Category: Public-Relations 

Pitching to investors is daunting and doesn’t often bring the results you want. So, how can you pitch more effectively?

Reflecting on the recent high-profile investors showcase in London on November 16, CEOs had only twelve minutes to inspire investors to part with their money. It was evident that many were missing this opportunity due to poor messaging and delivery. This could easily be improved.

So, what specifically can you do to get the results you want? First, let’s look at structure. The most effective speakers were focused and concise:

• This is the status quo.
• This is the problem.
• This is what hasn’t worked so far.
• This is our solution, which we’re developing.
• This is the market.
• This is how much money we need.

Twelve minutes may sound too short to get all that message across, but curiously, one investor told me, “Twelve minutes is too long. I’m already bored. Why don’t they just get to the point? They could do that in just a few minutes. Then I know whether I want to have a meeting with them.”

“Twelve minutes is too long. I’m already bored.
Why don’t they just get to the point?"

Second, consider the words you use. Watch out for phrasing that betrays a lack of confidence or enthusiasm: “There’s another aspect of X which is interesting to mention…” No, it’s not! Introduce ideas with clear, punchy sentences expressed where possible in plain English: “I’ll show you the most exciting results…”, “In three months we expect to see this result…”, “So, what are we focused on?”

Third, prepare. If you want people to invest in you, then you need to invest time in making your pitch the best it can be. Poor preparation results in lots of “ums” and “ers” that undermine your commitment to the project and make you look out of your depth.

Fourth, convey emotion. Yes, it’s all about facts and figures, but your listener is human. What grabs their attention and holds it is a careful balance of intellect and emotion. Without a sense of your passion for your project, it’s very hard for your audience to care. Emotion is conveyed through your voice and body language. A monotonous delivery, which unfortunately is the norm at these showcases, will make it harder for your audience to pick out the key ideas, and to assess whether they believe you, trust you, want to work with you. In a nutshell, think ‘musicality’ – vary the pitch, volume, and rhythm. And remember to breathe, which is something most people forget to do.

Finally, your body language conveys your presence, confidence, and charisma – or lack of it. Be discreetly animated, use your arms, have eye contact with your audience, and send your energy out to them rather than trapping it in an anxious body that looks as if it doesn’t want to be there.

All this is not about being soft and fluffy when speaking to hard-headed financiers. It’s about inspiring them that by helping you, they can make a positive difference in the world.

That’s what we can help you with at Koralis Corporate. 

Are you curious to explore how we can help to discover, develop and tell your corporate story? 
Get in touch and we’ll get back to you shortly.