Okay, Dawn, now that you've both been on Silicon Valley Successes, and we've been sitting here backstage, we've had a lot of great things to talk about. I just wanted to continue conversation as this is great information. I think a lot of startups and founders out there could benefit from. So continue talking.



Thanks. Okay. I was going to share that one of my observations with startups, especially when I was in Palo Alto is the is that the younger startups weren't as interested in getting in the vault involved in the chamber. But if it was a little bit older founder, so they had already gone to their first success. Now, they were working on their dream project, they really got a variety, they get the value they did, they really understood that the time investment, I mean, not the time necessarily, but the investment of resources was worth it. And they actually move the needle on some of their projects that way, you know, whether it was getting a whole town signed up for some new concepts that they had, or it was a new world restaurant product that they needed to take out. Now Palo Alto has some startup fatigue. So that's not a spot I would go to at this particular point. But Mountain View, they're still trying some things, maybe not in the restaurant space as much. But an older founder definitely can see the value a little bit more easily because they Dawn't feel like they have to reinvent the wheel, right?



And for me, I totally agree. And I also see that there is such a dearth of opinions out there, that if you're going to be a startup, it's inherently you're 20 years old, right? Right. And guess what, the, the baby boomers, it's a huge, huge, huge, huge, huge market. And there's a lot of baby boomers that are entrepreneurs and creating businesses. And they have the whole package, they have the business experience, they've seen it before, right. So I've always find it interesting, especially with the startups that I work with, that are the 2022 year olds, they're, they're missing so much of the wealth of information that they can get by thinking bit people over 30 have nothing about nothing to offer. And so to me, that's just, you know, do that at your own peril. Because a Not only is the expertise is the financial who's going to buy your services, right? If you're catering specifically to other 20 year olds, that front of the thing, but guess who's going to be buying your products, people that are over 30, right. Yeah, you know, Dawn't dismiss that, or,



and that's that, to add on to that. That is the value of a lot of the resources that we all have and can bring to the table is that we have a little bit more experience, and we can align you with people with experience for for the basic services that you need that you Dawn't really need to reinvent. There's not a value to reinventing, right? Yeah. What do you think, Shawn?



I agree with everything you said. And that just to talk to doors a little bit, what information do you wish you had mentioned on Silicon Valley Successes that maybe there wasn't time for that we didn't cover?



Well, I the only thing I can really think of is just some specific examples, perhaps, of people that I've worked with in the startup



specifically, because I work with a lot of different things, not just startups, but so one of the startups I worked with was an Chinese based company. And there is probably maybe 20 young, they are really young, there's a couple of founders that we're probably over 30, but most of them are 2022 year old Chinese. And it's an online program for education, where you can learn coding, and once you graduate program, Google, Facebook, apple, they're the ones that are going to hire these people. And so they're, they're teaching around the world. So they brought me and I did a four part series of how do the the staff people, how do they not only relate to each other, other than just being on the computer all day, but then also, how do they relate to the students they're trying to attract into their program. And because a lot of it is talking and they're not used to it, per se, because they're so used to the online stuff, and the texting and here in Silicon Valley, is you have to be able to talk to people because, you know, a startup isn't going to be able to do a start up online



justice that they just have to be able to talk



about it. Right, right. Yes. Like, if you want to be as a 20 year old if you're talking to who has the money typically as people that are over 30, yeah, not all the time. But typically. So if you again, discount that as it's irrelevant, then you're discounting a huge swath of your market.






yeah, I agree with that. So I yeah, I did a four part series on how to talk to each other, how to talk to stick started, how do you look on video, right? And just getting over the whole confidence thing. But again, it's like if you can't figure out how to talk to different types of people. Yeah, you know, I can get very far and that Silicon Valley is perfect, because it's a melting pot. It is like the melting pot within the melting pot that the United States is, yeah, Silicon Valley, is this finite melting pot, get out there and start practicing on all these different communities. Oh,



that's great. I want to share more about what you do with the businesses that belong to the Chamber of Commerce, right, because it has 50,000 people



that are members that need to meet you



talk about meeting people and a little bit about networking. You talk about the value of that



you go first, and then okay.



I know, I know, one of the things that I was sharing earlier with Doris was just that I meet so many people, and we exchange business cards. And perhaps there's even an offer made for, you know, something, you know, join me at this event, or we have this coming up and they Dawn't find a lottery tickets. Yeah, and I just Dawn't understand it, because that is absolutely the magic is to follow up. Shawn, you're excellent at following up. Oh, that I would listen to one of Yeah, it's



follows up



you do. You're great at introducing people at thinking, you know, like, oh, my goodness I met Doris and Tarsem Dawnna be great, right, let's put them together and see what happens. Totally planned this episode.



But it isn't. It's just what you do. That's one of your that's a tremendous skill of of Shawn's right, but not everybody has that. Right, right. Right



now, people networking. Oh, exactly the same. And also not only the bad follow up, but again, they show up, you know, so a lot of people say, oh, there's a networking event like will use the chambers, because chambers have a lot of networking event shall are going to show up, we'll go there. I know, I'm going to get business and they show up. And they get with who they already know. And they drink the drink. And they eat the food. And they sit with a three people they already know. Or they'll go out and get 22 cards and right, not following they go What a waste of time. And it was because Alright, so for me, I'm all about networking with intention, right? And it's not necessarily if I want to meet this person, this person, this person, and that's the only reason why you're there. Right? But again, it's like, if you Dawn't have a plan of why am I going to be there? It's an expensive proposition, both the cost to get in, but also the time, right, who has all this time? Yeah, to give up to a wasted event is very yummy. You guys spend a lot of your time making it a worthwhile event to go to for a reason. Right? And so it's just behooves people to be smart about how do they network and he had, for me, the key is, what do you say, when you network, right? And that is,



yeah, that's perfect. Because and when I work with new chamber members, I really, really try to manage expectations around that around if you're not going to get 12 new clients or 12 new investors or whatever your thought is, you really need to go open minded, right? And you need to be very authentic and your interactions, right people. So kind of turn that hat around with you, as a business owner, just be a huge Right, right. And connect people find things in modality because the human thing is, especially as a brand brand brand new business owner is



right ago this because I need clients. And again, we all do it. I need clients. And that's what you lead with. So people is all about this energy that you can feel like I have the greatest thing, but underlying that it's funny. clients will sign up, you will feel them. Yeah, translate, right? And yeah, back off. Because, like you. So new business owners, my feeling is they have to go through that because they need clients. But you have to go through that. Because you can say all day long, you Dawn't want to do that. But until they they internalize that they're doing it and what it feels like. Yeah, and they come out through the other side to finally go, Oh, I used to be that way. Now I've made it as like, Oh my god, I used to do it to you. I used to do it. And I Oh, yeah, you Dawn't want to do it. But it was doing it right. But you Dawn't realize you're doing it till you're successful enough that you're going through it to know that Oh, my God. That's right. And for me, it's it's, it's it's teaching by feeling it you have to be able to feel,



you know, what can be helpful. The chamber has an there are a lot of these out there not necessarily chamber related, but leads groups where you can practice your message. So if you go to some of the really big race groups, there's a lot of formality involved. But in something like a chamber organization, we have a leads group they meet every other week, right, they get to practice their 32nd or 10 second, you know, pitch, they get to expand on it, because they're sharing with people that over time they feel comfortable with, right. And then once you know, one another's businesses, it's very easy then to switch that hat, right. That's what I suggest women in networking event, right. I'm going to I'm going to talk about your business and and you're going to talk about mine like, right out of our own way, right. So I'd introduce Shawn and introduce you.



Exactly. me wait. So I have a philosophy about like, if you're in a leads group that meets regularly and say, There's 30 people in it, pretty much after a year, everybody knows pretty much who everybody is and what they do. Yeah, and that's where this practice of standard 32nd elevator pitch is. So my suggestion is, you need to change that up the site, you know, use, keep your name, keep your business name, but every time you say something a little bit different, because when people hear something different, you never know what will trigger say, I have a perfect person for you. But if you say the same thing, every week, people are going to go, Okay, he's gonna say, and they can say it back. They're not learning anything new that okay, or not. But then if you're at a networking event, that's when you you want to absolutely have something different to say, because, again, each event is different. And each person that you come across at the event will be different. That's where the short right Dawn't want to give that the thing that you do at your networking group. That's the wrong thing to say, at a networking event. Yeah,



that's great. That was one of my favorite takeaway. So you talked earlier there, he has to realize how different those messages are. Yeah,



it is different



and how important it's so hard to do one



Yeah, yeah. Right. That it the thought of doing five or seven see well, but that that Gary statements that I come across that because I do a lot of working with people on their elevator pitches. So that's another program I have the mistake people have is, but I do so much, I have to say it all, or they won't know what I do. Oh, they cram this much. And they either talk too fast, and nobody can understand a single word you're saying. Or they just go on and on and on. And on. And on. And after again, second seconds.



And when people start doing that it gives them upset and when you get upset you're going hey, we're only supposed to have 30 seconds and this guy still going Yeah. Are you ever going to recommend somebody that you're not going to know? And now it's your Oh



yeah. Yeah, you know that it's a you're introducing a burden to exactly



what feels like a burden some conversation



on somebody Oh, yeah. But if it was the other thing that's funny is this like you guys Dawn't talk too long because this morning I get up and it's different price me Yeah. And that's why everybody doesn't is because well, I'm different. So I'll do it because what I have to say is important and I need to get everything out there but you guys



against human nature just



yeah cracks me up.



I'd like to do a workshop of some sort where we we work on that word right center



last man I call it my zip line or your ears zip line. Yeah. Because you know, when you condemn files, you sip your file so yeah. Short sharp and then you know the zip line where it goes lickety split fast Yeah, right. I usurped it



I liked it. Eric zip line that's pretty clever. NET great. Yeah. Do you have your zip line with



your last



but I need it



you know people you do. I hope



you did.



Well, this was amazing information doors. Dawn. Thank you guys for for the extra time. You're welcome. And once again, I look forward to seeing you guys on our show again, the future and if you have any questions, please reach out to dawn and doors. What are your emails and contact information,



Dawnna chamber M. doors as Silicon Valley All right. Thank you. Thanks, john.


What is Silicon Valley Speaks


Welcome to Silicon Valley Successes, we interview experts and entrepreneurs to give the world access to the knowledge and experience that is here in Silicon Valley. Our mission is to create opportunities for those who seek them and to help you to become the next Silicon Valley success.


Welcome to Silicon Valley Successes, where we interview experts in Silicon Valley to bring you the knowledge of years’ experience here to help you at home with your startup. So, we're creating this reference… that reference library that can be accessed anywhere in the world. And today, our guest is Doris Pickering, who is the founder Silicon Valley Speaks, Doris, welcome to the show. Thanks for having me, Shawn. Please tell us a little bit about what Silicon Valley Speaks is.


Well, Silicon Valley Speaks was founded to help executives and professionals embrace how they speak and how they communicate their value propositions to whoever is listening, what's value propositions, what they do in their essence. So, for example, if you are a startup and you're selling, whatever you're selling, get to the heart of what it is, and why would anybody want to buy it. And so you're not wasting a lot of people's time going to places where they don't care, get to the point quickly and move on. Okay, so


if I had a startup, and I was pitching to an investor,


what would that structure kinda look like? Would it just be me talking about why I formed this company for five or 10 minutes? Is that getting to the point? Or is it like a problem? Or what do you mean by getting to the point? Well, It


 depends on who your audience is. So, for example, if you're just said a networking event, say like you're at the Mountain View chamber at one of their events. And if you're just saying, hey, so what do you do? That would be a different conversation, then if you're doing a formal pitch to a, venture capitalist where you're seeking money? Ok, so again, what I work with people is what are you trying to say? Who is your audience, and then I help them crystallize and get to the very nitty gritty of what they're saying, because again, the audiences are very different. So, if you go in and you have one message, and you just say the same message to everybody you're talking to, that's the wrong approach. So, you're saying, I have to tailor my message for who I'm speaking to? Correct? Correct.

Visualization of a speaker and episode 4 recap


So so you're selling kind of the vision of where the company's going, right? Okay. How, how important is visualization in … being a good speaker? So what


do you mean by by the visualization scene where you want the company to grow, where you want it to be one day in the future, I think it's very important. But again, a lot of times, you don't want to be able, a lot of people aren't set up to think 20 years out. So again, when you say, visualize the future, how far out are you really thinking, because, again, you know, to get seated, and, you know, round a round be around, see, you have to think in those terms that always around, you know, the end goal that you may not know what the end goal really is, you may be starting your company go, I want to be sold to Google for 100 million dollars. And then five years in, you're going, I never want to sell my company. I love my company. So that may shift. But to start out, you really want to end goal interested. Yeah.


Now, let's recap a little bit of what we've talked about today. We've talked about having a different presentation for different stages of your company, whether it's with friends and family Angel, or later investment, how important it is to have confidence and to sell yourself when you're speaking, right. Also, the pitch deck, how important a nice clean pitch deck is to talk about your message and how important it is to be able to communicate your message to your your team, right? What, what else is what am I missing here? There's a lot


Well, I again, we could go on all day. But for me, the number one thing is to have Believe in yourself and have confidence in yourself. Because when you don't have confidence yourself, people can feel it. And people want to work with confident people. What are some tips or tricks that you'd give a founder to gain confidence to gain confidence is, again, what I said earlier, is practice. You need to be able to have a clear, compelling crystal clear of message, you need several messages, and they need to be practiced enough. Or you can just pull this one out of your pocket and then pull that one out of your pocket. But it doesn't sound rehearsed. But you know it well enough that Wow, it's it's sounds great. Wow, that's great. Because you've done it enough where you won't have to go, who am I talking to you? Which 1am I going to say now it was mentioned TED Talks is a great resource area, or is there any particular speakers or CEOs or anyone that you'd recommend people to really pay attention to and try to gain knowledge from it or emulate you mean away from TED talks or talks. So Amy. So if you look at TED Talk, Amy Cuddy, she has she's one of the most watched TED Talks ever. So she does a great talk on your body language, and how, even if you're not confident, you can pretend you're confident and it actually changes your chemical makeup, which will then change your body image about yourself. So that's a very, very good one. So, Amy Cuddy, Amy Cuddy, really good business leaders or people such as Meg Whitman and just pick your political person that you want to choose. When then what I also say is pick a political leader that you don't choose, because no matter who they are, part of our challenge that I always say is incumbent upon people is you need to be able to not be resistant to somebody that you're coming across. Because resistance is an energy that's very negative, interested, and what would be one piece of advice you'd give a founder starter startup, believe in yourself and go for it. Great advice. Go for it.


All right. So I'd like to thank everyone for watching us and Silicon Valley Successes. If you'd like to find out more information visit Silicon Valley But before we end the show for today, doors, could you please give a little bit of recap on your, what you work on, and how people can reach you. Sure.


So my business name of Silicon Valley Speaks and at Silicon Valley Speaks calm. So that's nice and easy. But I work with executives and professionals, startups, people who want to either create a speech or a pitch deck I work with PowerPoint slides with, but basically, I can create your speech, edit your speech work with your body language, so people go away from you going, that was an awesome person. Oh, I will sign up for that guy.


I can't wait to to learn more about presenting myself a little bit better. And do you have any suggestions for me after watching or being interviewed on this show? Now, I


love your smile. You have an awesome natural smile. And believe it or not, that's one of the biggest challenges people have. They think they're smiling when they're not someone. Just one brownie points. We're good. We're have to get it. Oh, okay.


We didn't need makeup for today. Hey. So we're definitely have to get you back on the show. And then there's still a little bit of time left. Okay, so one more tip you'd give to a startup


to a startup is video yourself giving your pitch before you go to a VC? Great advice.


Thank you doors.


Thank you. From all of us at Silicon Valley Successes. We hope you found the information presented today useful in your path to success. For further information on accessing the resources in Silicon Valley. You may visit us on the web at Silicon Valley Successes. com on Facebook and YouTube. Thank you. And remember, we want to help you in your journey to become the next success.


Coaching a Frustrated Founder


So, so as founder, Mm hmm. They have a product. Mm hmm. They've gone to a few investors, they've not raised any funding. And they're frustrated, right? They come to you for help, come to


me. Because typically what I will do will say, OK, pretend I'm the investor. And I want you to give me the pitch that you've been giving. And usually I will say, if you have a slide deck, send it to me before we meet so I can glean a lot, again, from people slide decks, okay, because, again, it's not a little bit about the slide, right? So for me, it's not so much because there's a lot of different opinions out there. You know, a good rule of thumb is 10 to 12 slides, you don't want to slide what people some people are going, you need to start with the team. Other people are saying, you need to start with what it is and why people should care and end with the team for me, I've asked many, many, many people, and it doesn't, in my opinion, doesn't really matter as long as the information you need is there somewhere and also that you're comfortable presenting the information, okay, but for me, I can look at their slide deck. Is it too busy? If it's all text? That's the kiss of death? If there's too many graphs, and there's 18 bars on a graph is too busy? Because people don't think that way. So again, is it clean? Is it too busy? Is it messy? If if you're just handed the slide deck with somebody know what you're trying to say, right? And if it doesn't, then that's where I can start. Okay. And the other thing I'll do is say, Okay, I'm an investor, you know, tell me your pitch. And I'm going to give you 100 million dollars if I liked your pitch, right? No pressure. Yeah. But again, it's like I can tell a lot are they Amanda, we're so like, here's their slide deck and their first slide, but as it takes 10 minutes to talk about this slide, okay. And then they're going, Oh, I know I'm at a time and they fast forward it, but this slide, and then they meander, right. So I can tell a lot by how I think they're losing the investors by how they're presenting. And it could be your like, a lot of people they get nervous they'll do is they'll do they'll do this or like the early messing with their hair or, and it's all usually they don't know they're doing it? Well, it could be clearing their throat, they could if they're standing up, they get the shifting, you know, I know a couple of people and they just have this this action around their throat, right? But they don't know how long would it take them to untrained one of these habits, after you've pointed out to us on what habit is because, again, different habits are formed for different reasons. If they've been doing something since they were a little kid, it'll be harder to end do that habit than if they just started it recently. And surprisingly, people start pick up and lose habits all the time. Unaware typically, the worst habit that people pick up quickly is that the tick with the words like like, you know, you could go for 20 years and never saying like, and all of a sudden by osmosis, who knows where they just start saying, like all the time, that's an easier habit to break then if you've been like doing your eyebrows since you're six years old, okay? Because again, that's a lot longer that you have. So it'll take a lot longer to break that if it's just a stance. Like if you're like, for me, I realized and I didn't know it that I caught my head all the time. Well, so I didn't realize that until I saw myself on camera because I started doing this am I Why am I croc in my head all the time. So now I can through learning that took about six months. Yeah. So again, it just depends on what it is and how long you've been doing it and the big key for me is how coachable you are. Okay, and are you willing to change it and going you can't tell me anything. I already know everything.


10 words tell everything


And it's brilliant. So


when you work with a brand new client, what's kind of the process? Is it Tell me about your business. Now, let's get your 10 words. And now let's take those 10 words and do them in 10 different situations that are now we're doing too much like, what, right? What a new client work with you. I what's the process. So for


me, it's very organic and very individualized. So some people may come to me, I work a lot with one on one and a lot with businesses. So if you come to me, Sean as an individual, and you want to work with me, one on one. And you what we do is basically this right, so I will be just talking, having a casual conversation, because I can glean a lot of information about you in this conversation that you don't even know I'm gleaning. So I will ask questions about so you know, why did you want to seek me out? But tell me about your business? Okay, are you from here? Have you lived overseas? You know, are you married? You like pets? What was the chat, most challenged thing you've ever done? What do you love about doing what you're doing? you're collecting information, collecting information and body language? Because I'm collecting art? Do you talk fast? Do you? Are you talking in a way that's halting? Do you have to stop and think about things before you continue? Are you slow and methodical Are you just like, so I can gather all that information just by a casual conversation, okay. And then I'm also getting more about how I think I could help you and a lot of it is you don't even know it. Okay. So you may have flinches or body movements that you're not aware of. Most people are not aware of what they're doing, because we don't think about it.


Now, when you're getting all this knowledge from a person. Are you later taken notes? Or how would you How would you remember this for the second time you meet the person. So it


depends again, on who I'm with some people, I will meet with them. It's a formal meeting, I will have my notebook out there with their name, because it's customized. And I will tell them I'm By the way, I'm taking notes. And I always photocopy it so they can know the notes that I'm taking, because I'm taking notes not only for me, but also for them. Oh, right. Like they're really good about this, you know, I'm noticing they're doing this, oh, they said, this is their goal. They went to law school for 10 months, but dropped it because and I'll say Why? Because again, all of this is information about what kind of person are they if you're an engineer or a law school person, you have a different way of thinking then if you're an artist, and yet if you're a startup, a lot of startups maybe around art or a creative bat if your startup is around an engineering app you think differently than this person so again it's all about information for me and then also about you that's it yeah


so we're here today on Silicon Valley Successes interview and doors Pickering who is the founder of social Cavalli speaks


back yeah


Cluttered Pitch deck Problem


So some of that comes to you with a pitch deck that's very cluttered. And me, you know, it needs to be cleaned.


If they're not wanting to change. And right there that's a sudden they're not coachable. Correct? Would you drop the client right there? No, not necessarily. It depends again, on their personality, because some I will, and some I won't, because some people, it just takes more convincing, okay, and, and letting them understand. So if you've been giving this pitch six times, and you've gotten zero feedback, at what cost? Do you want to keep continuing with this? So again, it's like a choice. And they came to me for a reason. Yeah, right. Something isn't working. So again, it depends on their personality, because I've dealt with a lot of different ranges. So I can usually see beyond that first objection, where I think it's great. It's like, well, this, let me show you this versus this. So I'll show them what I think is a good slide versus their slide. And then they'll get it. Because a lot of times, it just takes people we're all human. Yeah, they're human, they have an ego, because they just founded a company and you it's not for the faint of heart. So you know, they have an ego up front. So again, it's just like, how do you work with them in a way that will soften their defenses and really make them understand is to their benefit to have a good slide deck? So of


the founders that you've talked to you've met, what percentage would you say, if they were just alter or be able to speak a little bit better, a little bit clear of a message would be at a whole different level than where they're currently? I


would say, probably 90% really 90% because again, if you're the founder, you're not, that's not top of mind for you. Your top of mind, is my product, right? getting it out? Because usually the founders of the ones that created the product initially, not always so typically, they're, they're good in that they're, they've never really thought about going out. Gosh, now I have to do this dog and pony show all the time. How do I do that? I'll just do what I've always done. But what they've always done, is


this on the prod not presenting in a situation like that, would you recommend that they train themselves to become better speakers, or to bring in a co founder or a salesperson or someone that could sell for them, or pitch the idea


hands on how they're going to structure their company, okay, so I would recommend that they do it first. Because you don't want to remove yourself from the end user or your product up front, okay, you want to be sure that you as the CEO can sell it, because if you as a CEO can't sell it again, you're not going to be taken very seriously. Most CEOs of big companies, they're there for a reason. And that's to sell their products. They sell the company image right there. Again, if they're a big company, like say, HP Yeah, they're not out selling them mice and the keyboards but they're selling hp. So if you as a CEO can't be believable, incredible to sell your stuff, you're not going to be a credible CEO, you have to start with you. So


is there any time in the growth process of a company where someone can say, you know, I, I've spoken for several months or years, I've brought this company from two people to 50 people. I think I'm a good speaker I've done yet or they always train and always learned both. Yes,


there. they've passed the test. They're a good speaker that you never stop. I'm still learned. I still learn every day. I had a wonderful client this morning. And I learned from him every client I have, I learned something from and I am an avid learner myself on my my, my own lifelong journey to learn everyday voracious consumer with Ted Talks, vast library and the planet with Ted Talks. And I help people do TED Talks. So again, you know, it's just it, you can be the starter of your own startup company, but still have a greater vision for something other than your own company. And that's something that I also encourage people to do is there's something beyond even that what is it and always try and do that because you can get pretty boring if people go oh, my God, here comes Sean again, as always going to do is talk about stupid company, right? And you don't want to be that person. So you want to have people this is the best companies. Sean he said something great. And also Sean is really avid in his community about this. Did you know that so you always want to do something bigger than yourself and bigger than your company.

Analyzing the situation before speaking.


That little bit more about analyzing the situation before you speak, right?


So that takes a lot of experience. And the one of the biggest things that it takes is confidence in yourself. So that's, it's all like your mindset. So again, people think that you can just practice practice, which I always encourage that you do on a practice that is practicing, what what are you practicing? So it could be, I need to nail my 32nd elevator pitch. Like if you're in a networking meeting, or if you're at the chamber and you're going to an event and 50 people say, so, Sean, what is it that you do you want to have a good pitch that will pique their interest, not bore them and not think as it can pitch. But again, if you're talking to Sally, and she's an insurance agent, and you're talking to Joe, and he's a fellow startup, hopefully, you'd be saying two different things because they're their experience and their understanding level is different. So again, if you know who you're talking to, you can tailor your pitch. So say


it's a room of strangers. Uh huh. Would you ask them questions first, before going into your pitch? Or how would you kind of analyze who you're talking to, if they're all strangers right


before you before speaking to them? Well, that's helpful if they have a name tag, and you can kind of sort of see what they do. But a lot of times, people's names of their business don't give you much guidance on what they do. So if someone says, So, Sean, what do you do, then? You Silicon Valley Successes? Yeah, you could have Silicon Valley Successes. So I'm going oh, well, what is what does that tell me more about that. So like, in 10 or 15 seconds, you can tell me a little bit. Oh, that's really great. Because this is what I do. And that that's how a really good conversation starts at a networking event. So it's not just your can 30 seconds, because people's attention span is seven seconds. Oh, if you go into 30 seconds, they're going to go. What a dunderhead, right? I'm tired of listening this guy already. And it's only been 20 seconds. So people's attention spans is 22nd, I mean, at seven seconds, which is why a standard elevator pitch of 30 seconds is often too long. Interesting. So do you practice a short as I can. So I teach people how to say what you do in 10 words or less. So people freak out going 10 words. I can never say what I do in 10 words, but it's actually very easy once you get to what is the compelling thing about what is it that you have to say and again that the other trick is you don't want just one again, you went several of them depending on who you're talking to. And the beautiful thing is once you get the great tan words statement that seven seconds if you're talking in a normal pace and so that somebody's attention span




Who am I selling in my Pitch


And then Silicon Valley. It sounds like it's more business coaching than just speaking or are those to related. It's all one in the game, because the one in the same, because to have a strong business, guess what you get to do, you get to talk to people about it. So if you're stumbling over how do you, how do you sell this glass of water. This is the best glass of water on the planet because it's not too long. It's not too short. It keeps your cold drink, you know, your drinks cold.  that keeps some hot, you have to sell that because guess what, there's a Million Cups out there. Yeah. So again, if you don't have down pat the explanation of why people should choose this cup versus that cup, again, that will impede you from getting more market share and attention. It's all about visibility. So you have to be able to sell yourself and your product in different types of situations. Whether you're at a dinner party, you're on the golf course, you're still selling yourself, no matter where you are. And a lot of people don't think that way. They're just thinking about I'm going to do this pitch to this investor. And I have to say this, this this, but again,


your next investor may be at the barbecue down the street for Labor Day,


right? That may be the next investor. So are you going to just if somebody says, so what do you do? Are you just going to hit them with that can speech Yeah, because nobody wants to listen to that. So again, that's a lot of what I work with people is if you're in this situation, you want to say it this way. If you're in this situation, nobody cares. Okay, go there. Right. So again, if you just logically thinking where are you Who will you be talking about what do we think they want to hear? Talk about