DavidSRose.2007U-.怎么说服风险投资者.；TED演讲稿

返回首页


DavidSRose_2007U-_怎么说服风险投资者_
Good morning. My name is David Rose.	早上好。我叫David Rose。
I am a serial entrepreneur-turned-serial investor .	我以前是个连续创业者,后来变成了连续投资者。
serial:adj.顺序排列的; n.电视连续剧; investor:n.投资者;
And by the use of pitching PowerPoints to VCs,	我用powerpoint做演讲,集资
pitching:n.(船的)纵摇或前后簸动; v.用力扔; (pitch的现在分词)
I have personally raised tens of millions of dollars from VCs through PowerPoint pitches .	我亲身利用Powerpoint从风险投资者那儿, 集过千万美金。
personally:adv.个人;亲自;本人;就本人而言; pitches:pitch的变形;
And then, turning round to the other side of the equation ,	当我变成了一个投资人之后,
equation:n.方程式,等式;相等;[化学]反应式;
I have personally supervised the investment of tens of millions of dollars into companies who have been pitching me with PowerPoint presentations .	我自己监督了对多个公司的千万美金的投资。他们也是用PowerPoint演讲来打动我给他们投资。
supervised:v.监督;管理;指导;主管(supervise的过去分词和过去式) investment:n.投资;投入;封锁; presentations:n.展示;自我介绍;业务陈述(presentation的复数形式);
So I think it's safe to say I know a little bit about the process of pitching.	我想,这些可以让我自信的说我对集资还是有一点了解的。
So the very first question that you've all got to figure out is: what is the single most important thing that a VC is looking for when you come to them pitching your new business idea?	你第一个要想明白的问题就是: 当你去给投资人展示你的商业计划的时候, 他们最想要的是什么？
And there are obviously all kinds of things.	当然有很多的因素,
There are business models, and there are financials , and there are markets and there is that. Overall , of all the things that you have to do, what is the single most important thing the VC is going to be investing in?	比如商业模型,财务, 还有市场。但是,在所有你要做的事中, 哪一样是投资人最看重的呢？
financials:n.金融;财务; Overall:v.全部; n.外套; adj.全面的; investing:v.投资;投入(时间、精力等);(invest的现在分词)
Somebody? What?	谁来猜猜？是什么？
Audience: People.	观众:人。
People? You! That's it -- you are the person.	人？你！没错,就是你。
And so therefore the entire purpose of a VC pitch is to convince them that you are the entrepreneur in whom they are going to invest their money and make a lot of money in return.	其实整个集资演讲的过程就是要说服投资者,你就是这个他们即将投资的创业者, 会帮助他们赚到更多的回报。
convince:v.使确信;使相信;说服,劝说; entrepreneur:n.企业家;承包人;主办者;
Now, how do you do this?	那,你怎么能做到呢？
You can't just walk up and say, you know, "Hi, I'm a really good guy, and a good girl, and you should really invest in me." Right?	你不能上去就跟人家说, “你好,我是个特棒的人, 投资在我这儿吧。”
So in the course of your VC pitch, you have a very few minutes.	在你集资演讲的过程中,你只有很短的几分钟。
in the course of:在…过程中;在…期间;
And most of VC pitches -- most angel pitches about 15 minutes, most VC pitches should be less than half an hour -- people's attention span after 18 minutes begins to drop off.	大多数投资演讲的时间 -- 对创投天使大概是15分钟对其它大概不到30分钟。人的注意力大概会集中18分钟, 然后集中力就开始下降了。
span:n.持续时间; v.持续;
Tests have shown.	这是实验的结果。
So in that 18 minutes, or 10 minutes, or five minutes, you have to convey a whole bunch of different characteristics .	所以,在18分钟,或者10分钟,更或者5分钟之内, 你必须要传达许多特质。
convey:vt.传达;运输;让与; bunch:n.群;串;突出物;vi.隆起;打褶;形成一串;vt.使成一串;使打褶; characteristics:n.特征;特点;品质;(characteristic的复数)
You actually have to convey about 10 different characteristics while you're standing up there.	在这短短几分钟之内, 你大概要传达10个特质。
What's the single most important thing you've got to convey?	那么哪一条要传达的信息是最重要的？
What?	什么？
Audience: Integrity .	观众:诚实。
Integrity:n.完整;正直;诚实;廉正;
Boy, oh boy, oh boy! And that's a straight line we got right over there. And I didn't even prompt him.	没错！和我的幻灯片上一摸一样。他不是我的托啊。
prompt:n.提示; v.提示; adj.迅速; v.准时地;
You're right, integrity. Because that's the key thing.	你是对的,就是诚实。这是最重要的一点。
I would much rather invest in somebody -- you know, take a chance on somebody -- who I know is straight than somebody where there's any possible question of, you know, who are they looking out for, and what's going on.	我更愿意投资给-- 或者说在一个诚实的人身上下注。而不是,一个让我怀疑到他的动机或者有小动作的人。
take a chance on:冒险;
So the most important thing is integrity.	所以最重要的就是诚信。
And what's the second most important thing after integrity?	那么除了诚信之外,第二重要的是什么？
Let's see if you can get this one.	看看你们能不能回答这个。
Audience: Self-confidence .	观众:自信。
Self-confidence:n.自信;
Close enough! Passion .	很接近了！是激情。
Passion:n.激情;热情;酷爱;盛怒;
Right, so here you want -- entrepreneurs by definition are people who are leaving something else, starting a new world over here, creating and putting their life-blood into this kind of thing.	对,你想-- 创业者的定义就是要抛弃其它的东西,开始一个新的世界, 而且会把自己的心血倾注到这个新世界中的人。
entrepreneurs:n.企业家;(entrepreneur的复数) definition:n.定义;清晰度;(尤指词典里的词或短语的)释义;解释;
You've got to convey passion.	所以你一定要传递激情。
If you're not passionate about your own company, why on Earth should anyone else be passionate?	如果你对你自己的公司都没有激情。其他人怎么会对它有热情？
passionate:adj.热情的;热烈的,激昂的;易怒的;
Why should they put more money into your company if you're not passionate about it?	如果你对自己的公司都没有激情？别人怎么会投钱到你的公司。
So integrity and passion -- the single most important things out there.	所以,诚信和激情是两件最重要的事情。
Then there are a whole panoply of other things that you've got to do to wrap up in this package that you're presenting to a VC.	之后你还需要许多其他事情, 去充实你要传递给投资人的整体形象。
panoply:n.华丽服饰;全套甲胄,全副盔甲; wrap:v.缠绕;隐藏;掩护;包起来;缠绕;穿外衣;n.外套;围巾;
Experience.	经验。
You've got to be able to say, "Hey, you know, I've done this before."	你要能告诉他们,“我之前干过这个。”
And "done this before" is starting an enterprise and creating value, and taking something from beginning to end .	这代表了你曾经试过创业,创造价值, 并且从头坚持到尾。
from beginning to end:自始至终;
So that's why VCs love to fund serial entrepreneurs.	这就是为什么投资人喜欢投资给连续创业者。
fund:n.基金;资金;存款;v.投资;资助;
Because even if you didn't do it right the first time, you've learned the lessons which are going to stand you in very good stead the next time.	因为即使你第一次没有成功, 你已经从失败中学到了功课, 这些经验会在你第二次开创时会很有用。
stead:n.代替;用处;vt.对…有利;
And now along with that, along with the experience of starting an enterprise, or running something -- and it doesn't have to be a business.	同时, 除了曾经开过公司, 其它的经验也有帮助。
It can be in an organization at school, it can be a not-for-profit .	比如说学校的组织, 或者是非盈利机构。
organization:n.组织;机构;体制;团体; not-for-profit:adj.非营利的;无利可图的;
But they want experience in creating an organization.	但是他们想看到一些组织经验。
Next up is knowledge.	下一个就是知识。
If you're telling me you're going to be the great developer of the map of the human genome , you'd better know what a human genome is.	如果你说你要画出人类基因的图谱, 你最好要知道基因是什么东西。
genome:n.基因组;染色体组;
I mean, I want you to have domain expertise .	我的意思是,你要有专业知识。
domain:n.领域;域名;产业;地产; expertise:n.专门知识;专门技术;专家的意见;
So I don't want somebody who's saying, "Hey, I've got a great idea in a business I know nothing about.	我不想看到有人说, 嘿,我有个特别好的主意,但是我对它一点也不了解。
I don't know who the players are,	我不知道我的竞争者,
I don't know what the market is like."	我不了解市场是什么样的。
So you've got to know your market.	所以你要了解你的市场。
You've got to know your area.	你要了解你的领域。
And then you have to have the skills that it takes to get a company going.	你要有所有运营一个公司的能力。
And those skills include everything from technical skills, if it's a technology business, to marketing and sales and management and so on.	这些能力包括了技术能力, 如果是科技公司的话, 还有市场营销, 管理,等等。
technical:adj.工艺的,科技的;技术上的;专门的; technology:n.技术;工艺;术语; management:n.管理;管理人员;管理部门;操纵;经营手段;
But, you know, not everybody has all these skills.	但是,不是每个人都能具备所有的能力。
There are very few people who have the full set of skills that it takes to run a company.	只有很少的人会有运营一个公司的所有技能。
So what else do you require?	那么还需要其它什么呢？
Well, leadership.	领导力。
You've got to be able to convince us that you either have developed a team that has all those factors in it, or else you can.	你要能说服我们, 你,或者你的团队拥有了所有这些技能。
factors:n.因素(factor的复数); v.做代理商;
And you have the charisma and the management style and the ability to get people to follow your lead, to inspire them, to motivate them to be part of your team.	你要有感染力,还有管理的方式能让人们跟随你的领导, 鼓舞,激励他们成为你团队的一部分。
charisma:n.魅力;神授的能力;非凡的领导力; inspire:v.激发;鼓舞;启示;产生;使生灵感; motivate:v.激励;激发;成为…的动机;是…的原因;
All right, then having done all that, what else do I want to know as a VC?	但做好了这些后, 做为一个投资者,我还想知道什么呢？
I want to know that you have commitment .	我要知道你能坚持你的承诺。
commitment:n.承诺;投入;保证;许诺;
That you are going to be here to the end.	你会从开始坚持到最后。
I want you to say, or I want you to convey, that you are going to die if you have to, with your very last breath -- with your fingernails scratching as they drag you out.	我要你告诉我,传递给我, 你死都要坚持,坚持到最后一口气。愿意拼死一搏。
fingernails:n.手指甲;(fingernail的复数) scratching:v.划伤;擦伤;刮痕;(scratch的现在分词) drag:v.拖曳;生拉硬拽;拖动;n.拖累;令人厌烦的人;累赘;绊脚石;
You're going to keep my money alive and you're going to make more money out of it.	你会让我的钱周转你会用它们挣更多的钱。
So I don't want somebody who's going to cut and run at the first opportunity.	我不想投资在一位一碰到危机就逃跑的人。
cut and run:急忙逃走;弃锚开航;
Because bad things happen.	因为没有什么事情会是一直顺利的。
There's never been an angel- or a venture-funded company where bad things didn't happen.	从来没有一个被投资的公司是一帆风顺的。
So I want to know that you're committed to be there to the very end.	所以我想要知道你会承诺坚持到最后。
committed:adj.坚信的; v.做出错事; (commit的过去分词和过去式)
You've got to have vision .	你还要有视野。
vision:n.视力;美景;幻象;想象力;v.想象;显现;梦见;
You've got to be able to see where this is going.	你要能看到你公司前面的方向。
I don't want another "me too" product.	我不想看到一个“我也是”的产品。
I want somebody who knows, who can change the world out there.	我想找的人要知道,他们可以改变世界。
But on top of that I also need realism .	当然,这要建立在现实的基础上。
realism:n.现实主义;实在论;现实主义的态度和行为;
Because I need to know that you know, that while the change in the world is great, it doesn't always happen.	我要知道你明白, 尽管改变世界是很美好的事,但那并不常常发生。
And before you get to change the world, bad things are going to take place .	在你改变世界之前, 总会有各种难题。
take place:发生;举行;
And you've got to be able to deal with that.	而你要能解决这些难题。
And you have to have rational projections and stuff .	你要有理性的计划。
rational:n.理性;人类;合理的事物;[数]有理数;adj.合理的;理性的;明智的;理智的; projections:n.预测;设想;投影;投影图;(projection的复数) stuff:n.东西:物品:基本特征:v.填满:装满:标本:
And then finally -- you're asking for my money, not just because it's my money, but because it's me you need to be coachable .	最后,当你向我筹钱时, 不仅仅是因为我的钱,还因为我。你要能听别人的指导。
finally:adv.终于;最终;(用于列举)最后;彻底地; coachable:adj.可训练的;可辅导的(coach的形容词);
So I need to know that you have the ability to listen.	我要知道你有聆听别人的能力。
We've had a lot of experience -- people who are VCs, or angels investing in you -- have had experience and they'd like to know that you want to hear that experience.	我们都有很多经验-- 这些投资人,天使投资者都有很多经验,他们想要知道你想听,学这些经验。
Okay, so how do you convey all these 10 things in 10 minutes without saying any more?	那么,你怎么能够在10分钟里传递这10件事, 又不至于说太多话呢？
You can't say, "Hey, I've got high integrity -- invest in me!" Right?	你不能说,“嘿,我很诚实, 给我投资吧！”
You've got to do a whole pitch that conveys this without conveying it.	你要在整个演说过程中不露声色地来传达这些信息。
conveys:运输;表达; conveying:v.表达,传递(思想、感情等);输送;(convey的现在分词)
So think about your pitch as a timeline .	要把你的演说当成一个时间轴。
timeline:n.时间轴,时间线;大事年表;
It starts off, you walk in the door.	它从你进门的那一刻开始。
They know nothing at all, whatsoever , about you.	他们在这一刻之前对你一无所知。
whatsoever:pron.无论什么;
And you can take them on an emotional -- all pitches, or all sales presentations, are emotional at some level.	你要带动他们的情绪-- 所有的演说,所有的销售演讲,都要带动人们的情绪。
emotional:adj.情绪的;易激动的;感动人的;
You can go up, you can go down, right?	情绪可以变浓,也可能会变淡,对不对？
And it goes from beginning to end.	这个过程会从开始持续到最后。
You walk in the door. So the first thing you've got to do -- the overall, you know, arc of your presentation -- it's got to start like a rocket.	你走进门。你第一件要做的事情-- 就是要让你的演讲快速升温-- 你要像个火箭一样开始。
arc:n.弧;弧形;弓形;v.作弧形运动;
You've got maybe 10 seconds -- between 10 and 30 seconds, depending on how long the pitch is -- to get their attention.	你大概有10秒钟--10到30秒钟, 根据你总共的时间--来吸引投资人的注意力。
In my case: "I've invested . I have got tens of millions of dollars from PowerPoint pitches.	以我为例:“我投资过。我用集资演说得到上千万的投资,
invested:v.投资;投入;(invest的过去分词和过去式)
I have invested tens of millions of dollars."	我也投资过上千万的资金。”
That's it -- that should get you right there.	就象这样,让你有个成功的开始。
This can be a factor, and everybody can be saying it's counterintuitive . It can be a story, it can be experience.	这也可以是一个出其不意的情况, 或者是一个故事,一个经历。
counterintuitive:adj.违反直觉的;
But you've got to grab their emotional attention, focused on you, within that first few seconds.	不管是什么,你要从一开始就要抓住他们的情绪, 让注意力集中到你身上。
grab:v.攫取;霸占;将…深深吸引;n.攫取;霸占;夺取之物;
And then from there, you've got to take them on a very solid, steady , upward path. Right from beginning to end.	然后,你要带着他们开始一个坚固,稳定的上升线。从开始直到结束。
steady:adj.稳定的; v.使稳定; v.稳定地; n.关系固定的情侣; upward:adj.向上的;上升的;adv.向上;
And everything has got to be reinforcing this.	你的一切表现都要加强这一点。
reinforcing:vt.加强(reinforce的ing形式);
And you've got to get better, and better, and better, and better.	你要把情绪调动的更浓,更浓,更浓。
And it's working up to the very end, and then at the very end you've got to -- boom ! -- pull them in, knock them out of the park.	直到最后。然后再最后,你要--轰！--拉他们进来, 让他们不能在安坐一旁。
boom:n.繁荣;吊杆;v.激增;繁荣昌盛;轰鸣;轰响;adj.(美)猛涨起来的;
You want to be able to get them to such an emotional high that they are ready to write you a check -- throw money at you -- right there before you leave.	你要把他们的情绪调动到, 他们想马上给你写张支票, 在你离开之前把钱扔给你。
Okay, so how do you do that?	好,怎么做到这个？
Well, first of all , logical progression .	首先,要有合理的发展。
first of all:adv.首先; logical:adj.合逻辑的,合理的;逻辑学的; progression:n.前进;连续;
Any time you go backwards, any time you skip a step -- imagine walking up a staircase where some of the treads are missing, or the heights are different heights.	任何时候你后退,或者是跳过什么步骤-- 就像你走到一个楼梯,发现有些台阶不见了, 或者是台阶的高度不一样。
staircase:n.楼梯; treads:n.[建]踏板(tread的复数);v.踩(tread的单数第三人称);
You stop, you've got to figure it out.	你会停下来,想搞明白这是怎么回事。
You want a nice logical progression.	你需要一个合理的递进。
Start with telling them what the market is.	从告诉他们你的市场开始。
Why are you going to do -- X, Y, or Z.	你为什么要创业,一,二,三。
And then you've got to tell me how you're going to do it, and what it is you're going to do. How you're going to do it.	你要告诉他们你会怎么做, 你要做什么,你怎么做。
And the whole -- it's got to flow from beginning to end.	从头到尾都要很流畅。
You've also got to let me know that there are touchstones .	你要让我知道这些是可信的。
touchstones:n.试金石;(检验)标准;
You want to tie in to the rest of the world out there.	你要把你所要做的和外界联系起来。
So for example, if you reference companies I've heard of, or basic items in your business,	例如, 如果你提到我听说过的公司, 或者是你公司的基本要点的话,
reference:n.参考,提及;参考书目;证明书;v.引用; items:n.项目;一件商品(或物品);一则,一条(新闻)(item的复数)
I want to know about them. Things that I can relate to: validators , or anything that tells me somebody else has approved this, or there's outside validation .	我就想更多的了解他们。通过我能够理解的事情: 我需要验证,这是否已经得到其他人的认同。或者是外界的证明。
validators:n.验证器;验证者(validator的复数); approved:adj.被正式接受的,被正式认可的; v.赞成; (approve的过去分词和过去式) validation:n.确认;批准;生效;
It can be sales, it can be you've got an award for something, it can be, people have done it before, it can be your beta tests are going great.	比如销售情况,比如一些奖项。或者,有别人做过相似的事情, 或者是你的测试版反响很好。
beta:n.贝它(希腊字母表的第二个字母);
Whatever. I want to know validation -- that you're telling me not just what you're telling me, but that somebody else -- or something else out there -- says this makes sense.	无论是什么,我需要证明。证明不只是你告诉我能成功, 而是其他人,或者是其他事证明你说得有道理。
And then, because I'm looking for the upside here,	再有,因为我在看你是否有前景,
I've got to have believable upside.	你需要有可信的前景。
And that's two parts.	这有两个部分。
It's got to be upside, and it's got to be believable.	一是要有前景,二是要可信。
The upside means that if you're telling me that you're going to be out there five years out making a million dollars a year -- hmm. That's not really upside.	前景是如果你告诉我说我要在5年挣100万, 这不是真的前景。
Telling me you're going to be out there making a billion dollars a year -- that's not believable.	你说你能一年挣10亿, 这让我无法相信。
So it's got to be both sides.	所以它需要有两方面。
On the other hand there are a lot of things that drive me down, take the emotional level down , and you've got to recover from those.	另外,有许多东西会给我泼冷水, 降低我的情绪。你要能从这些东西中恢复过来。
On the other hand:另一方面; level down:降低;减低;
And those, for example, are anything you tell me that I know is not true.	比如,任何你告诉我的, 明显不真实的事情。
'"We have no competition . There's nobody else who's ever made a widget like this."	比如,“我们没有竞争对手,从来没有人做过类似东西。”
competition:n.竞争;比赛,竞赛; widget:n.装饰物;小机械;小部件;未定名的主要新产品;
Odds are I probably know somebody who has made a widget.	没准我就知道已经有人做过了。
Odds:n.几率;胜算;不平等;差别;
And the minute you tell me that -- boom! You know,	当你告诉我这的一刹那,砰！
I discount half of what you're saying from then on .	我对你说的所有的话就开始有疑问了。
discount:n.折扣;vt.低估;打折扣;打折出售 from then on:从那时起
Anything that makes me think. Anything that I don't understand, where I have to make the leap myself in my own head, is going to stop the flow of the presentation.	任何让我怀疑。任何让我不理解。任何让我需要我自己去猜测的, 都会让这个演讲不流畅。
leap:n.跳越;跳跃;跳高;骤变;v.跳;跳跃;跳越;猛冲;
So you've got to take me through like a sixth grader -- dub , dub , dub , dub -- but without patronizing me.	你要像教小学生一样,让一切可以很容易理解-- 咚咚咚咚--但是又没有居高临下的态度。
grader:n.分级机;分类机;(美)(中小学的)…年级学生; dub:vt.配音;轻点;打击;授予称号;n.笨蛋;鼓声; patronizing:adj.自认为高人一等的; v.摆出高人一等的派头; (patronize的现在分词)
And it's a very tricky path to do it.	这很不容易做好。
tricky:adj.难办的;难对付的;狡猾的;诡计多端的;
But if you can do it, it works really, really well.	但是如果你做到了,就会很成功。
Anything that's inconsistent within the concept of your thing.	任何前后不搭的观念都会造成负面影响。
inconsistent:adj.不一致的;前后矛盾的;
If you tell me sales of X, Y or Z are 10 million dollars, and the next slide, or five slides later they're five million dollars.	如果你告诉我X, Y, Z的销售是1000万, 下一页,或者是5页后变成了500万。
Well, one may have been gross sales, one may have been net sales -- but I want to know that all the numbers make sense together.	也许一个是总销售额, 一个是纯利润-- 但是我想知道这些数据是前后合理的。
gross:adj.总共的;粗野的;恶劣的;显而易见的;v.总共收入;n.总额,总数; make sense:有意义;讲得通;言之有理;
And then finally -- anything that's an error, or a typo , or a stupid mistake, or a line that's in the wrong place .	最后,任何的错误,比如一个错字, 一个低级错误,一条放错位置的线。
typo:n.排印错误;排字工;印刷工; in the wrong place:不合适的地方;
That shows me that if you can't even do a presentation, how the heck can you run a company?	这都让我觉得你连个演讲都做不好, 怎么能打理好一间公司呢？
heck:n.(英口)同"hell",表示略微烦恼或吃惊;
So this all feeds in together.	所以这些全都很有关系。
All right, so the best way to do this stuff is to look at our betters -- look at people who have done this before.	那么,最好的学习方法就是看看成功的人, 看看别人是怎么做的。
So let's look at the most successful technology executive in the business and see how a presentation goes.	那么让我们看看成功科技公司老总是怎么做演讲的。
at the most:至多,不超过; executive:n.管理人员; adj.经营管理的;
Bill Gates' PowerPoint presentation over here.	这是比尔盖茨的演讲。
Here's Gates doing a thing for Windows.	他在为Windows做一个演讲。
Is this the way you should do a PowerPoint presentation?	这是你应该学的方式么？
What do you think?	你们怎么想？
No. Who do you think we should look at as our role model ?	不。那么我们应该学谁呢？
role model:n.榜样;崇拜对象;
Oh, isn't that funny! There's another great one over here.	好笑吧！再看一个很棒的。
Yes? OK, Steve Jobs.	是不？Steve Jobs.
You want absolute -- this is the Zen of presentation, right?	你想要最棒的--这就是演讲的极致,不是么？
Here he is. One little guy, black jeans and stuff, on a totally empty stage.	看他,个不高,黑裤子,便装, 在一个空旷的舞台上。
What are you focusing on?	你会集中在那里？
You're focusing on him! This is Steve Jobs.	集中在他身上！这就是Steve Jobs。
So, you know, our great -- these wonderful long bullet points, a whole list of things, you know -- good!	所以,你知道,我们钟爱的-- 美妙的,长长的要点,列表,等等 -- 很好！
bullet:n.子弹;只选某党全部候选人的投票;豆子;vi.射出;迅速行进;
No, they're not.	不,他们并不好。
The long bullet points are bad.	长长的要点很糟糕。
What's good? Short, short bullet points.	什么好？短,简短的要点。
But you know what?	但是其实,
Even better than short bullet points are no bullet points.	更好的是没有要点。
Just give me the headline over here.	给我标题就好了。
And you know what?	但是你知道吗？
How many bullet points or headlines does Steve Jobs use?	Steve Jobs用多少的要点或者是标题？
Basically none.	基本没有。
Basically:adv.主要地,基本上;
What do you do?	那么你该怎么办？
Best of all: images . Just a simple image.	最棒的是办法是用图片。一个简单的图片。
images:n.印象;声誉;形象;画像;雕像;(image的第三人称单数和复数)
I looked at the image -- a picture's worth a thousand words.	我看一眼图片--百闻不如一见。
You look at the image and you see that, and you drop the whole thing.	你看一眼图片,看完后,清理思绪,
And then you come back to me.	转回来注意到我。
And you're focused on me and why I'm such a great guy, and why you want to invest in me.	你专注在我的身上,想为什么我是个很棒的人。为什么你要给我投资。
And why this whole thing makes sense.	和为什么这个投资项目很合理。
So with that said, we only have a very, very short time .	说了这么多,我们只剩下很短的时间了。
short time:adj.短暂的;快速的(shorttime的变形);
So let's run through the things you've got to include in your presentation.	让我们来总结一下你演讲中要包括的要点。
run through:n.贯通;从头到尾读一遍;排练;
Well first of all, start out. None of these big, long-titled slides with blah , blah , blah , blah , blah , blah and I'm presenting to so-and-so , such-and-such a date.	首先,你一开场时,投影片不要使用过长的标题, 也不要说一堆废话。比如我给谁演讲,在哪一天等等,
blah:n.废话;空话;瞎说;int.废话; so-and-so:某某;如此这般;谁谁;如此如此沙咸沙;
I know the day, I know who I am, I know you're presenting.	我知道日期,我知道我是谁,我知道你在演讲。
I don't need all that.	我不需要这些。
Just give me your company logo .	我只需要你公司的标志就够了。
logo:n.标志;
I look at the logo, and it sort of ties it to my brain.	我看一眼标志,把它记在脑子里。
And then I come back to you, I'm focused on you, OK?	然后我就转向你,注意力集中在你身上,就这样。
You do that, you give me your quick 15-second or 30-second intro , grab my attention.	你要用一个15秒到30秒的介绍来抓住我的注意力。
intro:n.介绍;简介;
And then you want to give me a quick business overview .	然后你就要简短地介绍公司概况。
overview:n.[图情]综述;概观;
This is not a five-minute pitch. This is, you know, two sentences.	用不了5分钟,只要两句话。
'"We build widgets for the X, Y, Z market."	我们给X,Y,Z 市场做...部件。
widgets:n.小工具(widget的复数);窗体小部件;
Or, "We sell services to help somebody do X." You know, whatever.	或者,我们给需要做X事情的人提供服务。如此等等。
And that is like the picture on the outside of a jigsaw puzzle box.	那就好像拼图游戏盒子上的整体图一样,
jigsaw:拼图玩具 puzzle:n.谜;疑问;智力游戏;不解之谜;v.迷惑;使困惑;
That lets me know the context .	让我就知道你公司的背景。
context:n.环境;上下文;来龙去脉;
It gives me the armature for the whole thing you're going to be going through.	也让我对你将要给我演讲的整个内容有准备。
armature:n.电枢(电机的部件);盔甲,甲胄;防卫器官;
And it lets me put everything else in relation to something you've already told me.	让我可以把之后的信息和你已经告诉我的联系起来。
So there you go -- walk me through, show me who your management team is.	然后,你要向我介绍你的管理团队是谁。
It's helpful that you've had experience and you've done this kind of thing before.	如果你有过经验和做过类似的事情, 这会给你们加分。
And I want to know the market -- the size of the market.	然后我想了解市场,市场的大小。
Why is this market worth getting at over here?	为什么市场的长期前景值得投资。
I want to know your product, and that's very important.	我想了解你的产品,那非常重要。
Now this is not a product pitch, not a sales pitch.	但是这不是一个产品推销演讲,
I don't want to know all the ins and outs , and the gazuntas and the yaddas and stuff.	我也不想对你的产品有从里到外的深入理解。
ins and outs:复杂细节;进进出出;盛衰;
I just want to know -- what the heck is it?	我只想知道--它到底是什么？
If it's a website, show me a screenshot of your website.	如果是个网站,展示给我你的网站截图。
screenshot:n.屏幕截图(截图软件名称);
You know, don't do a live demo .	但是不要做现场演示。
demo:v.试用(尤指软件);演示;示范;n.试样唱片;录音样带;
No, never do a live demo.	永远不要做现场演示。
Do a canned demo, or do something that lets me know why people are going to buy whatever it is.	可以做录制好的演示,或者是其它的只要让我了解到,人们为什么会去买它就好。
Then I want to know -- now that I know what you're selling -- tell me how you make money on it.	然后,我想知道,--在知道你在卖什么之后-- 我想知道你怎么用它赚钱。
For every X you sell you get Y, you do your services of Z.	卖掉X个商品,你可以赚到Y,你要提供Z服务。
I want to know what the business model is on a sort of per-unit basis, or for the actual product that you're selling.	我要了解你的商业模型是什么在单件产品的层面上,或者在你销售的实际产品的基础上。
I want to know who you're selling this thing to, in terms of customers.	我想知道你把东西卖给谁, 你的客户群是谁。
And I want to know if you have any relationships that are going to be special to help you.	我也想知道你有没有任何关系可以对你有特别的帮助。
Whether you have a distribution relationship with somebody, you know, you have a producing partner. Or, you know, again, validation.	比如你有没有分发渠道, 或者是生产合作伙伴。或者是再说一次,要有验证。
distribution:n.分布;分配;分发;分销;
This helps to say you're bigger than just one little thing over here.	这些告诉我,你不仅仅是一个小小的公司。
But then everybody has competition.	同时,所有人都有竞争者。
There has never been a company that doesn't have competition.	从来没有任何公司没有竞争者。
Even if the competition is the old way of doing something.	竞争者甚至也包括旧的做事方法。
I want to know exactly what your competition is, and then that will help me judge how you fit into the whole operation over here.	我想准确地知道你的竞争者是谁, 那会帮助我判断你的运作模式是不是与你的市场相符。
But then I want to know how you're special.	然后我想知道你的竞争优势是什么。
If I know what your competition does, how are you going to prevent your competition from eating your lunch over here?	如果我知道了你的竞争者如何运作, 你怎么能阻止你的竞争者来分食你的午餐？
And then all this ties into the financial overview.	然后这一切都联系到财务纵览。
And you have to have -- you can't do a VC pitch without giving me your financials.	你必需要有--没有财务情况你根本无法集资。
I want to know three and -- you know, a year or two back.	我想知道过去的三年--或者一两年前,
Or as long as you've been in existence.	或者无论你存在了多久。
as long as:conj.只要;长达;如果;既然;
And I want to know three or four or five years forward.	我也想知道三到五年之后。
Five is a bit much . Probably four is rational.	五年可能太多,四年比较合理。
a bit much:有点过火;过分;不应当;
And I want to know how that business model that you showed me on a product basis, is going to translate into a company model.	我想知道,你在产品层面的商业模型, 如何转化成一个公司模型。
translate:v.翻译;被翻译;被译成;(使)转变;
And, you know, how many widgets are you going to sell.	你能卖掉多少商品,
You're making X amount per widget.	你能从每个商品挣到多少.
I want to know what the driver is.	我想知道盈利驱动力是什么。
We're going to have 1,000 customers this year, and 10,000 next year.	比如我们今年有1000个客户, 明年有10000个。
And our revenues are going to go up this, that and the other thing.	我们的收入会如何增长,等等。
revenues:n.[会计]收入;税收;[会计]收益;营业收入(revenue的复数形式);
And so that gives me the whole picture for the next several years into which I'm investing.	这些让我了解到投资之后几年的蓝图。
And I want to know how the money you're going to get from me is going to help you get there.	我想知道我的钱怎么能帮助你实现这些目标。
You're going to open an offshore plant in China, you're going to spend it all on sales and marketing, you're going to go to Tahiti , or whatever. Out there.	比如你要在中国开个工厂, 比如你要把它们花费在市场和销售上, 或者你要去塔希提岛,或者随便哪里。
offshore:adj.离岸的;[海洋]近海的;吹向海面的;adv.向海面,向海; Tahiti:n.塔希提岛(位于南太平洋,法属波利西亚的经济活动中心);
But then comes the ask.	然后就到了开口要钱的时候了。
This is where you tell me how much you actually want to get.	就是你想从我这里融资多少。
You're looking for 5 million -- at what kind of valuation ?	比如说你要融500万--那么公司的估价是多少？
valuation:n.评价,估价;计算;
2 million at 100,000.	200万,十万？
What's the money in so far? Who invested?	到目前都有谁投资了？
I hope you invested personally.	我希望你自己投了。
Because I'm following on.	因为我是跟着你的。
If you can't invest in your own thing, why should I invest in it?	如果你自己都不投,我怎么会投？
So I like to know if you have friends and family, or angel investors in there, or you've had more VCs before.	所以我希望知道你是否有朋友,家人, 或者天使投资,其它的投资人投过了。
What's the capital structure up until this point?	你目前的资产结构是什么样的？
structure:n.结构;构造;建筑物;vt.组织;构成;建造;
And then finally, having done all that, you've now told me the whole thing, so now you've got to bring it back to that conclusion .	然后最后,你做完了这一切, 告诉了我所有的事情。你就要回到总结。
conclusion:n.结论;结局;推论;
This is that rocket going up.	就好象火箭升天。
So hopefully everything has been positive , positive , positive , more positive.	一切都是向上的,向上的,向上的, 向上的。
positive:adj.积极的;[数]正的,[医][化学]阳性的;确定的;n.正数;[摄]正片;
And everything, everything you say clicks with me, and it all makes sense.	你说的一切都让我感到一拍即合, 一切都很合理。
And I'm thinking, "This is really, really great."	我想,“这太棒了,太棒了。”
And then you take me back to your logo.	然后你再从新展现给我你的标志。
Just your logo on the screen.	仅仅你的商标。
And I look at the logo -- okay, good.	我看一眼商标,好,
Now I come back to you. Nothing else to look at, right?	我又转向你,没有其它可看的了,不是么？
And now you've got to wrap it up and tie it up here.	这时你要适时地总结。
You've got to give me the final, you know -- boom!	你要给我最后的惊喜。
The final pitch that's going to send me into space.	就像把火箭送入太空一样。
Now, in the process of doing this over here, how do you remember the sequences and doers ?	在这个投资演讲过程中, 你怎么能记住这个顺序呢？
in the process of:在…的过程中; sequences:n.[数][计]序列,顺序;继起的事(sequence的复数形式); doers:n.实行家(doer的复数);
You've noticed here that I'm not looking at the screen, right?	你注意到了我没有看屏幕,对吗？
The screen is actually, in this room, is set up so it's in front of me.	这个屋子的屏幕实际上在我背后,
So I couldn't even see if I wanted to.	我想看也看不到。
So now how do I know what's going on here?	那我怎么知道上面是什么？
Well, I've got a laptop in front of me, but you're looking at me. And you're looking at this.	其实,我这里有台笔记本, 你看着我,你看着这里,
laptop:n.便携式电脑;笔记本电脑;
What do you think I'm looking at?	你想我在看什么？
You think that I'm looking at that?	你想我看的是这个么？
No, I'm looking actually at a special version of PowerPoint over here, which shows me the slides ahead, the slides behind, my notes from here -- so I can see what's going on.	不是,我看的是个幻灯片的特殊的版本, 它让我能看到之前和之后的幻灯片, 还有我的笔记--所以我能看到是怎么回事。
PowerPoint has this built into every copy of PowerPoint that's shipped.	PowerPoint都有这个功能, 出厂的时候就有。
If you use Apple's Keynote , it's got an even better version in Keynote.	如果你用苹果电脑的Keynote,它的这个功能还要更好。
Keynote:n.基调;主旨;主音;vt.给…定基调;说明基本政策;vi.作主旨发言;
And then there's another program called Ovation you can get from Adobe , that they just bought last summer.	还有一个软件叫Ovation。可以从Adobe买到。
Ovation:n.热烈欢迎;大喝采; Adobe:n.(建筑用)黏土;黏土坯;adj.用砖坯砌的;
Which actually helps you run the whole timers , and it lets you figure out what's going on.	它可以帮助你计时。帮助你知道下面要讲什么。
timers:n.[电子]定时器;计时器;定时装置(timer的复数形式);
So, here's my wrap up to take you to the moon, right?	好,现在该让我总结,把你送到月球去,对吧？
David's usually do a top 10, we don't have time for top 10s.	我一般有10个要点,但是我们没有时间了。
So David's top five presentation tips :	所以我只说5点,
tips:n.尖端; v.(使)倾斜,翻覆; (tip的第三人称单数和复数)
Number one, always use presenter mode, or Ovation, or Presenter Tools -- because it lets you know exactly where you're going.	第一,使用演讲模式, 或者,Ovation,或者Presenter Tools-- 它帮助你,使你清楚的知道你在做什么。
presenter:主持人
It helps you pace yourself, it gives you a timer so we end on time and the whole bit.	它帮助你调整自己的速度,给你提供时间, 所以我们会在正点结束。
Number four, always use remote control .	第二,用遥控器。
remote control:遥控;
Have you seen me touch the computer?	你看过我接触电脑么？
No, you haven't. Why not?	没有,为什么？
Because I'm using remote control over here.	因为我在用遥控器。
Always use remote control.	永远要用遥控器。
Number three: the handouts you give are not your presentation.	第三, 讲义不是你的演讲。
handouts:n.讲义;宣传册子,宣传品(handout的复数形式);
If you follow my suggestions you're going to have a very spare , very Zen-like presentation. Which is great for conveying who you are and getting people emotionally involved .	如果你听从了我的意见, 你会有个很成功的演讲,有力的传递你是谁,同时还会调动人的情感。
spare:v.节约,吝惜;饶恕;分出,分让;adj.多余的;瘦的;少量的;n.剩余;备用零件; emotionally:adv.感情上;情绪上;令人激动地;情绪冲动地; involved:adj.有关的; v.涉及; (involve的过去式和过去分词)
But it's not really good as a handout.	但是它和讲义不一样。
You want to have a handout that gives a lot more information, because the handout has to stand without you over here.	你需要有个详细的讲义, 因为你不在的时候,人们可以看讲义来了解你的公司。
Number three.	第三,
Don't read your speech.	不要阅读你的演讲。
Can you imagine? "Well, you should invest in my company because it's really good."	想象一下？“投资我的公司吧, 因为它很棒。”
It doesn't work, right? Don't read your speech.	这不能成功的,不是么？不要阅读你的演讲。
And the number one presentation tip: never, ever look at the screen.	最重要的演讲技巧: 永远也不要盯着屏幕。
You're making a connection with your audience over here, and you always want to do a one-on-one connection.	因为你在和你的听众建立一种联系, 你要保持这种一对一的联系。
one-on-one:adj.一对一的;直接对立的;adv.一对一;面对面;n.一对一的比赛;
The screen should come up visually behind you, and supplement what you're doing instead of replace you.	屏幕应该在你身后出现, 补充你,而不是替代你。
visually:adv.形象化地;外表上;看得见地; supplement:v.补充;增补;n.补遗;增补(物);补充(物);添加物;
And that is how to pitch to a VC.	这就是怎么做集资演讲。

DavidSRose_2007U-_怎么说服风险投资者_