To Stand Out Your Pitch Needs This

A great pitch deck will not win you investors on its own. To stand out, make a connection with your listeners. Being authentic by showing your personality will make you more memorable and, therefore, more likely to continue the conversation with your listeners beyond the first pitch.

I have been thinking about connection lately. This summer, my family was able to reconnect with relatives that we had not seen in a long time. It was a joy to have my mother-in-law visit to celebrate my son’s college graduation after not being together for 16 months. I realized how much I missed those face-to-face gatherings with family, friends, colleagues, and clients.

Connection matters in business. The pitch starts that relationship.

Investors invest in people, not pitch decks.

Investors look for someone with passion, commitment, and capability. Show them! Remember the golden rule of business, “all things being equal, people like to do business with people they like and trust.” Even when things aren’t equal, many investors still choose the person they like and trust over the person who looks better on paper.

Think back to pitches, presentations, or even TED talks that you have seen. Which ones do you remember? Was the presenter enthusiastic, passionate, or personable? Did you feel like they were talking specifically to you?

I have seen hundreds of pitches, both as a coach and as an investor. The pitches that stand out are the ones where the speaker built a connection to the audience. Their personality came through. I felt like I knew them.

How can you stand out too?

Focus on your listener. Talk to the people in the room – not your deck. Potential investors want to get to know you. Sound conversational. Practice until you can hold a pace that feels natural, even when your heart is racing.

Embrace your enthusiasm while you speak. Show that you are passionate, capable, and committed to your business.

Be intentional about eye contact. This is especially important on Zoom, where it is tempting to watch the slides (or yourself!) on the screen. Focus on your camera frequently. Your eye contact with the camera equals your eye contact with your listeners.

Tip: Maneuver notes on your screen to just under your camera so that you nearly have eye contact while reading. It looks like eye contact to the audience.

When you pitch in person, watch for feedback from your listeners. Their body language will tell you if they are getting your message.

Practice. Practice with your friends and colleagues. Practice with a coach. Record your pitch on your phone. It will hurt to watch yourself pitching the first few times. But that recording will help you ensure your message and delivery will connect with listeners.

When you give your next pitch, make it memorable by being authentic. Let your personality come through, so your listeners can get to know you as well as your business.

That connection determines whether your pitch succeeds.

How have you connected to people lately?