{"id":3000075851,"date":"2024-07-31T11:58:15","date_gmt":"2024-07-31T15:58:15","guid":{"rendered":"https:\/\/www.wework.com\/ideas\/?p=3000075851"},"modified":"2024-09-05T07:20:42","modified_gmt":"2024-09-05T11:20:42","slug":"the-dos-and-donts-of-getting-your-pitch-across-to-investors","status":"publish","type":"post","link":"https:\/\/www.wework.com\/ideas\/professional-development\/the-dos-and-donts-of-getting-your-pitch-across-to-investors","title":{"rendered":"The dos and don\u2019ts of getting your pitch across to investors"},"content":{"rendered":"\n

<\/p>\n\n\n\n

Today, you might be cold emailing investors, but tomorrow, you might be raising half a billion dollars with a basic PowerPoint, thanks to your prior success. <\/p>\n\n\n\n

Eric Berry, managing partner at Bedford Bridge<\/a>, has seen just that happen with his brother. Berry himself sold his company for just under $1.5 billion, a deal that marked one of the most significant cash returns relative to cash raised in the New York tech scene’s history.<\/p>\n\n\n\n

What catches Berry\u2019s eye now as an investor? Spoiler alert: it isn\u2019t AI.<\/em> \u201cI don’t really care about whether it’s AI or not,\u201d says Berry, \u201cI just care about the value it delivers to the customer.\u201d<\/p>\n\n\n\n

Meanwhile, Mitchell Harounian, investor associate at Talent Resources<\/a>, says his interest is piqued when a company solves a problem and has a total addressable market (TAM) of over $10 billion. But more than that, Harounian wants to know what motivates founders and why you\u2019re the perfect person to build your company. <\/p>\n\n\n\n

How do you get in the room or on the call to answer these questions and deliver that presentation to move investors from interested to invested? That\u2019s what you\u2019ll find out below. <\/p>\n\n\n\n

We gathered advice from influential investors who spoke on a panel co-hosted by the Founders Network<\/a> during New York Tech Week<\/a>. They revealed their communication preferences for when founders pitch them so that you can make every communication count.<\/p>\n\n\n\n

Do: Send cold emails (but also do your homework)<\/strong><\/p>\n\n\n\n

To Harounian, cold emails go a long way, and some of the best founders are great at cold emailing \u2014 provided you do your homework and ensure it doesn\u2019t look like a mass email. <\/p>\n\n\n\n

Just how far can a cold email go? David Beisel, the co-founder & partner at NextView Ventures<\/a>, once invested in a company from a cold email. \u201cIt was a perfectly tailored email,\u201d explains Beisel. \u201cThey knew the companies I invested in, how they fit into that cohesion, and why it was different\u2026And it resonated.\u201d <\/p>\n\n\n\n

Don\u2019t: Be overly defensive toward investors\u2019 questions<\/strong><\/p>\n\n\n\n

A company could be an absolute standout, but if the founder is too resistant or rigid, that\u2019s a major red flag, says Sumeet Shah, founder and managing partner of VHS Ventures<\/a>. And it’s caused him and his team to pass on investments. <\/p>\n\n\n\n

\u201cOur job as investors is to mitigate risk, and so I will ask some difficult questions as we go along our due diligence processes,\u201d says Shah. The founders who mindfully consider these questions answer with a very thoughtful response or work towards giving him an effective answer, even if they need to get back to him. <\/p>\n\n\n\n

However, this doesn\u2019t mean always following<\/em> feedback, adds Beisel, who notes that retaining confidence in your vision is critical as a founder. However, do listen to and thank investors for feedback.<\/p>\n\n\n\n

Do: Network with investors\u2014in and out of your space<\/strong><\/p>\n\n\n\n

When looking for investors, see if you have existing mutual connections. Doug Lessing, who leads the NYC Founders Network\u2019s NYC Chapter<\/a>, recommends making a list of (20+) VCs in your target market, asking relevant connections if they know someone, and being hyper-specific with requests for introduction.<\/p>\n\n\n\n

You can also seek out investors at networking events, inserting yourself in rooms where influential conversations happen. And should you enter one with an investor who is not<\/em> in your space, don\u2019t lean away. To Shah, if you can create a compelling argument about what your company\u2019s building, they will keep you in the back of their mind, and that connection may be fruitful later.<\/p>\n\n\n\n

Don\u2019t: Fear the follow-up<\/strong><\/p>\n\n\n\n

Say you have a meeting with an investor, and while the meeting goes well, they (or you) aren\u2019t ready yet. Don\u2019t hesitate to keep that investor updated. <\/p>\n\n\n\n

\u201cAnytime you have a reason to reach out, reach out,\u201d Harounian offers. \u201cWhen you do, whether it\u2019s closing 10,000 or 100,000, what I’m measuring is how much you’ve done since I first spoke to you.\u201d <\/p>\n\n\n\n

Shah also suggests asking investors what they want to be updated on and whether any specific metrics would be useful to keep in mind as you continue building. <\/p>\n\n\n\n

Remember, too, that people will naturally follow up with you as you grow. And even if you\u2019re still not ready, it\u2019s a powerful message to say you\u2019re not raising (right now) and ask if you could get back to them when you are, suggests Lessing. \u201cBut when you are ready, be fully ready,\u201d he adds. <\/p>\n\n\n\n

Do: Bookmark this to read next<\/strong><\/p>\n\n\n\n

With potential money and support on the line, pitching investors can be stressful. Set yourself up for success by protecting yourself from undue stress as you go.<\/p>\n\n\n\n

Bookmark this article<\/a> to discover how successful founders have taken care of their well-being throughout the founder\u2019s journey\u2014so you can, too.<\/p>\n","protected":false},"excerpt":{"rendered":"

Should you send that follow-up? Get your answer by discovering the best practices for pitching to investors.<\/p>\n","protected":false},"author":2267,"featured_media":3000075852,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"template-single-default.blade.php","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[43910,43902],"tags":[39218,39221,43899],"class_list":["post-3000075851","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-solutions","category-professional-development","tag-small-businesses","tag-entrepreneurs","tag-tech"],"acf":[],"yoast_head":"\nThe dos and don\u2019ts of getting your pitch across to investors<\/title>\n<meta name=\"description\" content=\"Should you send that follow-up? 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