Comment pouvez-vous faire ressortir votre pitch ?

As a student founder, I've had the opportunity to pitch to over 100 investors, and I've noticed that what matters most to them is the founder and the market size.

Building startups for over 3 years now, I have heard more than 50 amazing pitches and all of them have one thing in common: Sell the vision! During my early pitches, I spoke too much about what we did, how we did, and how it helped our customers. And there was no interest from the venture side. Then I switched on pitching the vision we had, the regional and global impact it would create and all the various user personas who could benefit. And we saw significant increase in the follow-ups (even in cold emails, we got 2x to 3x replies).

A few points to make sure you hit it with your pitch: Keep the deck to *strictly*=10 content slides max. Move any additional slides you feel are so important to the addendum. Use fewer words and large font size, 18pt min. Don't forget a strong team slide. Practice the pitch recording yourself on video and repeat it at least 10 times.

Do a through analysis of VC's firm 1) Try understanding their portfolios and see how your product can add value to their investment ecosystem 2) Understand your market in and out before you pitch your company 3) It's not just market size but your approach how will you address it matters a lot to the VC 4) You need to understand that VCs are looking to multiply their moneys so you need tell them how wisely you would use resources 5) You must share your vision and tell them how are you going to grow the company and technically what is your visibility in terms of future revenues and when would you need next set of investors(this need not be explicit) but Smart VCs are expert to read you and your mind.

VISION. The pitch must clearly articulate a problem in the marketplace that needs a solution. IMPACT. The problem has to be large enough that businesses or consumers would be willing to use a new product or service. FOUNDERS. The founders need to present a solution to the problem that has an advantage over competitors and they need to demonstrate that they have the ability to implement the solution. MARGIN. The solution needs to have favorable unit economics. If the solution uses technology, it makes the business more compelling. FUNDING. Adding capital to the business makes a significant impact on developing a product, getting the product to market, or dramatically increasing sales.

I have had witnessing over 300-320 Pitch presentations in the period 2021-2023 (nowadays). The first 2-3 slides are simply decisive. It is kind of "love at first sight". The storytelling aspect, the market understanding and the vision of the founder / "Pitcher" is likewise a must to success.

Something that I think is often overlooked in this entire process is that the majority of investors do not make decisions alone. Even if they are an angel investor, or a solo GP there is someone who they talk to, who has influence over their decision. Give them the tools to make you seem impressive to the people who influence their decisions. You need to arm them with a narrative that will receive the confirmation they are seeking when they describe you, and your project, to others. If you cannot do this, the rest is sadly irrelevant! You will be lost in the process and the founders who built the more compelling narrative (even if it is a worse business) will win out!

One key aspect is to gage an Investor's prior level of understanding on the market/technology you are pitching about. One universal method of presenting is to start with the basics, but advancing your arguments quickly. The pitch is not having its effect if an investor doesn’t know what your company does 10 minutes into your pitch.

How do you genuinely stick out from the ‘sea of sameness’? A non-negotiable is that your packaged pitch and product is professional. There is nothing worse than an unfulfilled promise to a VC. A short but effective suggestion: Referrals are the most important way to get noticed by VC’s. Have a chat with a founder of one of their portfolio company and ask for some advice. If you are awesome and they like you, ask if they could refer you to a partner or investment manager of the firm. Keep the founder updated after the meeting and thank them afterwards. Good manners and courtesy doesn’t go unnoticed. Good 🍀

Understanding your audience is like unlocking the door to their hearts and minds—a key to tailoring your pitch for maximum impact. By thoroughly researching an investor's needs, interests, and pain points, you can deliver a message that resonates deeply. Conducting thorough due diligence, even a bit of 'investor stalking,' can lead to a pitch that truly stands out.

Storytelling is a crucial aspect of pitching to investors. It engages them and adds interest to the pitch by making it relatable. Incorporating real-life examples into your storytelling can be particularly effective.

Crafting a compelling story is like painting a vivid canvas in the minds of your audience. It's where data and facts come alive, creating a memorable narrative that captivates hearts and minds. By weaving your pitch into a story that resonates, you transform your message into an unforgettable experience. Make it candidly.

The story needs to keep the listener(investor) in this case interested throughout. The tone, clarity and pitch are critical to getting the right message across. Clearly identifying the problem statement and articulating your solution making it relatable to the listener to keep engaged.

Throughout all human history, humans have learnt and remembered through stories. Investors are no different. They want to be sold that what you are building will truly change your industry, and this can't be done through data-alone. Especially at the early stages. You should always be thinking of: 1. Examples 2. Events 3. People To beef up your stories to ground them into reality. This is especially true as investors don't know and never will know as much about what you are trying to build. So by doing this you can make them understand more about what and why you are trying to build your company.

Quick tips for effective pitch storytelling: > Keep your slides simple and rely more on what you say. > Frame your problem in an original way > Pitch to your personality

Concentrate over 50% time on “Why You” topic. Many entrepreneurs can present very well. The key mistake I saw was spend too much time on why this business model or why this sector promising. But spend little time analysis why your team/strategy/approach are the best fit to win the competition. Spend at least 50% time on Why You question.

One thing I have found helpful when thinking about storytelling is to anticipate why people might resist what you say: they will either resist because 1. you don't convey enough data/logic/information, 2. because you don't connect with their emotions or 3. because they do not trust you. It is rarely No1, so doubling down on 2 and 3 is key. Think about where they might emotionally resist and how you can speak to that and using what former FBI agent Chris Voss calls your soft DJ voice calms down the listeners nervous system, makes them feel calm and relaxed.

A startup I worked with had innovative ideas but initially struggled to convey their essence and value. Their first pitch was enthusiastic but lacked clear articulation of their mission and understanding of customer needs, leading to rejection. Post this setback, they refined their approach, focusing on articulating their purpose and impact, aligning with customer needs, and emphasizing efficiency. This clear, concise, and customer-centric revision resonated with investors, enabling them to secure the necessary funding. The transformation highlighted the importance of a well-crafted and relevant pitch.

Product Market fit is an essential point in your pitch, but just talking about it is not as effective as putting it into a story about an issue or problem you are solving. Use an abbreviated version of the classic narrative: set up the situation, introduce the problem, and then how you can fix it. Be brief yet impactful and memorable. and don't forget to mention a follow up discussion.

This is exactly what the solution is. Start right from the middle of the story. It was a Thu night. I called my bank to complete the school payment because the web payment link did not work, and I waited 48 minutes listening to this horrible song. I bet everyone in the audience has been there. Storytelling is a great way to visualize the problem and make it their problem as well. Once you tell it well, your problem has just become their problem too. And mine too. Now, we all have to collectively solve it together.

Traction is a game-changer when it comes to investors' perception of your company. I recently read a book by Karan Bajaj, and he emphasized the importance of including traction in your pitch deck, even if you have just one customer.

Pitch Template: [Introduction] - Compelling hook to grab attention. - Briefly introduce yourself and your company. [Problem] - Clearly articulate the problem or opportunity. - Highlight market size and growth potential. [Solution] - Present unique solution and value proposition. - Explain how it outperforms alternatives. [Market Validation] - Share evidence of market demand. [Business Model] - Explain the revenue model and pricing strategy. - Outline customer acquisition and retention. [Team] - Showcase the team's expertise, experience, and achievements. [Financials] - Provide a summary of financial projections. - Mention funding requirements. [Ask] - State funding amount sought and how it will accelerate growth.

Traction is merely evidence of execution. Whilst highlighting traction is important (and hopefully you have some!), the reason why you need to is purely because is shows that YOU AS A FOUNDER can execute on your vision. So it's less about revenue, growth etc. And more about what data points, events or work have you done to make an investor believe that you will succeed? That's why there's no right answer here, even revenue may not be the 'right' traction to show.

If your new project lacks numbers, add testimonials, case studies, and demos. They can be as powerful. They offer a qualitative dimension to our traction, painting a holistic picture of our value proposition. By providing this evidence, we're not just presenting an idea and validation.

Have you ever jumped from 15 meter cliffs in the sea? Looking from aside it doesn't look so bad but once you put your feet at the edge and look down, you immediately feel terrified. Stranded in thoughts, suddenly one of your less sober friends flies screaming towards the abyss. Water splashes, is he alive? Moment later you see his face above the water with a grin smile. 'Come on dude!' he screams at you. Suddenly you feel less intimidated, close your eyes and jump. As seemingly distant example, start-up investors often face similar challenges. Sharing them tangible traction will help them substantially alleviate their fears and boost risk tolerance. A start-up with a single customer is much more valuable than only a nice idea and a deck.

'Double-clicking' on Traction and going up 1-level. Make sure you understand what traction metrics certain VC's value more over other metrics. Being featured in TechCrunch might be cool but for a fund that values Capital Efficiency, it would be the wrong metric to highlight. Much like a pitch deck is a 'working document' Traction metrics you highlight needs to be fluid. More importantly ensure that your Traction Metrics are aligned with your business model and team. So that all your resources are aligned to deliver on these metrics for business success. Good 🍀

Demonstrating traction can be the deciding factor in securing buy-in for your pitch. Here's how to effectively showcase it: Instead of vague claims, present concrete metrics. Whether it's user numbers, revenue growth, or key partnerships, tangible data speaks volumes. A compelling visual, like a growth chart, can illustrate your journey. Highlighting consistent upward trends can underscore potential and resilience. Sharing feedback or endorsements from satisfied customers or renowned entities adds credibility. Real voices can validate your claims. Briefly recount significant achievements, such as product launches, awards, or any breakthroughs, painting a picture of momentum and capability. Your traction reflects the reality.

Numbers are good to show on slides, but what does that mean? Translating those numbers into something meaningful will make your presentation stand out. So we have 1,280 customers in 36 countries, and so what? That tells me nothing. But, if I add, we saved 13 mins for each father so that they could spend more time with their kids in the evenings, that is meaningful. Numbers should lead to a meaningful outcome.

Always be prepared when pitching to investors. Here are some key things to keep in mind: Most importantly, before your pitch, ensure you have answers ready for all the generic questions you can find online. Develop in-depth knowledge about what you're building. You should be well-versed in the numbers and have a strong grasp of the industry, from 0 to 100. If there's something you don't know, don't hesitate to admit it. Instead, express your commitment to researching and returning with the answers.

By proactively addressing potential queries, you not only demonstrate expertise but also make your message more persuasive. Be prepared thoroughly, leaving no room for doubt, and ensure our pitch stands out.

There will always be 2-3 major questions investors have about your company. Once you know these you can build out your answers to questions. Here's 9 steps: 1: Create an FAQ of all the questions you will be asked: - You'll know the major questions you have - Ask your advisors what they would ask - Take practice calls with investors 2: Sit down and properly think how you'll answer these questions. 3: Make sure you have numbers and facts 4: Cut out everything that isn't answering the question 5: Bullet point the major parts of the answer 6: See how you can create stories or emotions 7: Go out and test this 8: See what works and what doesn't. Cut out what doesn't work. 9: Rinse and repeat until your answers are concise and clear.

Be succinct, factual and own up to what you don’t know. Also, if you are pitching with a co-founder or team, avoid piling on top of one another with more details. The goal with Q&A is to show what you know, build credibility and use it to create rapport. Over explaining never helped anyone!

Showing your preparedness through the way you handle questions can make you stand out. 1) Test your pitch with a variety of audiences (family, friends and your wider network can be good guinea pigs) 2) Note down the questions and prepare answers that are sharp without being lengthy. 3) Have the data or research for these answers in backup slides ready to pull out if needed. You only need quote some key statistics in your answers. 4) If a question pops up which you are not prepared to take on - don't jump in and answer it. Take your time to think it through. 5) If you think you need more information to answer a question or would like to add more to your answer - say so. Tell the person you will get back to them later.

During your fund raising process, ensure you create a Google/Notion Doc with Investor Questions and your bulleted Answers. That way you can improve your answers for the next time it is asked. Ensure these are bulleted (and not more than 3 points for each Question) for easy recall. Have unique answers that are genuine and show your individual personality and the culture of the company: Here are a standard ones to prep, feel free to add to these in the comments below… 1. Why will you be successful? 2. Who are your direct and indirect competitors and where would they place you on their competitor matrix? 3. What is your MOAT? 4. What is your Sales pipeline? What are your conversion, CAC, CLTV metrics? etc… Good 🍀

Great pitches have intriguing stories built around common problems, great numbers decorated with potential, meaningful USPs translating into values, and room for very engaging questions. Q&A sessions are still part of the pitch, but instead of a monologue, now it is a dialog. I love questions because it gives me a chance to explain myself my company, my vision, and why I am doing what I am doing.

You should expect questions to cover a wide range of topics, from financial projections to market dynamics and competitive advantages. Having clear and concise answers ready is essential. But equally important is the confidence with which you deliver these answers. By practicing and seeking feedback, you can refine your responses and ensure they are not only accurate but also delivered with poise and conviction.

You can't cover everything in you pitch and most importantly, you shouldn't. But you definitely have to be prepared for the Q&A session. Sometimes answering concrete questions eloquently and convincingly may determine the final decision and outcome. Some investors even put more weight on the questions rather the pitch itself, because they know that a) pitches are created according to strict rules and often with the help of outside consultants and b) answering an unorthodox question or defending the idea in a telling and evidential way is much harder than just going through the slides you already know by heart. So this is often the most challenging part in the pitch and you have to be prepared for all kinds of real and abstract questions.

Prepare before you present. Do Your Homework. Understand potential questions or concerns. The deeper your knowledge, the better you'll navigate challenging questions. Mock Q&A sessions with colleagues can help uncover unforeseen inquiries and sharpen your responses. As always, practice makes things perfect. Moreover, when posed with a question, see it as an opportunity to delve deeper, ensuring clarity and fostering engagement.

I advise my startups that the best way to follow-up is in the Monthly/Bi-monthly/Quarterly Investor Update. This is a simple email where you use the previous updates email (so there is a continuous ‘mail trail’) Key things to include: - Product Update - Traction Update - Fund raising Update - Team Update - Media links - Asks of the audience (hiring, introductions, insights) There are other ‘micro suggestions’ however this ‘macro update’ is a great way to get started and automate your updates. It’s not necessary to use a MailChimp to design and send it. The more in your personality and tone the better. The consistency (and progress) is key here and shows what type of founder you are. Good 🍀

Follow-ups and feedback are often underrated aspects of pitching to investors. Investors have incredibly busy schedules, receiving numerous emails and calls daily. It's easy for your initial communication to get lost in the shuffle. However, when you follow up and seek feedback, it demonstrates your commitment and genuine interest in engaging with them. This proactive approach can make a significant difference in capturing their attention and maintaining their interest.

90% of founders don't follow-up. All this does is let the investor brood on your risks and usually reject you. You have to show investors that you are the best-in-class founder, and the best way to do this is following up fast. I always say 24-48hours max from each call you should be sending them a follow-up with: - Extra information - Update on your process - An invitation to talk again

Being proactive is always rewarding and makes a good impression. Especially in the start-up ecosystems where thousands of projects are competing for a limited amount of funds and attention. But people sometimes confuse being proactive with being pushy. Don't be pushy! This makes investors nervous and they start to think that your start-up is doomed without their investment. This could result in either decline of the deal, decrease in valuation or introduction of additional legal defenses in their favor. So definitely follow up and keep your counterparties engaged and entertained but at the same time be patient and never let them think that this is your last chance.

It doesn't end with just the pitch. Send a tailored 'thank you' note, referencing specific moments from the pitch or mutual areas of interest, reminding them of the shared vision. Share updates, key metrics, or news about your venture since the pitch, painting a picture of growth and forward momentum. This will reinforce your value. Encourage further queries and make yourself available for deeper discussions. A proactive approach demonstrates dedication and eagerness. Following up effectively can be the difference between a missed opportunity and securing a partnership. With potential investors, it's about fostering trust, showcasing progress, and building a lasting rapport.

Remember, investors are more than just financial backers. They seek not only a solid return on their investment but also a genuine connection with you. Take the time to truly understand them and build a meaningful relationship. This bond will endure over the years, whether you anticipate it or not.

Fund raising is exactly the same process as Sales, Marketing and Talent acquisition. It needs to be scheduled and managed so that your investment in time yields a positive ROI. If you are focusing too much on fund raising you could be taking your focus off Sales. Which will negatively impact your sales forecasts and financial model in your pitch deck. If you do have co-founders ensure one focuses on Sales, the other on Product and you on Fund Raising. You should all have quarterly 'Talent pipeline' targets to meet with the type of talent that you would want to hire, so that you have had 5 coffees with them before you need to grow the team. Much like building a house, fund raising takes 3x longer than you plan. Good 🍀

A few things that founders should also bear in mind, especially if you pitch with a deck: 1. Stay Updated A compelling pitch deck is ever-evolving. Regularly refresh your stats and metrics, ensuring you’re always presenting the most current snapshot of your company. 2. Avoid Overusing Jargon Too much jargon can make it hard to get your point across. It’s better to speak in a way that most people understand. Sometimes, clarity is more important than complexity. So, use plain language to ensure your message is heard and everyone gets what you’re trying to build. 3. Proofread First impressions last. Ensure your deck is free from errors. This isn’t just about looking polished; it’s also about conveying dedication and professionalism.

You know, when you're pitching your startup, it's easy to get carried away with excitement - making grand promises and ignoring the risks. Here's what I've noticed people often say in pitches: - This is the only money we'll ever need. - These projections are super conservative. Honestly, it's refreshing to hear someone say, "Yeah, there's some risk, but I'm all in to make it happen!" Every startup comes with its share of uncertainty. It’s important that you acknowledge these risks and show that you’ve thought about them. So, be straight-up about the journey, and don't oversell it.

Checklist: - Craft a compelling story that highlights the problem and market opportunity. - Showcase a strong value proposition and competitive advantages. - Demonstrate traction and milestones to validate market demand. - Present a solid business model with clear revenue streams and profitability. - Showcase a strong team with relevant expertise and track record. - Provide a realistic financial forecast based on market understanding. - Address potential risks and mitigation strategies. - Deliver a concise and engaging pitch using visuals and storytelling techniques. - Practice and refine the pitch based on feedback. - Build relationships with VCs for warm introductions and increased chances of standing out.

Your investors are roommates that you let live in your house. If you make friends with them, they can help you in your every endeavor. Moreover, your connection could expand well beyond your current project/start-up. But play your cards unwisely and you can easily become an unwanted intruder in your own house. People often read articles about entrepreneurship and try to put what they learned in real life. But often fail, because entrepreneurship is a personal experience just like having a child. Everyone can talk about it but unless you face several sleepless nights you never understand really what is all about. So listen and act carefully but also pay attention to your inner voice, never fear to experiment and always be yourself.

Been supporting startups for 2 years now as a financial consultant, and i think the biggest the key lies in 2 factors... 1. Proof of concept that works in a very niche market, with the opportunity for investors to take it to other markets 2. A value proposition that highlights 4 key areas: - Cost-effectiveness or enhanced productivity... Not necessarily lower prices but more of the "We do more with less" - Flexibility or Convenience, making your solution a no brainer as it frees bandwidth for customers/clients - Security or peace of mind, often 1 in the same but privacy concerns and regulations will destroy your value - Quality, tablestakes, often times i equate this to a six Sigma no product defects as the go-to indicator

The best pitches I have seen are the most authentic ones that truly capture the DNA of the business through the lens of the founder. Remember to be yourself as a founder and express your unique qualities - this is where your sweet spot lies and where you can draw your value proposition from.