Entrepreneur by Lars Tvede & Mads Faurholt

Author:Lars Tvede & Mads Faurholt
Language: eng
Format: epub
ISBN: 9781119521259
Publisher: Wiley
Published: 2018-09-11T00:00:00+00:00

How do I run my pitch meeting?

Now let's look at your pitch meeting as it might play out. You and your partners are heading for the offices of angels, incubators, accelerators or VCs. First question: how do you dress? We recommend that you appear quite formal but not flashy. Don't dress like the person you are now but like the person you want to become. Dress as you imagine yourself as the future head of the medium to large business you hope to create. Then practise the pitch on some investors or other people who are not important to you commercially before you go to those who really count – think of the first as test investors.

Next: don't be even remotely late; instead, be early. Show up in really good time for the meeting and have printed versions of your presentation with you. You cannot know how many people from the investors' company will be present, so you need to print more than enough copies, just in case. But don't pull out five presentations if there are only two investors present at the meeting – that would make you appear like a disappointed loser. No, open your bag and pull out the appropriate number of presentations only. Two investors, two decks; five investors, five decks.

If you want to show PowerPoints, you should, well in advance of the meeting, ask in the reception whether there is an overhead projector in the meeting room so you can set it up. If you have a 20-minute meeting, you would obviously not want to spend the first five of those minutes fumbling with technical equipment.

In the dialogue at the meeting, you should not be thinking of closing a deal as you will not reach any agreement either in this or the many future times you may see this investment fund – not at all! Your first meeting is not about getting the money – it is about getting to the second meeting. Create an intimate atmosphere. Create dialogues. Listen to them, as they listen to you. Remember, it's conceivable that they think they are smarter than you, and they probably think of how they could shape your business better than you have realized that it can be shaped. Therefore show that you are willing to listen and learn. Be self-confident but not close-minded, overconfident and stubborn.

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