When you pitch a start-up to angel investors, you want to get questions. If you don’t get questions then your pitch fell flat and nobody is interested. So plan on answering questions – and hope you have some to answer!
Right or wrong, most angel investors consider themselves busy, full of insight, and worth listening to as much as they are worth talking to. So few pitches last through a slide deck’s worth without the investors interrupting with questions.
Our advice to you, if you’re pitching, is to love the questions that interrupt and answer them eagerly. Do they throw you off pace, out of your planned sequence? Welcome to start-ups.
If having your pitch sequence disturbed bothers you, keep your day job. We’ve seen start-up founders roll their eyes or quietly huff and puff as they go out of order, or – even worse – We’ve actually seen them get righteous and indignant with comments such as “If you’ll let me continue I’ll get to that in order”. Ouch.
Sometimes, angels will accept a friendly smiling request such as “Would it be okay if we suspend that one so I can give you some build-up information first?”
The best presenters are able to switch topics on the fly, deal with the question when it is asked, and then find their way back to the structure as planned with a mental note for what’s changed in the order. It happens a lot. Listeners can tell when somebody takes the changes in stride, and that’s a good thing too, because, after all, we’re talking about start-ups here, and if a start-up founder can’t take change in their stride, that’s a really bad sign.
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