Perfect Pitch, How to Excite Investors with Your Business Idea

What are the Secrets Behind a Successful Pitch?

How do you sell a sun soak holiday to an Arabian? How do you sell a Fridge to an Icelander? How do you sell Haggis to someone who’s never tasted it before? How do you sell an idea for a product that doesn’t even exist yet?

For many entrepreneurs with a new product to sell this is a daunting task. So, what’s the most effective way to convey your product or idea? What are the secrets behind a successful sales pitch? How can you excite investors with your business idea?

Smile and the World Smiles with You

Begin by smiling. When launching a presentation, be it at a private meeting, a conference or a webinar, smile. Say hello to everyone, try to relax and have your audience relax, be happy, this is fun, if it’s not – pretend it is.

It sounds obvious, but nerves often make it difficult for investors to engage with the person asking for their time and investment.

So, keep yourself focused on the actual content of your speech and it’s successful delivery and ignore pointlessly distractions.

To overcome your anxiety visualise the desired outcome and play it over and over again in your head. See yourself through the eyes of your audience, right down to what you’ll be wearing. Know that your product or idea will guarantee a successful outcome. Imagine yourself walking away having achieved success. Keep that image and feeling in your mind.

Entertain Your Audience

Have you noticed how nothing ever goes to plan? So, given that fact, why do we expect thing to?

If we presume nothing every goes to plan, it makes little sense to learn your pitch off by heart. It’s also a rather pointless exercise. So don’t.

Pitches should never be learned off by heart. This is not an exam. Exams are boring. Don’t bore your audience, keep them entertained throughout. If they get bored, their minds wander and irritation sets in.

In your pitch simply show that you are bursting with passion and excitement about your idea. Don’t worry if you’re not word perfect, don’t worry about fumbling over your words in the process. Excitement and enthusiasm will win over diction every time.

The presentation should be brimming with a natural and honest enthusiasm for the product. If you don’t believe yourself, neither will your audience. Don’t be dispassionate. It’s not enough to tell someone you are worth their investment, show them. Above all, believe you can do it.

Know Your Business Plan

Once you’ve sold your idea, it’s time to get down to the nuts and bolts of your business plan. Investors wants to hear where the idea came from and the research you’ve done.

Create a list of questions your audience is likely to ask and have the answers ready;

• Where did the idea originate?
• What research has been conducted?
• How much money has been spent on research?
• How much money has been spent on bringing the product to market?
• What efforts have been made to market it?
• How many units have been sold and to whom?
• What is the competition?
• Do you hold a patent?
• What is the proposed business structure?
• What is the profit margin?
• And so on …

Criticism – Investors Don’t Pull Their Punches

Be prepared to get some tough questions and even tougher advice. A willingness to listen to and accept advice seriously impresses potential investors.

Entrepreneurs should never take advice as criticism it’s vital to listen to what people say, and then go away and digest the new information. That’s not to say you should action everything you hear, after all, they may be wrong!

Q: Why are new and revolutionary ideas often discovered by the young?

A: They don’t know it can’t be done, so they do it anyway.

Expect an investor to ask a question in a similar form several times to get a different answer or angle. Entrepreneurs should be open to answering every possible question that could be asked of them.

Pretend You’re Not Nervous

Exude confidence, both in yourself and your idea. Entrepreneurs who are incredibly self-assured are more likely to get a positive outcome.

Confidence shows you believe in yourself and your product and that warrants attention. Laying your beloved idea open to potential rejection and even ridicule can be truly daunting, but people generally only make themselves vulnerable to that level of scrutiny because they’re sure they’re onto a winner.

Bigger Picture

All entrepreneurs or budding entrepreneurs know that stepping out of your comfort zone is worth it. Think of the bigger picture. It doesn’t really matter whether your audience is an individual, a conference room of hundreds or a webinar of millions, the presentation should exude the same enthusiasm, truthfulness, passion and excitement about your idea. Just remember, excitement and enthusiasm will win over diction every time and enjoy yourself.