After a pitch, how do you keep the conversation going?

My perspective is that I can't be pitched. If you are trying to convince me of something, that is the easiest way to ensure that my resistance will harden into concrete. Perhaps that is why I have not ever been interested in sales jobs. I have an aversion to being pitched and so I won't engage in it myself. I spent my career as an "analyst and advisor" but I let the facts speak for themselves. I never felt it necessary to spin the facts. If I did, then it would be on my conscience if my advice was taken and failed. I prefer people to make up their own minds, and take responsibility for their choices.

After I pitch, I like to figure out when and where I can meet that person or company. Often times, before I end a pitch, I ask which events that person is planning to go to in the next 3-4 months. After enough pitches, you can find a few events to meet your prospect and foster the relationship you need to get you to a close.

Interactions with clients are opportunities to solve their problems. Hence, engaging, elevating, and expanding our conversation is very important. Engage in understanding what the customer is trying to solve, Elevate the discussion on potential ways It can be solved, and expand the conversation on what your experiences have been in solving such problems. Throwing kitchen never works. Clients value those who "love to listen," are "inclined/open to ideas," and demonstrate "passion to partner" in their journey. A client-centric, approach allows clients see value in partnership. Next, show sense of urgency aligned to client priorities by being engaged, responsive, & committed to build trust. Validate your approach and get buy-in. Thoughts?

The comment from the gentleman who said, “ I can’t be pitched” is worth discussing. A “pitch” in baseball terms is a curve ball, a sinker, a slider, a fast ball…feeling like you’re on the receiving end of pitch can’t be pleasant. Right? Who wants that experience? Yet we want to continue “pitching” after the pitch. Crazy. Why not approach the sales process from the potential buyer- I used to imagine myself watching the call I was going to have way before the call. I’d done my homework and was prepared. What I didn’t do was “pitch.” I don’t even put the word in my vocabulary. Try instead some empathy. Have a discussion and listen. Let them talk. 80% should be them not you. Seek understanding. First. Crawl. Walk, Run. You will be effective.

This is hygiene and rarely contributes towards conversion percentage, although it goes to show your intent, interest and persistence.

In my experience, if your pitch does not result in direct action is like a date that does not result in scheduling or agreeing on a second date. If you didn't get negative feedback you might be friendzoned. As we all know from dating getting from a friendzone into a relationship is close to impossible. So sharing relevant content is more like hoping that someone that refused you on a date will change his/her mind or get you a date with her/his friend.

Yes! They (investors) won't read it, though. So make sure it's visually appealing when they skim it quickly. A short video is a very nice idea.

After a pitch, share content that reinforces your key points. For instance, if your pitch highlighted innovation, share a recent industry breakthrough or a case study showcasing successful implementation. Tailor content to their pain points—perhaps by sharing an article addressing the challenges you discussed. This reinforces your expertise and keeps the conversation relevant and valuable

I agree with Peter's comments below. Time is very precious and it is very hard to convince someone to change. With that said, perhaps the timing was not right for the investor or the group. If that was a reason given and your company has gained traction, then by all means do your research on the group, see what their hot button is at this point in time, see if your point of contact is still with the group, and reach out. Definitely make it very pleasing to the eye and subliminal bullets to get them to call or email you.

The article premise, and many commentators, are assuming that the pitch is a complete package. This is a fallacy. The best salespeople know that information has to be drip-fed. It has to be layered. When you pitch a fund to an investor your goal should be to pique their interest such that they reach back out to you, requesting more information. A meeting with the Investment Director, for example, or details of a specific deal or trade. If you try to give them everything at once, they won't take it all in, and - even worse - you will lose all control of the situation.

Focus the value add on THEIR problem, not YOUR solution. If it is an investor, focus on how you can help complete her portfolio, or drive a differentiated return in her focus category. If it is a prospect, focus on articulating and confirming their pain points and how you can help solve them - which may or may not 100% align with your existing product/solution, and that is ok. Remember - the pitch and the follow up is not just a selling process, but also a learning/research process to help improve your product/solution. This mindset alone will help take the mental stress and external pressure off, and let learning and curiosity lead all parties into a much more enjoyable and productive conversation.

Providing value and support to an investor who has not invested in your company needs to be done carefully. The last thing you want to happen is to be labeled a pest or aggressive. Gender obviously will play into this as well, unfortunately. But, if an investment group is focused on M&A and you know of other start-ups or other existing companies in the market sector, reach out to them and get a feel for their 2-year, 3-year, and 5-year plans. See if this is something that you might be able to assist the group to see as the solution to invest in your company now to be ready later.

Continuous engagement and support becomes a useful ingredient in your business to improve your value preposition but also helping you understand your ideal user persona. Customer feedback is your greatest ally in building a brand and it only happens if you create an environment where your users feel their feedback is appreciated and they have constant support to a point that even if something is not so great looking about your solution they believe that can make it better.

Many a times during the meeting you would hear pain-points expressed that you can not solve directly, but at the same time you may know some who can. Make sure to follow-up with connections or references to people, or simple reference about how some other people are tackling that problem. This is a great way to keep the conversation going. This all starts by being an active listener during the meeting itself.

We recently raised a funding round based on a referral from an investor who was not able to invest in us. This is a very good point. And be sure to send a thank you gift or offer a product incentive to the referrer.

The best advice I have received on asking for referrals and introductions: “Who else in your network would be able to provide additional advice or input on this?” Again, prioritize learning over selling. It just so happens that the best people to “learn” from are potential prospects or business partners with pain points to share! This way, at the very least, you gain more direct client insight and more potential prospects; then if all the stars are aligned, you may also get an instant investment or sale! You are always winning, just in different ways.

Networking and keeping others informed of your initiatives is an important key to success. Every event, old friends who ask" What are you up to", and the person in the seat beside you on the plane who asks "What do you do?" will be lead generators for you without even asking them to be if you are short, sweet, and enticing with your elevator pitch.

Investor prospects are like your customers. Using a CRM approach that tracks what investors are looking for will keep you from wasting time with those that are not a fit today while keeping them in the "system" for when they may be. Startups evolve through growth stages and investors that may not be right today may be right tomorrow as you reach later milestones. I have found that investors were most receptive if you start a relationship and keep them apprised of progress before it's time for them to invest. When you grow into their sweet spot, they will have history and confidence that you will continue to progress.

If you can't measure you won't know where you have gaps that need attention and keep on doing better what you are excelling.

I never leave a pitch opportunity without obtaining next steps for both parties. - “I’ll ask leadership” or “get budget approved” or “we are vetting multiple vendors” - “Great, when should I follow up with you?” If you can’t get to “yes” by the end of the pitch, get a commitment to a task. This gives you the “how to follow up”. And, If you can’t capture a commitment to a task from the client’s side, then try a self-imposed task of “send an NDA”, “email the presentation”, “answer points of interest or concern they expressed”, etc. If only silence follows those, you know the pitch is dead and it’s not worth a follow up. Focus your time elsewhere (but make sure to send a connect request on LinkedIn! 😉)

Always remember to have a goal that after pitching this is what I need to get in return and have a call to action that will help you activate value from your investors or customers. Remember not everyday things will go well so after a pitch see what you need to improve and keep on getting better. Pitching is an art and it only becomes better with time. Remember after a pitch that's where real work starts. When you have a great pitch and people want to invest or buy from you make sure you deliver what you said and you have the capability or know how to get it done. Everyone wants to get value on investment.

Every pitch is to another human being(s). Never forget that buyers or investors ultimately need to trust the deal and the person representing it. If you did that well, the conversation after will keep the authenticity going. No one wants to be sold. Find out if what they heard gets them closer to a decision or if there’s more information needed. Then ask when to follow up by offering a few options.

Richard has a lot of great next-step ideas. However, sometimes just saying "Thank you" and "Do you mind if I stay in touch from time to time?" is OK too.

Never leave a meeting without agreeing next steps. In fact, setting expectations for next steps is way more important than setting an agenda.