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Entrepreneurial Skills: How to Pitch Perfect for Investor Buy-In

woman presenting information in front of clients


“Effective communication is 20% what you know and 80% how you feel about what you know" 

Jim Rohn

During the early stages of the entrepreneurial journey comes a time for many start-ups with a great idea and business plan to secure funding. Perfecting the art of the pitch for investor buy-in, whether you're targeting venture capitalists or angel investors,  is one that goes beyond the stellar presentation content to the strategic alignment of your mindset, business idea, and communication.

The Brain Basics of Communication

Have you ever given a pitch and found yourself in a moment of overwhelm, self-doubt, or speed talking to come across confident and in control? Well, you are not alone. Stage fright is real, but so is imposter syndrome. One of the growth points in giving a fluid pitch requires a mindset shift by creating congruence between your conscious and subconscious minds and leveraging resourceful states to yield your desired outcome. 

Perception matters since the meaning of your communication are the response you get, which may differ from the one you intended. This arises in part due to how your brain filters information. Neuroscience has shown that we do not experience the external world exactly how we perceive it consciously. In the world of Neuro-Linguistic Programming (NLP), this is ascribed to the Internal Representation System, which is how you experience the world and create behavior. The brain absorbs patterns of external information through your senses through visual, auditory, kinaesthetic, olfactory, and gustatory, or VAKOG for short. This sensory-based information is then filtered and organized by either: deleting, distorting, or generalizing before forming your thoughts and, thereby, an internal representation system. 

woman pitching in front of a client

So why is this important to your ability to stand a deliver a great pitch? Well, see the chain reaction here; the internal representation you make affects the way you carry yourself and your physiology; this, in turn, affects the way you  feel "state." Your state, in turn, affects the quality of your behavior and, consequently, your result, whether you get Investor funding or not. Are you following?

One way to mitigate this is developing flexibility by increasing understanding of your investor response and adjusting your communication style (verbal and non-verbal) to be in harmony and, in turn, improve rapport. You can also detect the Investor(s) representational system by listening to the sensory-based language that they use (VAKOG sensory-specific words) and mirror it to increase engagement and eventual buy-in (given your business idea is bluet proof).

Below are some simple and effective methods to create consilience in mindset, business idea, and communication before and during your pitch day. 

Before Pitch Day

  • Positive Mental Imagery – visualize success by engaging your VAKOG senses. Then, repeat you're positive pitch image until your subconscious is convinced it is accurate and thus able to align with your conscious thought stream to execute your desires. 

  • Practice your pitch – winging it is not going to bode well. First, practice your pitch in front of a mirror to see your facial and body expressions. Then alternate by practicing with friends, family, peers, and ideally industry mentors willing to provide constructive feedback or ask tough questions to improve your confidence, quality of response, and overall delivery.

  • Dress for success – getting into the psychology of excellence comes partly from how you show up. Dressing for the big day is more than a nice outfit; delve into the emotion you seek to embody (e.g., confidence, calm, or assertive) and align your wardrobe with the color psychology that will reflect this.  


During Pitch Day


  • Maintain Eye Contact – one of the keys to successful speaking is your ability to engage in eye contact as it gives off the perception of confidence and connection with the Investor. The key is to focus on one person at a time. 

  • Build Pauses in Your Speech – when you slow down your speech and pause, it does wonder. Firstly, it gives you time to recollect your thoughts. Secondly, it allows the investors to digest what you are saying, and thirdly, the pause grabs their attention, making them more attentive to what you will say next.

woman presenting information in front of clients
  • Listen for Sensory-Specific Langue – how are they communicating to you? Actively listening to their VAKOG modalities and mirroring the language of the Investor(s) will allow you to build greater rapport and trust. 


Remember that  “Communication works for those who work at it” – John Powell.


If you want to learn more ways to optimize your mindset, business, and communication, join the WinTrade Global Found You Online Summit for Female Founders on the 29-30th June, where I will be giving a masterclass on Founding Your Success Mindset. 

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