10 things NOT to do in a pitch!

Over the last few weeks, I've been sharing some pretty serious stuff around term sheets and co-founder conflicts etc. so I thought I should lighten it up this time.

Usually, people would tell you how to pitch, however, I thought that it might be a good banter if we list down the top 10 things that you should NOT do during a pitch.

This list consists of things that I've seen during a pitch and well, I really think one shouldn't be doing these things.

Let's get to it!

1. Don't be late.. but if you are, let people know!

Over the last few years, a lot of meetings have moved over to Zoom. We all sorta forgot about the aspect of people getting stuck in traffic or running late because of an unforeseen incident. It's natural for folks to be late at times, but if you are, you should let people know rather than keeping them waiting. It's not cool to join a call ten minutes late and expect people to be there without notifying them. This is applicable to both investors and founders.

2. Don't have your camera off.. especially if you're talking to someone for the first time

I've been working remotely for the last 4 years, so it's impossible for me to count the number of Zoom calls that I've done! I feel you if you've been on Zoom the whole day and want to take a break by turning the camera off and doing just an audio call. However, if you're speaking to someone for the first time, it's important that you keep your camera on. Your face says a lot more at times than just your voice. It connects you with your audience. Unless you think an AI can raise money for you, you should keep your camera on!

3. Don't do a video call if your internet is bad

Hello, can you hear me? Now? Is it better? - Damn, there have been calls where I've spent at least 15 minutes just trying to get a hello across to the other side.

Test your internet before the call - it's a simple hygiene check. If it's not good or you're in a crowded space, best to reschedule your call!

4. Don't ask if you should present a deck or not

Crazy point, isn't it? But most of the founders actually do this!

I've often seen founders ask me if they should show their deck or not. If I have to be honest, I don't really know! The only one who knows the answer to this is the one who is pitching, as that person would know what's the best way to pitch.

If you've seen a deck work for you, use it. If you feel your story resonates without a deck but just a product demo, do that. Just do what you know that works. Of course, in case someone asks you to present a deck just so they can visualise it better, do that then.

5. Don't be a robot

I've often seen founders read or recite a pitch that they've memorised. It's the worst. The pitch becomes extremely monotonous and boring. These pitches usually leave little or no room for a conversation as the person who is listening to it just doesn't know when to stop you. By the end of it, everyone is lost and tired.

6. Don't expect your investors to know everything

We sometimes assume that investors know all the things that we're talking about. But it's not like that. They don't. If you make your pitch too complex with ultra-detailed points, it becomes really difficult for people to understand what your business actually does. The best way to share complex information is by sharing examples and anecdotal points just so it becomes a lot easier for folks to understand what you do and how you do it

7. Don't use more buzzwords than the number of customers you have

We all love buzzwords, don't we? Tbh, I'm guilty of this too! The other day when my mom was asking how work was going, I started telling her about a company and used some cool buzzwords that I know (not intentionally) - she was lost and had no idea. Buzzwords make you sound cool, sure, but at the end of it, there isn't much substance to it if your business is nowhere. Try doing a mom's test here. What words would you use to explain your business to your mom? The simpler the words, the better it is.

At the same time, if you're talking to someone more technical, it's also important for you to understand the meaning of certain key terms - don't leave your investors with the thought that you don't even know the basics of your business.

8. Don't put your investors on a pedestal

It's okay to be in awe if you meet someone who you look up to. It's natural. It's nice to tell people what you like about them as well. But, at the same time, don't create a situation where it's overwhelming for them and on top of that they feel that a lot of things are just said to please them. Be authentic, be yourself

9. Don't pitch other funds, pitch your startup

I've often seen founders try to create a bunch of FOMO by saying that XYZ funds are looking at them and they are "speaking" to so many people. Of course, if you have a term sheet from someone else or commitments from other angels, it's okay to share that information. But at the same time, the least important part of your pitch is who else you're talking to.

Your investors are the only non-fireable people on your team and you don't want those people to be on your team just because they want to invest because others are.

10. Don't drink (alcohol) or smoke during a call

This one is for the banter!

Ridiculous isn't it? It's rare, but it has happened to me! Man, I like a good time too, but honestly, taking a hit of your vape during an ongoing video call isn't really the best way to pitch your company. It's not professional and it's uncool. Obviously, if you're meeting someone offline and you're outside, sure, do what you both like, however, doing it over a video call is just a no-go!

Other BFF Banter;

1. Our BFF portfolio company Stupa raises INR 28Cr
2. Hosting Oasis at our Delhi office on the 24th of May

"Your idea is great...but my toothbrush has more users."

— Mark Cuban