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- ♞ Treat Your Pitch Like a Science Experiment
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Treat Your Pitch Like a Science Experiment
One element of pitching that founders overlook is that, like many other aspects of the pitch, it is a constantly evolving experiment. If you want to perfect your pitch you need to continuously analyze what is/isn’t working and improve it based on your observations.
The best way to do this is NOT to listen to feedback from VCs but instead to implement your own unbiased systems that will allow you to optimize your decision-making.
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FAQ Tracker - Every founder who is fundraising NEEDS to have an FAQ tracker. This is a document where you track the questions that investors ask you after a pitch. You need to be looking for two things, (i) which questions come up the most, these are questions that you should have a killer answer for since you know they are likely to come up in future pitches, (ii) which category of questions come up the most, when tracking questions categorize them based on the element of the pitch they relate to, this can be Team, Market, Problem, Solution, Business Model, Traction; look for trends because if questions about one area of your business come up the most then your pitch is likely lacking in this area.
Track Reactions - When pitching, you should be able to see the moment when investors either (i) zone out or (ii) zone in. After each pitch try to note down where this happens and look for trends, if there is a specific point that makes them zone in, bring that up earlier in the pitch, if there is a point where they zone out, change it up by adding something that will hook their attention like a key traction point, interesting stat or other hook.
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Onwards and Upwards,
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