Is Your Licensing Presentation Falling on Deaf Ears?

You’ve only got one chance to make the right impression. Give them the correct information, and they’ll listen with interest.  Share the wrong info, and they’ll turn a deaf ear.

I’ll share some tips on what to include and what to watch out for when creating your licensing presentation in this article.

The first issue to watch out for is too many tech details. Make sure you focus on what your IP does or delivers. Even if your IP is very technical, don’t make your presentation “tech-heavy.” Remember, the first people to see your presentation will most likely be marketing, sales, or business development.

In almost every presentation I’ve made, one of the first questions asked is will the IP make money.  If your IP is in the market and selling, it’s making money. If it’s only a prototype or development, don’t assume it will make money. That puts off a potential partner, especially if you’ve got no proof.  Instead, show them how it can make money. Focus on the problem/solution your IP offers.

Don’t veer off to the road of irrelevancy and into blind alleys of pointlessness. Here’s an example: “It took six months to develop the prototype.” Don’t waste time telling the history of how you developed your IP. Your licensing partner is only interested in how your IP increases its revenue. On the other hand,  telling them, “XYZ Magazine’s 100 Coolest Things of the Year special edition featured our IP” is worth focusing on because it demonstrates a genuine customer interest in your IP.

Deliver the presentation logically, with each slide or point building upon earlier ones. I’ve met with inventors who immediately tell me how much their invention will make before describing what it is and how it works.  If the licensee doesn’t know how or what your IP does, your numbers won’t make sense, plus you’ll wind up explaining them again once they understand your IP.

Keep it short: You’re not telling your life story.  If you’re using Powerpoint, keep it to 8 – 10 slides. Any more, and you’ll lose people’s attention. Use pictures to show and tell your IP story. Remember, potential licensing partners are running a business. Their time is valuable, and unless you get right to the point, they’ll quickly lose interest. By staying laser-focused on the benefits of licensing your IP, you can lead the potential licensee down the road of wanting to license your IP.

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