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- ♞ Use Proof Not Opinions
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Why you need to use proof and not opinions to convince investors…
When pitching to VCs, the key to raising is to build trust and get them to believe that you can deliver on your promises. This is something most founders overlook.
When pitching, founders are so concerned about telling their story from their perspective that they don’t consider the perspective of the investor. For investors, they don’t know if what you are saying is true or false, they don’t know who you are. This is why your pitch needs to not only have a strong story but to be built in a manner that builds trust and confidence in you.
Here are some ways to accomplish this…
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Pre-empt the questions that investors will want to ask you. For example if you claim the market is $1B, investors will naturally wonder (i) is that true? (ii) is it growing? (iii) how is it composed? You need to have a list of these questions for every point you make so that you can prepare the evidence to back up your claims.
Determine how strong your evidence is. In a pitch you can have different strengths of evidence, (i) very weak - making assumptions based on what you are observing in other markets, (ii) weak - internally validated (like polling, messaging, etc.), (iii) medium - externally validated (having McKinsey or some big firm making the claim), (iv) strong - having success already (sales, revenue, traction, etc.)
Try to make sure that you have medium to strong proof in at least 80% of your pitch. Questions will arise about your team, product, market, problem, solution. Make sure in at least 80% of these cases you have medium or strong proof that what you are saying is correct.
Do you have proof that statements in your pitch are correct? |
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Onwards and Upwards,
