A pitch starts the moment you enter the VC’s office or the video call, not when you share your slides. Almost no founder prepares for the first impression, although much of it is formed unconsciously. Founders should come across as self-confident, relaxed and trustworthy, for example through humor and well-prepared, relevant conversation instead of small talk.
My guilty pleasure and what it tells us about the most overlooked part of your pitch
“The Pitch”. That moment when you share your slides and start presenting. That moment you (hopefully) prepared for like crazy.
That is what most of us associate with “The Pitch”. But your pitch actually begins earlier, and it’s important to understand that:
The moment you enter a VC’s office, the moment you enter the conference room, the moment your virtual conference starts. That is the moment when “The Pitch” starts. And not later.
When interacting with a VC, everything you do and don’t do is part of your pitch. The first impression. The first things you say. How they perceive you in the first minutes.
Everyone prepares for the pitch presentation. But almost no founder thinks about the crucial part before and prepares for it: The first impression. The first interactions.
That’s why most waste the crucial beginning of their relationship and pitch. So, what should you do? You should convey that you’re self-confident (without being overconfident) and a nice, trustful person.
How do you convey confidence?
By being relaxed and not overly stressed. For example, showing a good sense of humor is a great way to convey that.
Only people who are confident and not stressed have genuine fun and show humor – that’s at least what the VCs will unconsciously think.
“Unconsciously” is the decisive keyword here. A significant part of a VC’s first impression of you will be influenced unconsciously.
Don’t waste the first impression with meaningless small talk about the weather. Come prepared. Know what the VC is interested in. Talk about interesting commonalities. Tell a great short story if you have something relevant to tell. The options are endless.
The decisive part is to think about it before and practice it in every meeting. This applies not only to VC meetings but also to sales meetings, all kinds of negotiations, etc.
And now, the big reveal:
I have a guilty pleasure. I like international talent shows. I like to watch Britain’s and America’s Got Talent’s Golden Buzzer performances.
In the following, you’ll find a very recent golden buzzer performance from Britain Got Talent.
Watch it.
Check out how Sydnie Christmas (!) won the audience and jury over before she started her pitch – her song. Feel how a good sense of humor and being relaxed (or perceived as relaxed) helped her connect with the audience from the get-go.
So, how will you win VCs and potential customers over from the get-go far before you start your pitch presentation?
Sydnie Christmas wins GOLDEN BUZZER with a beautiful cover of ‘Tomorrow’ | Auditions | BGT 2024
Frequently asked questions
When does a pitch to a VC actually start?
The moment you enter the VC’s office, the conference room or the virtual meeting. Everything you do and don’t do from then on is part of your pitch, not only the presentation.
How can founders convey confidence in the first minutes of a VC meeting?
By being relaxed and not overly stressed. Showing a good sense of humor is a great way to convey that, because VCs will unconsciously read it as confidence.
What should founders talk about before the pitch presentation?
Avoid meaningless small talk about the weather. Come prepared, know what the VC is interested in, talk about interesting commonalities, or tell a short, relevant story.
Does this apply only to VC meetings?
No. The same applies to sales meetings and all kinds of negotiations.
