How can you prepare for the Q&A portion of a pitch?

If you can find something amongst their interests, recent posts, history etc that you can point to during the presentation to really make it personal you'll have them hooked. For example - "I saw that you're interested in the recent events in XXX, James. This tool would have been ideal for dealing with the issues that they have experienced. Here's a quick example..."

First, understanding the primary business model drivers (cost or revenue) - e.g., law firms = billable hours - helps you know the prospect's company priorities. Personal bits are the icing on the cake - they bind it all together, make it look pretty and give you an impression of what it will taste like.

Keep track of every question. Understand why you are being asked it and pre-prepare a response. If you don't understand why thats important, ask or ask around afterwards. You don't have to recite it verbatim, but if you write it down you'll remember the key point / data and you'll appear more prepared.

Some of the more common questions should be addressed in the deck itself or verbally as you present it. I've always found it useful to find a member of the team or a business associate whom you trust to act like someone who is looking to find ways for you to fail. Get them to try to pick as many holes in the presentation and product / solution as possible. Then work the rebuttals to those either into your presentation, so they don't get asked. Or ensure you can answer them completely should someone ask something similar

Prepare slides to address and augment any additional questions - it demonstrates through preparedness and understanding of the industry/ product.

Write a script and practice so you hit all the main points. To not appear rehearsed distill them into bullet points so that the rest of the narrative is still organic and allows for the unexpected.

Don’t rush into an answer. This is the biggest mistake entrepreneurs make. Instead listen, and I mean really listen. Then take a pause to think through what to say. From there it’s all about frame control and delivery. Have stories, analogies, rhetorical questions, and prepared answers ready to go so it’s easy to control the flow of the conversation. Then it’s about staying relaxed and having confidence in the way the answer is delivered. Show investors that you are undeniable and in full control.

Don't be afraid to flip the narrative. If faced with pessimistic inquiries, proactively steer the conversation towards potential and success metrics. Challenge biased assumptions gracefully, redirecting towards the value your startup brings. By reframing and addressing the questions you aspire to answer, you reclaim control over the narrative, showcasing the positive aspects of your venture in the realm of startup pitching. This is particularly important for women who still only get 2% of startup funding. Research shows that women are often asked pessimistic questions in pitches and need the confidence to redirect!