One of the most intimidating things about starting a business is having to pitch your idea to a room full of investors. Sometimes a pitch will go great—and then sometimes it won't. When you start breaking a sweat and feeling like you're about to mess up, it may seem like your presentation is on its way to becoming a train wreck. However, with some expert advice and a little bit of confidence, you can salvage an investor pitch meeting that's going downhill.
To help, 13 successful entrepreneurs from Young Entrepreneur Council share key steps you can take to turn things around and get investors to take a chance on your business.
If you sense your pitch to investors is going sideways, what's one thing you can do to turn it around?
1. Focus on key metrics or outlier information
Turn your focus to key metrics or outlier information that makes your platform stand out. Investors are always looking to poke holes in presentations, but presenting information that can leave a lasting impression is the key to continued conversations post meeting. —Jordan Edelson, Appetizer Mobile LLC
2. Ask participants if they have questions
Invite participation from your investors. Stop, take a deep breath or a sip of water and ask if they have any questions. You can also encourage them to give feedback at this juncture, to see if they have a problem with the pitch's delivery or the item itself. When other people can offer input, they feel more connected with you. —Duran Inci, Optimum7
3. Follow a clear pattern in your investor pitch
When you pitch, always follow a pattern: the problem, the solution, the monetization strategy, the growth plan. Also, make sure to practice your pitch several times in front of your friends. If it still goes sideways, always stick to your passion for the product which demonstrates your commitment. Investors look at body language, so keep your confidence high even if you say something wrong. —Piyush Jain, Simpalm
4. To rescue your investor pitch meeting, bring it back to the “why”
If you feel like your pitch isn't going well with investors, bring it back to the “why.” Why would they be interested in making a deal with you? Think about what makes your deal unique and how the other party would benefit. Investors want to know what they'll get from the deal, so highlight these points to turn the negotiation around. —Stephanie Wells, Formidable Forms
5. To salvage an investor pitch meeting, ask for advice
If your pitch to investors is going sideways, one thing you can do to turn it around is to ask them for advice. This demonstrates that you are open to their feedback and you want to see the best outcome for both of you. —Andy Pandharikar, Commerce.AI
6. Focus on the key questions to rescue your pitch
If I sense that my pitch to investors is going sideways, one thing I do to turn it around and end successfully is take a deep breath and focus on the key questions: What message am I trying to communicate? What do I want to achieve by communicating this message? I also put myself in their shoes by asking myself what their interests and motivations are. Then, I adjust as necessary. —Alfredo Atanacio, Uassist.ME
More articles from AllBusiness.com:
- Morning Routines: How They Can Help You Become More Productive
- How to Monetize Your Unused Web Domains and Earn Cash
- Tips for Practicing Your Investor Pitch Ahead of the Big Meeting
- Do You Need a College Degree to Start a Business?
- 10 Things Entrepreneurs Should Never Say to Potential Investors
7. Tell them why their investment is important
If your pitch isn't going as smoothly as you'd hoped, there's no guarantee that you'll be able to turn it around. However, you can turn their attention back to your needs by telling the story of why you want their investment and what it means for your company. This will help them understand your motives and why you want them involved. —Jared Atchison, WPForms
8. Transitioning to a coffee break can salvage an investor pitch meeting
We've all realized that a pitch is going sideways about halfway through. If I start to sense this, I'll ask if anyone needs a break to grab a cup of coffee once I get to a stopping point. I've found that the immediate transition from a professional pitch to a coffee break leads to more casual conversations, which is how you build rapport, which can eventually close the deal. —John Brackett, Smash Balloon LLC
9. Engage at a more personal level
When a pitch is going sideways, you can create some breathing room by making a small joke. Getting a few laughs and engaging the investors at a more personal level can break the tension. It can also help you pick yourself up and start working your pitch from a different approach. —Syed Balkhi, WPBeginner
10. To salvage an investor pitch meeting, skip to the hard-hitting facts
I usually save the hard sell for the end of my pitch. If I sense that investors aren’t feeling impressed as the pitch progresses, I’ll skip to the hard-hitting figures or ideas I was saving for last (without skipping any important information). Hopefully, this will draw them back in, and from there I can focus on their doubts about investing in us and how to alleviate that. —Emily Stallings, Casely, Inc.
11. Redirect questions back to the audience
Redirect questioning away from your pitch and back onto the audience. Ask a question and focus on answering. If the pitch goes sideways, it’s because you are not connecting with the investors. Redirect them to be the solution they are looking for and that they anticipated from the meeting, and you will more likely get the pitch back on track. —Matthew Capala, Alphametic
12. Focus on how you can help customers
One way to turn your pitch around is to shift your focus from what your product does to how it will help customers. Investors want to hear all of the specs on your product or service, but they also want to know if this is something a ton of people will buy. Research the pain points of your customers and explain how your product will alleviate those issues and provide value to your audience. —John Turner, SeedProd LLC
13. Be upfront and honest during your investor pitch meeting
Investors bet on founders, not companies, so if your pitch is going sideways, be upfront and let them know you sense the pitch isn't going well. Be honest, ask for feedback, and show you want to learn. Presenting to investors is an opportunity to present yourself as a capable founder. Show humility! Look at this as a long-term opportunity to build a relationship rather than a transaction. —Matt Wilson, Under30Experiences
