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The single most important lesson I’ve learned from pitching investors:
Be mindful of FRAMING. Decide on what’s important, and what’s not. Stick to that frame.
A quick thread
https://abs.twimg.com/emoji/v2/... draggable="false" alt="🧵" title="Thread" aria-label="Emoji: Thread">https://abs.twimg.com/emoji/v2/... draggable="false" alt="👇🏼" title="Rückhand Zeigefinger nach unten (mittelheller Hautton)" aria-label="Emoji: Rückhand Zeigefinger nach unten (mittelheller Hautton)">
Be mindful of FRAMING. Decide on what’s important, and what’s not. Stick to that frame.
A quick thread
No matter how amazing your elevator pitch is, you’ll need to eventually pass the mic so the investor can ask questions
This is now a conversation. But it’s also still your pitch.
These Qs will pull you in different directions, but remember not to lose track of your narrative...
This is now a conversation. But it’s also still your pitch.
These Qs will pull you in different directions, but remember not to lose track of your narrative...
Every single question has hidden implications. For example:
“How will you avoid churn?”
This implies
• churn will be a problem
• the problem is relevant now
• you should know the answer
These implications reveal the investor’s understanding of your business
“How will you avoid churn?”
This implies
• churn will be a problem
• the problem is relevant now
• you should know the answer
These implications reveal the investor’s understanding of your business
In the past, when I got a question like this, I would try hard to give a detailed answer
I’d spend way too much time on something that I felt wasn’t relevant
I’d derail my narrative
And by allowing this topic to be explored, I was signaling an agreement with it’s implications
I’d spend way too much time on something that I felt wasn’t relevant
I’d derail my narrative
And by allowing this topic to be explored, I was signaling an agreement with it’s implications
Now, I keep a list in my head of topics that tend to distract from what’s important.
I don’t dodge them, but when they come up, I lightly steer the conversation back to my narrative. I reframe.
<answer> “...however, that hasn’t been a big focus of ours right now because...”
I don’t dodge them, but when they come up, I lightly steer the conversation back to my narrative. I reframe.
<answer> “...however, that hasn’t been a big focus of ours right now because...”
In summary, the Q&A is still your pitch! Don’t let irrelevant questions derail your narrative.
Train your ear to recognize hidden implications, and if you disagree, REFRAME.
This tactic has massively improved the clarity and conviction of my pitch in recent weekshttps://abs.twimg.com/emoji/v2/... draggable="false" alt="😎" title="Lächelndes Gesicht mit Sonnenbrille" aria-label="Emoji: Lächelndes Gesicht mit Sonnenbrille">https://abs.twimg.com/emoji/v2/... draggable="false" alt="✌🏻" title="Siegeshand (heller Hautton)" aria-label="Emoji: Siegeshand (heller Hautton)">
Train your ear to recognize hidden implications, and if you disagree, REFRAME.
This tactic has massively improved the clarity and conviction of my pitch in recent weeks
