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How do you handle objections and feedback from investors?

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How to pitch a deal to investors is one of the most crucial skills for deal sourcing. Whether you are looking for funding, partnerships, or acquisitions, you need to convince potential investors that your deal is worth their time and money. But how do you handle objections and feedback from investors? How do you overcome their doubts and concerns? How do you turn a rejection into an opportunity? In this article, we will share some tips and strategies to help you ace your deal pitch and deal with investor feedback.

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1 Know your audience

Before you pitch your deal to investors, you need to do your homework and research your audience. Who are they? What are their goals, interests, and pain points? What are their criteria for evaluating deals? What are their expectations and preferences? Knowing your audience will help you tailor your pitch to their needs and interests, and avoid wasting their time with irrelevant or inappropriate information. It will also help you anticipate their questions and objections, and prepare your answers and evidence.

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Mike Henebery
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Something that's crucial with investor appetite is their propensity for risk-reward and previous experience of the specific sector or at the very least similar/aligned sectors. Investors are generally speaking very predictable and lack agility/flexibility outside their comfort zone.

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2 Craft your story

A deal pitch is not just a presentation of facts and figures. It is a story that showcases your vision, value proposition, and competitive advantage. You need to craft a compelling story that captures the attention and interest of investors, and makes them want to learn more. A good story should have a clear structure, a hook, a problem, a solution, and a call to action. It should also have a personal touch, a sense of urgency, and a demonstration of traction and validation.

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Mike Henebery
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Investors need to see evidence of traction, specifically around product-market fit, a clear go to market strategy (conquer a niche before you aim to change the World), an explanation of how you monetize the product, why the margins are sustainable/defensible and ideally what the exit options might be.

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3 Practice and refine

Once you have your story, you need to practice and refine it. You need to make sure that your pitch is clear, concise, and coherent. You need to avoid jargon, technical terms, and acronyms that might confuse or alienate your audience. You need to use simple language, concrete examples, and visual aids to illustrate your points. You need to rehearse your pitch several times, and get feedback from others. You need to polish your delivery, tone, and body language. You need to be confident, enthusiastic, and authentic.

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Mike Henebery
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Remember that you're in the infotainment business, the story needs to be easily digestible and well distilled as well as engaging. Practice makes perfect.

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4 Listen and engage

During your pitch, you need to listen and engage with your audience. You need to pay attention to their reactions, expressions, and body language. You need to adapt your pitch to their level of interest, understanding, and engagement. You need to invite questions and comments, and answer them politely and confidently. You need to show respect, curiosity, and openness. You need to avoid being defensive, aggressive, or dismissive. You need to build rapport and trust with your audience.

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Mike Henebery
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Investor meetings (I've done 1000s on both sides) maybe not quite the Spanish Inquisition (I've yet to experience actual blood on the carpet) but they are intense, a huge test of emotional intelligence. Dial down your who and dial up your empathy.

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Mike Henebery
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Remember you're only at the beginning of the relationship and like any courtship, everything in the beginning requires sensitive handling - they have other options, you're NOT the only suitor in town! You're building a long term relationship, don't lose sight of this.

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5 Handle objections and feedback

After your pitch, you need to handle objections and feedback from investors. You need to understand that objections and feedback are not personal attacks, but opportunities to learn, improve, and negotiate. You need to acknowledge and appreciate their input, and address their concerns and doubts. You need to provide facts, data, and testimonials to back up your claims and assumptions. You need to show that you are flexible, adaptable, and willing to work with them. You need to ask for clarification, feedback, and next steps.

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Rusty Matveev

Entrepreneur & VC | Chief Strategy Officer @ Calaxy | GP @ Current Ventures | ex-VC & Head of Emerging Technology @ MSG Ventures / MSG Sphere
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Founders should welcome all feedback & objections. Irrespective of how you react to any given objection, you will only perform better in the future by virtue of having gone through the experience of being asked questions or being challenged on your convictions. As an investor, I’m constantly evaluating founders, listening & observing beyond the answer. I may pose a hypothetical question or scenario to get a founder out of their pitch. How do they respond? Are they uncomfortable? Are they listening or just trying to sell? Objections beyond a certain level, may indicate a mismatch. Mutual fit between VCs & startups is essential. Recognizing this form of “a fast no” may better serve founders and leave the door open for the future.

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6 Follow up and follow through

The last step of your deal pitch is to follow up and follow through with your investors. You need to thank them for their time and attention, and reiterate your value proposition and key points. You need to send them any additional information or documents they requested, and remind them of your call to action. You need to keep in touch with them until you get a decision or a commitment. You need to update them on your progress and achievements. You need to show that you are reliable, professional, and persistent.

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How do you handle objections and feedback from investors?

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1 Know your audience

2 Craft your story

3 Practice and refine

4 Listen and engage

5 Handle objections and feedback

6 Follow up and follow through

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