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What are the best practices for pitching your business model to potential investors?

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If you have a great idea for a business, you need to convince potential investors that it is worth their money and attention. Pitching your business model is not just about presenting your product or service, but also about showing how it creates value for customers and solves a problem in the market. In this article, you will learn some of the best practices for pitching your business model to potential investors, from preparing your pitch deck to answering their questions.

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Richard Dale

Certified Executive Coach, Leadership and Impact Advisor, Board Member, Values-forward Leader, Innovator, Facilitator |…

1 Know your audience

Before you pitch your business model, you need to research your target investors and understand their goals, interests, and preferences. What are they looking for in a startup? What are their criteria for evaluating a business model? What are their pain points and challenges? How can you tailor your pitch to address their specific needs and concerns? Knowing your audience will help you craft a pitch that is relevant, compelling, and persuasive.

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2 Define your value proposition

Your value proposition is the core of your business model. It describes how your product or service solves a problem or fulfills a need for your customers, and what makes it unique and superior to your competitors. Your value proposition should be clear, concise, and specific. It should answer these questions: Who are your customers? What problem are you solving for them? How are you solving it? Why are you better than others? How do you measure your success?

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Richard Dale

Certified Executive Coach, Leadership and Impact Advisor, Board Member, Values-forward Leader, Innovator, Facilitator | Former President @ OptumLabs
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One thing I have found helpful is the "Startups Madlib" prompt for a one sentence elevator pitch from Adeo Ressi, Founder & CEO of the Founder Institute. You don't *have* to do it in one sentence, but no more than three, and covering each of the elements he identifies is really critical. You can find it here: https://fi.co/one-sentence-pitch

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3 Tell a story

A pitch is not just a collection of facts and figures. It is also a story that captures the attention and emotion of your investors. A story can help you illustrate the problem you are solving, the solution you are offering, and the impact you are making. It can also showcase your passion, vision, and personality. A story can be based on your own experience, a customer testimonial, a case study, or a hypothetical scenario. The key is to make it relevant, engaging, and memorable.

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4 Use visuals and data

A pitch deck is a visual presentation that summarizes your business model and value proposition. It should be simple, concise, and professional. It should not have too much text, jargon, or clutter. It should use visuals, such as images, graphs, charts, or diagrams, to illustrate your points and support your claims. It should also use data, such as market size, customer feedback, traction, or revenue, to validate your assumptions and demonstrate your potential.

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Richard Dale

Certified Executive Coach, Leadership and Impact Advisor, Board Member, Values-forward Leader, Innovator, Facilitator | Former President @ OptumLabs
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After a dozen years in VC, I saw many, many (too many!) investor pitches. I summarized my personal opinion in how/what to present when it comes to financial information here: https://www.dales.org/home/presenting-your-financials-for-dumb-vcs

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5 Anticipate questions and objections

After you pitch your business model, you should be prepared to answer questions and address objections from your investors. These questions and objections can help you clarify your business model, identify gaps or weaknesses, and improve your pitch. You should anticipate the most common and challenging questions and objections, such as: How do you acquire and retain customers? How do you make money? How do you deal with competition? What are the risks and uncertainties? How do you plan to scale and grow?

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Richard Dale

Certified Executive Coach, Leadership and Impact Advisor, Board Member, Values-forward Leader, Innovator, Facilitator | Former President @ OptumLabs
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I'd suggest not to argue a point (or even state it) that you don't need to make. Your pitch depends on the investors agreeing with two or three key points - make sure you are ready to back those up strongly. Otherwise don't provoke a discussion that wastes time, or undermines your credibility in the eyes of your audience. For example - if you were pitching Uber early on you might well lean in on "fewer young people are getting drivers licenses" and "there is a burgeoning gig economy" but I suggest you do not share your opinion that, say: "no-one wants to pay for parking anymore". In that example there are many reasons some folks want to drive their own car and pay for parking - why argue that point if does not underpin the opportunity?

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6 Follow up and maintain contact

Pitching your business model is not a one-time event. It is a process that requires follow-up and communication. You should follow up with your investors after your pitch, thank them for their time and feedback, and provide them with any additional information or updates they requested. You should also maintain contact with them until you get a decision or a next step. You should keep them informed of your progress, achievements, and milestones, and show them that you are committed and reliable.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are the best practices for pitching your business model to potential investors?

1

2

3

4

5

6

7

1 Know your audience

2 Define your value proposition

3 Tell a story

4 Use visuals and data

5 Anticipate questions and objections

6 Follow up and maintain contact

7 Here’s what else to consider

Executive Management

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What are the best practices for pitching your business model to potential investors?

1

2

3

4

5

6

7

1 Know your audience

2 Define your value proposition

3 Tell a story

4 Use visuals and data

5 Anticipate questions and objections

6 Follow up and maintain contact

7 Here’s what else to consider

Executive Management

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