status
Company Result Rapport FEELING IDEA
The CAPSTONE Pitch Canvas
Audience Opportunity Date Version

1. CLARITY 4. SOLUTION
What do you do? How do you solve them?
NAME: The WHY, WHAT and HOW?
Who are you?
3 key BENEFITS?
SAME:
What industry or niche are you in? Ultimate RESULT (Prize)?

FAME:
What makes you special or unique?

2. AUTHORITY
Why should I listen?
5. THE WHY 6. OPPORTUNITY
Key INSIGHTS you’ve developed?
Why do you do what you do? Should we work together?
Who are you ASSOCIATED with?
What do you BELIEVE? What is your OFFER or PROPOSAL?
Awards, accolades, RECOGNITION?
Intersection of VALUES? Vision for FUTURE?
Past RESULTS? Big GAME?
The PROMISE?

Immediate BENEFITS?

3. PROBLEM 7. NEXT STEPS

What problems do you solve? How do we work together?

Copyright of Dent Global. All rights reserved. Not for reuse.

Niche’s 3 dominant problems? What is your CALL TO ACTION?

Impact: FINANCIAL, EMOTIONAL, HEALTH & TIME?

What do you want them to DO NEXT?

Ultimate fear?

8. ESSENCE
How will you leave me feeling?
What are you best KNOWN FOR?

How do you leave your CUSTOMERS FEELING?

Designed by Dent Global Contact: Co-Founder, Mike Reid

Worldwide leaders in strategy and implementation for entrepreneurial businesses. mike@dent.global To learn more, visit: ca.dent.global/learn
The CAPSTONE Pitch Canvas
Audience Opportunity Date Version

1. CLARITY 4. SOLUTION
What do you do? How do you solve them?
NAME: The WHY, WHAT and HOW? SEQUENCE:
Who are you? §§ Why you created it
CHARACTERISTICS: 3 key BENEFITS? §§ What it is
SAME: §§ Clear, short & concise
Ultimate RESULT (Prize)? §§ Name it
What industry or niche are you in? §§ Plain language
§§ Delivery infrastructure & process
§§ Jargon free
FAME: §§ Main benefits
What makes you special or unique? §§ Ultimate result

2. AUTHORITY
Why should I listen?
5. THE WHY 6. OPPORTUNITY
Key INSIGHTS you’ve developed?
ELEMENTS:
§§ Proof of results Why do you do what you do? Should we work together?
Who are you ASSOCIATED with? §§ Depth & breadth of impact
§§ Quality & quantity of clients
What do you BELIEVE? What is your OFFER or PROPOSAL?
Awards, accolades, RECOGNITION? §§ Quantified outcomes CHARACTERISTICS:
§§ Credibility of brand associations Intersection of VALUES? Vision for FUTURE? §§ Exciting and transformative
§§ Calibre of recognition & awards §§ Inspires optimism & hope
Past RESULTS? Big GAME?
The PROMISE? §§ Certain & confident
§§ Easy to say ‘yes’ to
Immediate BENEFITS?
CHARACTERISTICS
§§ Personal story
§§ Human
§§ Emotive
3. PROBLEM §§ Powerful 7. NEXT STEPS
What problems do you solve? How do we work together?

Copyright of Dent Global. All rights reserved. Not for reuse.

Niche’s 3 dominant problems? What is your CALL TO ACTION? CHARACTERISTICS:
PROCESS: §§ Specific and clear
§§ Identify problems
Impact: FINANCIAL, EMOTIONAL, HEALTH & TIME? §§ Easy next step
§§ Extrapolate implications What do you want them to DO NEXT? §§ Watch, read, listen, do
§§ Collapse future impact
§§ Encapsulate ultimate fear and failure
§§ Their language
Ultimate fear?

8. ESSENCE
How will you leave me feeling?
CHARACTERISTICS:
What are you best KNOWN FOR? §§ Reinforces credibility
§§ Re-establishes results
How do you leave your CUSTOMERS FEELING? §§ Memorable & remarkable
§§ Emotive & uplifting

Designed by Dent Global Contact: Co-Founder, Mike Reid

Worldwide leaders in strategy and implementation for entrepreneurial businesses. mike@dent.global To learn more, visit: ca.dent.global/learn
The CAPSTONE Pitch Canvas
Audience Opportunity Date Version

1. CLARITY 4. SOLUTION
What do you do? How do you solve them?

2. AUTHORITY
Why should I listen?
5. THE WHY 6. OPPORTUNITY
Why do you do what you do? Should we work together?

3. PROBLEM 7. NEXT STEPS

What problems do you solve? How do we work together?

Copyright of Dent Global. All rights reserved. Not for reuse.

8. ESSENCE
How will you leave me feeling?

Designed by Dent Global Contact: Co-Founder, Mike Reid

Worldwide leaders in strategy and implementation for entrepreneurial businesses. mike@dent.global To learn more, visit: ca.dent.global/learn