What are the most effective ways to open and close a pitch?

The easiest, largest round I helped close was with an entrepreneur who didn’t even open up the deck. He was confident and cool, and the idea was so obvious. He stated what he was working on, what he needed to get to there, and indirectly concluded that you (the investor) are either in or out. No market sizing, competitive landscaping, and other nonsense. Keep it simple. Less is More. Lastly, in any transaction, it’s important to know who needs who more. He needed the capital but he knew there were plenty of hungry investors who wanted in.

"Let me tell you a story..." This is the heart of an impactful pitch - not bombarding with data, but engaging with a story. Picture a room full of potential investors. Stand out by weaving a narrative that connects emotionally.For example, describe a transformative solution your company offers, like connecting a remote village to the world, not just as a service, but as a life-changing event. This approach doesn't just display your product; it brings your audience into a story of transformation and possibility. Conclude with an invitation, not just a request for investment. Urge them to be part of this unfolding story, to join in making a real difference. Remenber: "People buy emotionally and justify it rationally", Daniel khanman

Basically the brain decides wether it'll pay attention to something in the first few seconds of new incoming information. A good way to practice pitch openings is by creating elevator pitches, and also by making "in a nutshell" versions of the content you produced (iterating), which must be adapted to the context of the audience (language, values, worldviews, preoccupations etc). That should ensure that the people you're talking to WANT to listen.

In my experience both as a founder and public speaker, opening up with a story can be a great way. If you are confident, this story can even be with a joke, to make people laugh, smile, and relax and set the setting so that the next minutes will be interesting and enjoyable. After all we humans love to be entertained. Why open up in a boring way?

I've found that capturing the attention of potential investors or stakeholders at the beginning of a pitch is crucial. When opening a pitch, I often leverage a hook that combines intrigue with relevance. For instance, sharing a surprising industry statistic or initiating the pitch with a compelling real-world problem sets the stage for our solution. I aim to engage emotions early on, creating a connection with the audience and making them eager to learn more.

Stop talking about you and your company. People don't care about you, your company, how smart you are, or how great your company is. The only thing they care about is - What's in it for them and how exactly can you help them solve their problems. So make sure you explain in simple terms exactly how your solution can help them get the desired outcomes. Sell the solution to their problems, not the product.

Why is this important? Why are you the one to do it? Why do you need this investment to move the needle? WHY to me is MOST important question to answer when asking for something. I continue to learn that from 4 year olds. Knock out all the why questions and you typically find yourself a happy camper.

One thing that I have found helpful is to use a concrete example, in a story with real names, and real clients. Show them how they suffered before your solution and now how good their life has become after they started to use your product. Black and white, before and after. This really works. Tease them what the promised land looks like with your product. Most successful businesses solve a problem, and are not "nice to have the product". The bigger the problem you solve, the better. Use stories, and be generous with adjectives. Really describe it in an adventurous way. Need inspiration? Re-read the first two Harry Potter books, and see how good J.K. is with using adjectives to describe things.

After hooking the audience's interest, I proceed to explain our solution concisely and compellingly. In my role, I understand the importance of clarity when presenting complex financial solutions. I steer clear of unnecessary jargon, focusing on communicating how our startup directly addresses the identified problem. Utilizing visuals and examples helps paint a vivid picture of our product or service, ensuring that the audience grasps the essence of our offering without getting bogged down in technical details.

I strongly believe that the most effective way to showcase our product is through the lens of our customers' experiences rather than simply listing its features. This approach allows to illustrate the tangible benefits and real-life impact of our product, making it more relatable and compelling for the audience.

Demonstrating traction is a critical component in instilling confidence in potential investors. I emphasize key metrics that reflect the tangible progress and validation of our startup. Whether it's revenue growth, user acquisition, or customer retention, presenting concrete evidence of our market success is essential. I use compelling visuals, testimonials, and relevant data to showcase the traction we've gained. This not only validates our business model but also instills trust in the potential scalability and sustainability of our venture.

Use quotes from your customers. Testimonials are best in short, selfie video format, 15 seconds. Too few people use video testimonials. In my view, they are the most powerful ones. Also try to showcase that your sales process is scalable and not depended on you as the founder. Show that you have a system in place, and with more funding, you can scale it and grow. A good way is to use some screenshots from a CRM like Hubspot that show average deal time, average deal size, etc. And it makes you look more organized and professional.

A vision is not only for investors, but it's vital to recruit the best team players. People, especially millennials and Gen Z, don't just want to clock in and clock out and get paid. They want to be part of a journey. Show them where you are headed. Another powerful thing about a vision, is that it makes it much easier to stay focused, take decisions, and say no to things that will keep you away from reaching the vision.

Most important, is knowing what your goal or call of action is going to be before you pitch all together. Going into any presentation or pitch, you need to understand what you are looking to accomplish. Is it getting them to commit to scheduling a demo? Is it getting the next meeting with additional stake holders and decision makers? Is it getting an actual contract signed? Once you have that ultimate goal in mind, you can start to craft your narrative with the end of the story getting them to agree with your proposed action. The reason that matters is it helps you focus on the specific details that will make that impact. You don't want to jump ahead and make assumptions for the customer if they aren't ready to take that step.

Always schedule in the meeting the next meeting, where you will go through their answer. Never leave a meeting without a clear call to action.

A technique for that is presenting the cost of innaction, a type of consequence to the audience doing nothing instead of engaging with the solution you have brought. That way the situation gains a either/or dynamic to it, in which what you pitched seems more favorable to the person, which aims to motivate them to give you want you are asking for.

Compelling Story: Start with a captivating story or scenario that illustrates the problem your product or service solves. Shock or Surprising Fact: Begin with a surprising statistic or fact that grabs your audience's attention. Question or Challenge: Pose a thought-provoking question or challenge that directly relates to the pain points your solution addresses. Call to Action: Clearly state the desired next steps, whether it's a follow-up meeting, investment consideration, or a trial of your product. Summarize Key Points:Reinforce the main benefits and unique selling points of your pitch to leave a lasting impression. Leave a Memorable Thought: Conclude with a memorable statement or quote that encapsulates the essence of your pitch

Open a pitch with a compelling story or problem statement, engaging your audienc close by summarizing key points, emphasising benefits, and issuing a clear call-to-action, leaving a lasting impression.

Another crucial element of pitch is presenting a thorough competitors' overview and highlighting your unfair competitive advantage. It's essential to show how our offering is uniquely positioned against existing alternatives in the market. This comparison not only establishes market understanding but also strategic edge. Additionally, detailing plans for funds allocation and distribution is vital. It demonstrates to potential investors that you have a clear, well-thought-out strategy for using the capital we're seeking.