Common Mistakes to Avoid When Pitching

I’ve interviewed 100 founders. 99% made the same funding-killing mistakes. Here are the biggest ones: 𝟭.) 𝗣𝗶𝘁𝗰𝗵𝗶𝗻𝗴 𝘁𝗵𝗲 “𝘀𝗮𝗳𝗲” 𝘀𝘁𝗼𝗿𝘆 - Different is good - Investors have heard it all before - If you’re dreaming big, you've got a great shot 𝟮.) 𝗔𝘃𝗼𝗶𝗱𝗶𝗻𝗴 𝘁𝗮𝗹𝗸𝗶𝗻𝗴 𝗻𝘂𝗺𝗯𝗲𝗿𝘀 ($) - Investors want to know how much you need to scale - Don’t shy away from discussing your financials - Be ready to talk numbers, not just your vision 𝟯.) 𝗢𝘃𝗲𝗿𝗹𝗼𝗮𝗱𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗽𝗶𝘁𝗰𝗵 𝘄𝗶𝘁𝗵 𝘁𝗲𝗰𝗵 - You’re not selling an algorithm - You’re selling opportunity - Investors care about how your tech solves real problems 𝟰.) 𝗖𝗵𝗮𝘀𝗶𝗻𝗴 𝗶𝗻𝘃𝗲𝘀𝘁𝗼𝗿𝘀 𝘄𝗵𝗲𝗻 𝘆𝗼𝘂 𝗱𝗼𝗻’𝘁 𝗻𝗲𝗲𝗱 𝘁𝗵𝗲𝗺 - Meet with investors before you need them - When you’re in fundraising mode, set realistic deadlines - Build relationships early—even if you’re not raising right now 𝟱.) 𝗔𝘀𝘀𝘂𝗺𝗶𝗻𝗴 𝗶𝗻𝘃𝗲𝘀𝘁𝗼𝗿𝘀 𝘂𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘆𝗼𝘂𝗿 𝗺𝗮𝗿𝗸𝗲𝘁 - Just because you’re deep into the problem doesn’t mean your investor is - Explain it like they’ve never heard of your industry - If you’re using jargon, you might lose them 𝟲.) 𝗡𝗼𝘁 𝗽𝗿𝗮𝗰𝘁𝗶𝗰𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗽𝗶𝘁𝗰𝗵 𝗶𝗻 𝗽𝘂𝗯𝗹𝗶𝗰 - Test your pitch on everyone—friends, strangers, coffee shop people - If you can’t explain it clearly outside your bubble, it’s not ready for investors 𝟳.) 𝗜𝗴𝗻𝗼𝗿𝗶𝗻𝗴 𝘁𝗵𝗲 “𝗻𝗼” 𝘀𝗶𝗴𝗻𝗮𝗹𝘀 - If investors are dodging follow-ups or vague in emails, it’s a no - Avoid chasing investors - Focus on the ones who are truly excited about your idea 𝟴.) 𝗧𝗵𝗶𝗻𝗸𝗶𝗻𝗴 𝗶𝘁’𝘀 𝗮𝗹𝗹 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗲 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 - Your product isn’t what’s going to convince investors - It’s your ability to sell, lead, and show your expertise - They’re betting on YOU—not just your idea 𝟵.) 𝗡𝗼𝘁 𝗮𝘀𝗸𝗶𝗻𝗴 𝗳𝗼𝗿 𝗶𝗻𝘃𝗲𝘀𝘁𝗼𝗿 𝗿𝗲𝗳𝗲𝗿𝗿𝗮𝗹𝘀 - Only 3 founders in prev. 6 months, have asked me for referrals - When they do, I do it 99% of the time. I love to help! - Not enough founders do this Raising capital isn't easy. But it doesn't have to be complicated. Be bold. Be real.  And most importantly, be prepared. If you’d like feedback on your deck or pitch, feel free to DM me. Always happy to help! _____ ♻️ Please repost this to help founders in your network raise smarter

I saw five pitches from female founders earlier this week through The Female Founder Collective. (Thank you to Alison Koplar Wyatt and Avary Bradford for having me and the five founders for sharing with me.) Most were new to pitching, and they did so well! I was so impressed with all of the businesses. Some had really innovative business models, some I fell in love with the branding, and others I could see myself immediately buying the product. Overall, they should be commended for being brave and sharing their idea and business with the world - it's hard and scary. I am forever in awe of my fellow female startup founders. Here's some of the feedback I gave to them: - Start with your story. Tell me about that "AHA" moment that led you to start a company to solve the problem you faced.   -- It draws me in emotionally and gives me context as to why you are the person that so profoundly understands and needs to solve this problem. - Don't write sentences in your deck.   -- It makes me want to read them and takes away from me listening to you. Just give me the high-level takeaways in bullets or, better yet, in pictures (see below). - Include outside stats on your problem/solution and cite your source. -- It gives you credibility that the problem is more extensive than just you. - Don't ask rhetorical questions. -- I think you're trying to have a conversation - which is fine in a one-on-one setting - but when you're formally pitching me, it takes me out of what you're saying and into my own brain searching for an answer. - Don't include embedded videos or movement. -- Truth be told, I was proven wrong on this because 2 of the 5 decks had videos, and they both worked perfectly. But usually, and I mean 90% of the time, they don't. Don't risk that "uh oh" moment where you're scrambling for another link or trying to get the sound to work - it's not worth it. Send it after or show it during the Q&A. - Show me in pictures. Use icons, timelines, graphs, and photos. -- Show me a visual picture while speaking. I won't be trying to read while you're talking, plus the image will stick in my head better than a slide full of words. - Don't use negative words when you're describing your business.   -- Don't give me a reason to say no to investing because you, the founder of the business, tell me, "It's not sexy or cool," or "I know we'll never be like [Super Successful Company]." Personally, I think making money is super sexy and cool, and why would I ever invest in you if you don't see your own potential? - No "Thank You" slide.   -- I know this is controversial - I've said it before and gotten heat for it - but it's a waste of a slide. - Be mindful of your time. -- If you've been told you only have a specific amount of time to pitch, assume you'll be cut off, and that's all you get. Use tools like Grammarly, which gives speaking time, and practice, practice, practice. Record yourself, time yourself, and abide by the rules set.

Most first-time founders make the same rookie mistake when fundraising: They bury their potential investors in a mountain of details. It's like that quote: “I didn't have time to write a short letter, so I wrote a long one instead.” — Mark Twain These entrepreneurs naively assume that the more information they share, the stronger their case for an investment. But, this usually ends up biting them in the ass. I’ll be the first to admit that I’ve been guilty of this, too — I’ve bombarded investors with data and information to prove to them that my company was a winner. I needed to convince them that I was right. It took me a long time to finally learn my lesson, but I eventually came to the realization that founders should operate with the underlying assumption that everyone is lazy. It’s easy to forget that most investors are bombarded with dozens of emails and pitches every single day. When investors are overloaded with information, they usually decide to skim over the email. And, when they do this, they’re more likely to miss the details most important to your pitch… and that’s assuming they read your email at all. When pitching potential investors for the first time, it’s important that you: 1. Only include the MOST important information 2. Get to the ask as quickly as possible Remember: Less is more. A few other useful tactics for any email pitch: - The email should be 2-5 sentences, 125 words. No more than 200. - Include your pitch deck (A PDF file. not Google Slides, not PowerPoint, not Docsend) - Link to your prototype or even better, a working product. CPG founders should link to their brand deck and visual renderings. - Demonstrate knowledge of the firm and why your company fits its thesis - Make a specific ‘Ask’ (phone call, opportunity to pitch in person, etc.) Like I said, everyone is lazy. The easier you make it for your potential investor to say “yes”, the more likely they are to do so.

One of the most common mistakes I see when people pitch their new product or business is also one of the easiest to fix. I call it the “magic box”, and it goes something like this: "Flying is a bad experience. So imagine if you could just step into a big box, press a button, and instantly be in your new location! Our business will be supplying these boxes to every major town and city in America—a total addressable market of 556 trillion dollars by year two." Did you see the problem? Yes, there’s obviously no such thing as a magic box that can teleport people instantly. But more fundamentally, the pitch spends all its time talking about the problem and the opportunity, and no time explaining HOW your solution actually works. It might sound crazy, but I see pitches like this all the time. If I had to guess, the “magic box” is what happens when people get so excited about the problem—and how big an opportunity it presents—that they gloss over the mechanics of the solution, or worse, don’t have a solution at all. “Don’t bore people with technical details” is good advice up to a point. But if you’re asking for an investment of money, effort or time, you have to build more than excitement. You have to build credibility. Your pitch needs to make it clear that your big problem has a solution that is actually possible, that no one else has thought of, or that you alone have the skills to pull off. That’s what should take up 40% of the slides in your deck. That’s where credibility comes from. Otherwise, it’s just another magic box. 🎥: Entrepreneur Media

I have been on 1900+ calls with creators; & I can bet you that without proper communication you cannot convince your users. No matter how good or enthusiastic you are to work with, How you communicate during client pitches can make or break a potential deal. Over the years, I've learned a few key lessons about what to avoid when trying to win over prospects: 1️⃣First, skip the audio calls and opt for video every time. It creates a more personal connection. 2️⃣Don't ramble on and on; In the early days, I made the mistake of doing most of the talking to try to sound confident and knowledgeable. Now I know the key is to ask questions, listen intently, and let the client share their needs. That's how you uncover the right solution. 3️⃣Third, ditch the used car salesman approach. Don't sound too salesy - just aim to truly understand what the client requires and whether you can provide value. Those who want your services will become clear. 4️⃣Fourth, never sell yourself short, even when you're desperate for work. If you act under-confident or seem willing to accept lowball offers, you send the message that your services aren't worth premium prices. Value your worth. 5️⃣Finally, follow up diligently! So many potential deals fall through the cracks because we fail to nurture relationships through consistent follow-ups. As the saying goes, fortune is in the follow-up. Effective communication preserves your confidence and gives you insights into how to best serve prospects. If you could add any other tips to this list, what would they be? #communication #softskill #leadership

One of the biggest mistakes I think founders make during informal pitches (first call, networking events, etc.) is immediately answering the question “What are you working on?” without understanding who they’re talking to. I made this same mistake as a founder. I get it, you have your elevator pitch ready. You think it’s a numbers game, and you need as many people as possible to understand your vision. But it’s such a wasted opportunity. It’s so much better to ask the person about themselves so you can understand what kind of investor they are and tailor your pitch accordingly. For example, I had a pitch the other day. They read my LinkedIn and assumed they’d done their homework and just dived in. They spent many valuable minutes educating me on an opportunity I’ve known about for years and already invested in. If they’d answered my “what are you working on?” question with something like: “I can’t wait to tell you about how we’re transforming banking for rural Americans. But first, can I ask if you’re a consumer fintech fan?” I would have shared my existing portfolio companies in the space, and they would have had so much more to work with. It takes just a few seconds. But taking a pause to understand who you’re pitching can make all the difference. Trust me, I once got a $50K check while waiting in line for the bar at one of these…it works.

One of the most common ways for a Founder to open a pitch is also the worst. When I hear a Founder start with, "Imagine..." I know I'm going to be juggling. When I'm presenting, teaching, or pitching, I'm jealous. I'm jealous for my audience's attention. I want their focus on a specific idea at a specific time. I don't have a second to waste in a short pitch. It's my job to make it as easy as possible for my audience to "get" my idea. When a Founder starts a pitch with "Imagine...", They're making the audience work. (I don't know how many people are actually imagining anyway...I don't. 🤷♂️) Instead of guiding their attention to what matters, you toss them little bits of info they need to juggle. Keep in mind,   They don't yet know what you are pitching. Is this SaaS? Is this a physical product? What market is this for? What problem does it solve? Do I care? Meanwhile, you give them more little bits of info. "You're driving down the highway..." Then another, "You see a mother and her two kids at an intersection..." Then another, "The mother is pushing a red stroller..." Then another, "On the other side of the street, a hot dog vendor..." "...with a small monkey..." "...playing an accordion..." MAKE IT STOP! It's too much to juggle. Keeping all of these bits of info in the air is hard. Which of these are important to the pitch? Am I still driving? Humans can only manage about 7 items in working memory, and only for a very short time. But, we remember details in stories for years. Why? Because stories have context. Stories give us a place to store this info. Rather than juggling 7 bits of info, I can put 6 of them in my story-basket & focus on one. Rather than TELLING them to imagine, I can tell a story and they'll imagine it anyway. How is your short-term memory in a presentation? Do you like mystery in a pitch? Or would you rather know what it all means early? --------------------- Hi, I'm Dan. I'm a Storyteller. I help Founders tell short stories, so investors and customers understand what they're building ...and why it matters.

Here are the things I wish Founders knew about VC when pitching an investor 👇 This is insight I've gathered as an investor after hearing hundreds, if not thousands, of pitches over the years. At Funden, I work with founders very closely making sure things like your pitch, your pitch deck, your narrative and all the other investment collateral is in working order for your round. Having those perspectives on both sides of the founder-VC table, here are the things I wish I had known about VC when pitching as a founder 1️⃣ Shorten your pitch: Your pitch should be no less than 2 min and no more than 6 min. The goal is to optimize for having the conversation with an investor, not letting them hear you out. 2️⃣ How did you arrive at building what you're building?: This is NOT a "problem statement". This is inviting you to lean into your background and discuss how your experiences as an industry operator, a customer, or as a former founder influenced and encouraged you to build something worthwhile. The narrative needs to highlight a unique background, illustrating how your professional and personal experiences shaped your founder journey 3️⃣ Dont Pitch from the Deck: It's lacks personality, it stunts any emotional connection, and just hardly ever elicits a positive response. Instead, become comfortable with looking them in the eye and going through your 2-6 min pitch with confidence and authority 4️⃣ Control the meeting: Use language like, "How I typically like to run these meeting is sharing a bit about my background, how I got here, and then walking through where we're at in our company journey" or, at the conclusion of the pitch, "Now that you've heard a little bit about what we do, I'm sure you have questions about our business model, our GTM or how we're thinking about competition" (this invites the investor to ask questions that you've already prepped for). 5️⃣ Run a process: Take detailed notes, record your calls with investors using Otter or Fathom and comb through those objections, create a CRM, have a tight data room, and do your follow ups. Founders make very predictable mistakes and most investors aren't going to bother correcting you. --------------- If this reaches anyone new, my name is Jake and I make over 100 founder-investor introductions a month from connecting quality fundraising founders to my network of over 1,000 VCs.