Investor Pitching: Presentations for Startup Capital | TJ Walker | Skillshare

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Investor Pitching: Presentations for Startup Capital

teacher avatar TJ Walker, Public Speaking and Media Training Expert

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

10 Lessons (41m)
    • 1. Investment Pitch Promo

    • 2. Investment Pitch Overview

    • 3. Investment Pitch Core Messages

    • 4. Investment Pitch Common Blunders

    • 5. Investment Pitch The Power Point Deck

    • 6. Investment Pitch Prototype

    • 7. Investment Pitch Passion

    • 8. Investment Pitch Video Rehearse

    • 9. Investment Pitch Video Feedback

    • 10. Investment Pitch Conclusion

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About This Class

Investor Pitching: Learn how you can ask investors, venture capitalists and angels

Investor Pitching - Presentations: You Can Pitch Investors for Money How to Make an Investor Pitch Presentation

Imagine yourself in front of investors pitching your company and you know that you are coming across as poised, confident and believable. Even if investors don't always invest with you, they will understand your business and respect you as a business leader.

In this Investor pitching course you will earn about how to create and deliver a presentation for investors, venture capitalists and angels. In order to raise money effectively you must be able to give a clear and understandable presentation with authority and confidence. This course will teach you how to structure your pitch presentation and how to deliver it with conviction. New business ideas are rarely so good that investors simply send a check in the mail. Instead, you must ask for money in-person. This course will teach you how to do so.

Imagine making an investor pitch presentation where angels and venture capitalists are nodding their heads in agreement with you. Wouldn't you like to be able to make investment pitches where you knew investors clearly understood your business model and your value proposition? You can become an excellent investor presenter.

In this Investor Pitching course you will learn the following:

*How to think like an investor

*How to make your business understood

*How to make a memorable presentation

*How to keep the attention of investors

*The Ins and Outs of Investor Pitching

This course is delivered primarily through spoken lecture. Because the skill you are learning is speaking related, it only makes sense that you learn through speaking.

The skill you will learn in this class is not primarily theoretical or academic. I is a skill that requires physical habits. That is why you will be asked to take part in numerous exercises where you record yourself speaking on video, and then watching yourself. Learning presentation skills is like learning how to ride a bicycle. You simply have to do it numerous times and work past the wobbling and falling off parts until you get it right.

This investor pitching course contain numerous video lectures plus several bonus books for your training library.

"5 Stars! I started the course with no knowledge of the process. By the end I had learned the basics of how to approach a potential donor, developing a 30 second pitch, appealing to their key interests, etc." Rick Sheridan

TJ Walker has been coaching and training people on their presentation skills for 30 years. Now, through the power of Udemy's online platform, he is able to give you the same high quality training that he gives in person to CEOs, Fortune 500 executives, and Presidents of countries. Only you can now receive the training at a tiny fraction of the normal fee for in-person training.

How long this course takes is up to you. The longest part of the course involves you speaking on video, critiquing yourself, and doing it over until you like it. But if you get to the point where you love how you look and sound when you present it will be well worth the time spent. And having this skill will save you time for all future presentations in your life.

You can begin improving your investor pitch presentation skills right now. You may have an opportunity to speak out as soon as tomorrow, so why waste another day worried that your presentation skills are not up to high standards. Please enroll today.

There is a 100% Money-Back Guarantee for this investor pitching course. And the instructor also provides an enhanced guarantee.

Meet Your Teacher

Teacher Profile Image

TJ Walker

Public Speaking and Media Training Expert


TJ Walker is the founder of Media Training Worldwide and has been conducting public speaking training workshops and seminars since 1984. Walker has trained Presidents of countries, Prime Ministers, Nobel Peace Prize winners, Super Bowl winners, US Senators, Miss Universes and Members of Parliament .

Walker has more than 100,000 online course enrollments and more than 100,000 online students.

His book, "Secret to Foolproof Presentations" was a USA Today # 1 Bestseller, as well as a Wall Street Journal, and Business Week Bestseller.

Walker is also the author of "Media Training AZ" and "Media Training Success."

In 2009, Walker set the Guinness Book of World Records for Most Talk Radio Appearances ever in a 24 hour period.

Walker has also served as a forme... See full profile

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1. Investment Pitch Promo: So you're an entrepreneur. You've got a great business or a fantastic business idea. You could be bigger than Google. Bigger than Facebook. But you need money. You need some angel investment or possibly some venture capital. How do you get it? No matter how good your idea is, you can't just email someone a proposal and go and wait for the check to come in the mail. It doesn't work like that. You're going to have to ask for money. You're going to have to give a pitch. You're gonna have to give a fundraising pitch, and it better be good. That's what this course is going to teach you. How I m. T. J. Walker. I've been working with CEOs entrepreneurs for the last 30 years and helping them get better at their presentation specifically, how to ask for money, how to communicate in a way so that investor knows exactly what your business is, how you make money and why they better get on board. Now if you're trying to raise money. If you're trying to improve your pitch and sign up for this class today, 2. Investment Pitch Overview: So your goal is to create a wildly successful, extremely profitable company that perhaps changes the world, and your goal is to raise enough money to make that happen. Doesn't matter if you're trying to raise $10,000.10 million or 100 million, you're gonna have to ask for that money. But do not lose sight of the goal. You're trying to create a successful business, and you want to let other people in on the opportunity. That's why you're giving the presentation now their two main kinds of financial pitch presentations. One can be at an investor pitch where you have maybe as little as two minutes, maybe five minutes. Your whole goal of that is to attract investors in the audience who will then want a more detailed presentation from you. They may invite you in to given our presentation. The other type of presentation is when you've already got in your foot in the door to meet with an individual investor or with a venture capital firm, and then you can lay it all out there. This course is going to give you step by step, the process you need to follow in order to give a great pitch to investors. So pay attention. We're ready to go 3. Investment Pitch Core Messages: all of the books on how to give a financial presentation say pretty much the same thing. And yet people routinely disregard these pointers. When you're giving a financial pitch, whether it's for two minutes, 20 minutes or if you're told you have an hour, you still have to quickly tell people exactly what it is you dio tell them precisely how you are going to make money. Let them know what problem you're solving. What is the marketplace for this product you've created this service you've created? And why do you care about this? Why are you devoting so much of your life to this project? Why do you really care about? And who else have you brought on to be a part of this team? Finally, what do you do with the money to a bunch of big parties thes air, basic fundamental questions that you need to answer in your presentation. And hey, you didn't need Teoh come into this course to find that out. But I routinely see entrepreneurs violating this instead. They want to dive right in to explain all the nuts and bolts of this process of how they've created this nifty thingamajig. They want to go into all the details of this product. And yet over on the sideline, I see it all the time because I've been a judge of investor presentations and I dealt with many, many investors, and it's always the same thing. They're kind of on the side scratching their heads, saying, I don't know what in the hell this person does to make money for their business. I don't really know what this business is. So the first thing you've got to do very quickly when you're giving a presentation and you've got to explain in simple terms and focused terms, what is your business? How do you even if you're not making money for the next three years, how would you make money if the investor listening to doesn't understand that they're not going to care about All the design elements are the product. They're not going to care if you have 10 or 20 or 50 patents. Patents don't mean anything. If they don't understand what your business is and why people would ever pay money for your product or your service, or why you would attract so many billions of eyeballs that your product could then be monetized through advertising or being sold to someone else. People have to understand that. So sometimes the challenge for entrepreneurs is stepping back for a minute. You're too close to this because you've been working on it every day for weeks, months, sometimes years. You've got to really step back and look at it with a fresh set of eyes. So that's what you gotta do right now. This is your homework. I want you to answer these questions. What is your business? How do you or will you make money? What problem are you solving? What is the marketplace for your business? Why do you really care about this? It's just Oh, this is the group on of library books and I want Latch on to some Trent. People are sick of that. They're tired of that. Who else is on your team? Who else is so excited about this that they become already initial excited customers and partners? Think of those questions. Write your answers down right now, 4. Investment Pitch Common Blunders: let's quickly just go over some basic blunders that you have to avoid at all costs. I've seen this time and time again at investor pitches. Someone is so excited about their project. They want to tell you everything about their business that they speak so quickly. It's like a high school debate. You don't understand anything of your investor. Don't try to cram too much material in next big blunder reading. Nobody likes to be read to you do not like it when someone reads to you, because if someone reads to you, the implication is here too stupid to read. And if you wanted to read, you can read a lot faster silently than someone talking to you, so don't read next. We'll talk about power point in a future lecture, but don't have an awful power point. That's just a lot of text and bullet points, especially stuff that you can't read cause it's too small. Also don't make the classic classic blunder of saying this market is so big. It's a $1,350,000,000 market of people who want to lose weight so I can gain just 1% of that. We're all going to be rich. You're gonna make $350 million a day. But a investors hate that because you know what's close to 1% 0%. They'd much rather hear you have a plan to get 100% of some new market or of a smaller market. So don't get up there and just say you're gonna get 1% of some huge market. That's awful. And don't be abstract. The number one problem in any presentation, not just in investor pitch is abstraction. If you say you have a help on app to help people socially, don't leave it at that. If you create an app so that people can somehow find the perfect mate who is on their street, show the APP, show the street you're on and show how there's someone in this room who is a perfect match for the investor sitting next to you. Be really specific. Do not be abstract. Abstraction is your enemy. Any time you're presenting specifically, when you are giving a financial pitch presentation cause keep in mind whether you're an angel investor, whether you're a venture capitalist, whether it's a rich uncle, people's default mode of thinking is this investment really isn't good enough. This person really wants to take my money. Maybe well meaning, but they're gonna lose the money. You've got to get them over that so you can't make the most basic blunders that other entrepreneurs. Because most entrepreneurs of pitch don't make money or don't receive investment, you have to be better than most. So don't make the comment blunders Don't read. Don't to a data dump. Don't be too abstract. Don't talk about huge markets that you can get. 1% of investors don't like it. 5. Investment Pitch The Power Point Deck: the deck, the Power point deck, the keynote deck. Let's face it, in entrepreneurial community, especially in the high tech world, you have to have a deck to really present your new idea, your business opportunity. But let's make one thing very clear. Your pitch. Your presentation is not the deck. It is you. People do not give $1,000,000 checks or even $5000 checks to a deck. They give it to a really life human being or a team of human beings. So, yes, you have to have a deck. Your deck is not going to make a penny for you. It's not going to raise a single dollar. You are going to do that. So by all means, have a deck. But you are the one who has to breathe life into this business. You're the one who has to excite people and show your passion. A deck is not going to do that. How should you structure your deck? There? A lot of different schools of thought on decks. What goes in them? What shouldn't go in them? Guy Kawasaki, very famous and entrepreneurial circles, has his famous 10 2030 rule. He believes you should never have more than 10 slides. You should never speak for more than 20 minutes, even if a venture capitalist has given you an hour on the calendar. Used the other 40 minutes for conversation and Q and A. The 30 stands for 30 point font that mains means make the front large because I can tell you right now most rich people with money to invest, you know, they look more like me than probably you. They have gray hair or no hair, and one of those of us over 50 need to read. Well, I'm not gonna want to strain 2030 feet away, looking at a slide deck projection to read. So you're giving me an opportunity to just tune out. If you've got really big letters and really just a few words per sly, you increase the odds that the person in the audience will read it and understand it. Now you can also give the deck in advance. You can also leave it behind. But do not, I beg of you. Do not try to explain every single thing about your business, every nuance of the product, every element of the engineering, No one is going to give you money for that. It's just a non opportunity to throw it in the trash can or have the eyes glaze over if you are trying to present it. I'm a big believer in the power of visuals, not because I like pretty pictures, but because I've tested audiences all over the world. By and large, they do not remember text. They do remember pictures. So if you have some new drug and it's going to help a fluid people over 80 with Alzheimer's don't just put a bullet point of text saying Alzheimer's now effects All sorts of affluent people in the US, including politically well connected. Have a picture of Ronald Reagan. He had Alzheimer's. People will remember the picture much more than the text, so use pictures for that. Also realize that the second you stand up, you need to be speaking to your audience. The power point is for your audience. It's not for you. The power point is not your poor man's teleprompter. It's not the poor woman's teleprompter. It's simply a way of reinforcing some key concepts for your audience, so don't make the mistake of using as a crutch for goodness sake. Don't you heard me say it before? L say to get. Do not read your power point. People will hate you and they will think you're a fool. If you're an expert on this business, you should be so passionate about it that the power point fell over. If the bold burned out, If someone kicked over your laptop, you couldn't care less. You're happy to just talk to people about this fantastic business opportunity, so never lose sight of that. The power point is not the presentation. You are the presentation. Power points, not running the show. You're not the assistant of the slide deck to your show. It's your presentation. The slides are simply an enhancement. Focus on that and your slides will help you. And they certainly won't hurt you the way they do for many entrepreneurs. So that's your homework assignment right now. I want you to come up with a slide deck and once limited to 10 slides, I would like you to have a picture, an image of something on each slide. You have to use text, do it, but make sure the font is large. At least 30 point. Do it now. 6. Investment Pitch Prototype: There are three things that you can put in your presentation that will impress investors more than anything else. Good prototype evidence of a strong, devoted customer fan base. The third thing actual paying customers if you can talk about those three things in a compelling way, doesn't matter if you're short, ugly, weird nasal Lee voice. No, that stuff will matter. Investors are going to be clamoring to you to invest. He can't talk about those three things. It's going to be very, very hard. You can look great, have a perfect power point, have great eye contact, have a commanding voice and very unlikely you're going to raise money. Let's talk about these one at a time. The prototype thes days with almost anything in the technology space. Not talking about biotech, of course. But for anything that is Web based, Internet based, the cost of doing business has fallen so dramatically. You don't have to hire tons of people. You don't have to have huge headquarters. People can want work virtually. You don't have to buy huge server farms. You can use the cloud. There's so many tools that can be gotten for free or for very little, you should be able to make a prototype. The days were gone where you could just come up with an idea on a napkin or a piece of paper. A few slides and people throw money at you. They expect you to do your due diligence. And these days, that includes creating a prototype. So no matter what it is a an Internet product, some piece of technology, a new broom, whatever it is, create the product. I don't care how great the slide is. You can spend a $1,000,000. Not that you would on fancy art for your power point. It will never be as good as an actual prototype if it's an app that you can show on your phone and how it works. If it is a new broom, something you can hold up or sweep the room, you need to be able to show a prototype of what you're doing When people conversion, allies it and actually see it not having to use their visual capacity, it makes it really easy for the investor. It simplifies it. They don't have to stop and try to visualize it in their minds. I their actual I can see. It doesn't have to be a perfect prototype. My goodness, Apple introduces products all the time that are not perfect, and yet they're the most profitable corporation in the world, so it doesn't have to be perfect, but it needs to be something people can see. They can taste it if not literally, then figuratively. And that is going to be so powerful in your presentation, and it's gonna help you stand out from the others who just have slides. The next thing that's important, tohave is some form of rabid fan base. Now, you may recall, Facebook didn't just start off saying, Well, gosh, there's a 1,000,000,000 people in the world who have Internet connection So if we could just get 1% of them to use, our social network will be That's not how they started. They focused just on students at Harvard. They dominated that market, and then they expanded to Ivy League schools and then other colleges, and then the That's how it expanded. So you need to figure out what your basis and show some kind of a user who's excited. They might not be paying money. Facebook users don't pay money by and large, but show that you have a committed fan base. Have a testimonial these days. I think you don't see it that often, but I think it's very effective. Just capture on your cell phone 20 seconds of video from a rabid fan of your product, and I would show that video. I would embed it right in your Power Point presentation, make sure that you have speakers attached and get there early enough to practice it. But a testimonial from a really enthusiastic fan. It's very powerful to investors. That's what they want because they know if you have one, you may have more. If you can attract more and more, a business will follow. Sometimes people start businesses, whether it's Twitter instagram, and they're not even sure where it's going to make money. But it's just so well designed, its meeting in need that it just explodes a user base, and ultimately that's a value to someone Now. The third thing I mentioned that is just wildly attractive to investors is money no go figure. Investors are doing this because they want to make money, so if they see that you already have revenue, they're practically salivating now this doesn't apply all the time. Certainly, if you have something so huge like Twitter and you don't have any revenue, you can still be valued at billions of dollars if it just has such rapid, rapid crook. But for many other businesses, especially if it's not in the technology realm having actual committed customers, clients who pay money that's powerful do not bury that. Too many entrepreneurs spend all their time talking about the design of the product. The software design elements of investors don't care about that. By and large, they want to see that you've got a product, that there's a need. There's a market, and if you already have clients, customers paying you money, that shows real proof of concept. So don't bury that again. You don't see this very often. I would recommend pull that cell phone out. Capture video could be 10 seconds of a customer talking about why they like your product. Why they either advertise pay money for advertising on your site or higher your service or paying good money for your software. Whatever it is, if you have a paying customer, your light years ahead of most entrepreneurs who only have concepts or only have power point slides. Let's face it, anybody can put together power point slides Any business to any high school. Any middle school student can put together a bunch of slides. Not that many people get to that next hurdle of having a paying customer. So you have paying customers even if it's small, even if it's only a few $1000. It's some level. It shows a proof of concept. So put that into the presentation, ideally with a short video clip, but talked about who your customers are used their own words. Do that, and your pitch for venture capital for angel investors will be much, much more powerful. So that's your homework. Now, really sit down and think, Do I have a prototype? If so, get it ready. Do I have any committed enthusiasts for my product and irregular users Find out who they are get if nothing else, a testimonial blurb from them in tax, but ideally video. Finally, who are your paying customers? Get that together right now, 7. Investment Pitch Passion: What's that extra something you really need to put you over the top in your presentation. It's passion. You have to show passion, and you have to give investors a legitimate, honest riel reason for why you're passionate about this business. Because it can't just be about making money. It's too easy to get a job on Wall Street or just bill hours in a law for if you just want to make money. So it's not plausible for you to be doing all this work for this venture just to make money . You gotta show why you care about this because there's lots of ups and downs. He had any new business. They're gonna be days where you're frustrated. You're not making money, you've got bills to pay. Somebody quits. Somebody does not fulfill a promise to you. If you don't have real passion for this business, it's gonna be easy to quit. And if you're smart and talented and well educated, there's gonna be plenty of job opportunities for you. So investors want to know they need to know. They have to know that you're really committed to this. You're not just doing this. It's kind of interesting But you know what? I kind of went in for interview of Goldman Sachs last month that they call. I think I would take in a sec. That's not what investors want to hear really go on a sense that they want to get the sense that if Goldman Sachs called you and said, Here's a $10 million guarantee per year come to work tomorrow You would say No, not interested because I've got something that is so important it's gonna change the world and it's gonna make me a lot more money than $10 million a year. Investors aren't gonna ask you to state it that way, but they want to feel that no, what they do need to know from you and hear from you is your own personal story. Why of all the things you could spend your time on, all the business opportunities? Did you decide to do this? If you have some new miraculous baldness, cure is because you went bald when you were 12 and people were picking on you and taunting . He was a kid and you're emotionally starred. What's the? And it doesn't have to be that dramatic. But investors need to know what is your store Now you can say, Well, there's no time for that cause I've got to go through all these financials and everything else and where we're going to spend the money. Yeah, you do have to tell people what you want to spend the money on, but you don't have to go into every single little piece of goading and talking about how the app was created. If you've got more than two minutes, even with two minutes spent some time telling people why you got into this, how do you care about this? What motivated you to spend so much of your time, energy effort and probably some your own money to get this thing going that needs to come through. If you don't have that, then you just look like some McKinsey consultant or Accenture consultant going through Power Point. That's not gonna get the checkbook out from the investors. So focus. Right now this is your homework. I want one story that involves a riel conversation you had with somebody else about a real problem, how you felt about it and why that's relevant to getting you into this business. I want you to write it down now and I want you to get ready to present it in a moment. 8. Investment Pitch Video Rehearse: OK, now it's time to rehearse your pitch. And by rehearse, I don't mean just talking it out in front of your coworkers or your co founders. I don't mean talking to a mere I mean doing this in a very systematic way. You've got your PowerPoint deck. You've got your stories. You've now got to give your presentation. But you've got to do one thing you're not gonna want to do. You're gonna have to record it on video. Use your cell phone your smartphone on iPad. It doesn't matter what you've got to record it, and then you've got to watch it. Recording it and not watching it is a complete, utter waste of time. You've got to give your whole pitch, record it, watch it, critique it. I want you to write down everything you like. Everything you don't like about your pitch, man. You got to do it again. Rick Hornet. Watch it, Critique it. And ideally, the stuff the list of things you like is going up. The list of things you don't like is going down. Do it again. I want you to keep doing this and keep doing this until you can look at that video, whether you're putting it on a big TV or just looking it on your cell phone and you're saying, Damn if I could be half as good as that guy would be great this guy or this woman. Wow, that sounds like a great business, A passion. Let me get my checkbook out and that I want you to get to the point when you're watching your own video. You think it's so good that if it were someone else, you would want to invest in that person, it's that good of everything I'm talking about today. This is really the most important everything in this course. If you could do this because most people never do this, they spend all their time rearranging bullet points on the power point. They spent all their time changing this column and adding this number and changing the projection seven years out, from 10 billion to of 10.2 billion. All that stuff, it's, frankly, a complete, utter waste of time. I need you to practice on video until you love it. By the way, if you're even thinking of getting nervous or uncomfortable, this will eliminate the nurse If you've actually seen a video of yourself giving a speech and you think it's great, you like how you look, you like how you sound. You like your gestures. You like that. You're not fidgeting with a ring or twisting your fingers the way you were in the first time you saw yourself on video. That's when you become confident. That's when you look more authoritative. Don't do what most entrepreneurs dio they practice on the 1st 10 investors they pitched to . They get their awful stuff out of the way in front of real investors. Why, when some of those 1st 10 investors could have been the ideal investors for your business, get the practice done out of the way before you ever step foot in front of a really investor. So I'm asking you to do this in a very specific way. Practice your presentation, video recorded, watch it, critique it, then doom, or of the stuff you liked in the next take. Do less of the stuff you don't like. Keep doing that until the list of stuff you like is way up here. And the list of stuff you don't like is way, way down here that your homework. Do it now 9. Investment Pitch Video Feedback: if you've done what I've asked you now, have a video of yourself and you like it. You're coming across the way you want. You look. You sound confident your presentation is going well. Your slides work. You're happy with us. That's great. But you're not ready yet to start going to those investor pitch conferences or for meetings with venture capitalists. You've gotta test your message more. So here's what I want you to do. I want you to take that video that you did that you're so proud of where you're doing, everything just the way you like and where you would invest money if it weren't for you already. I want you to take this video and I want you to email it toe 50 friends, colleagues, associates, people you respect. Ask them tow. Watch it once and once. Only then preferably call them. But at least email them and ask them. How would you describe this business to an investor who doesn't know you or me? Now, notice. I didn't ask you to ask them. What do you think you just say? What do you think they're going to say? Oh, great. Good job. You know you're really coming across well, completely, utterly useless feedback. What you're trying to do is figure out. Are you communicate? Is your message coming through when you call them, say, how would you describe this to investor who's never heard of me or you and then listen to them? Because people can lie and say You're great even though they think you're awful, they can say it sounds like an exciting opportunity, even if they think is the worst business plan ever, and you're guaranteed to lose money. But they can't lie about communicating your message if they really didn't get it. Not possible. So ask them again. How would they describe your business after seeing this video to another investor? And listen, Really? Listen now, if you do that 50 times and you're getting nothing or you're getting 50 different messages , that's a problem. And it's not the person who was listening to. It's not their problem. It's your problem. You've got to really make sure your messages coming through. When you ask that person, they need to be able to say exactly what your business is, how you make money, what's special about you. What's different? What's your passion for this, who your market is. If they can't say that without prompting, you have failed. But here's the good news. If they're your friends and family, they've either already given to you. But they're probably not going to be the deep pockets that you're after now. So it doesn't matter if you fail in front of them. It does matter if you correct and you improve. I know some of you like, Well, t J. That's confidential. I wouldn't want to do this. Someone might steal my idea. That's one of most overrated concepts out there that entrepreneurs obsess over. I hate to take its Your idea is not that special. What's going to make your business wildly successful and profitable or not? Yes, if you can execute the idea. Google's not a new I search engine. Not that big of an idea they executed better than Yahoo and Web crawler in all the old search engines. Facebook isn't a new idea. There was all sorts of other social websites before Facebook. They executed it better, so obsessed over that you can send the video through using Gmail, Dr Google Drive. You can send it Dropbox. I would recommend you just posted on YouTube and put it on linked in your Facebook and get as much feedback from people is possible, even if it's painful. You don't want to do that, OK, but at least send it to a handful of people and get feedback. And if it's not the feedback you want, don't just keep picking more people to you. Find it. Change your presentation. If your audience isn't getting what your message is, it's not their problem. It's your problem. I'd rather find out now from people who are not the deep pockets than to waste the time in front of qualified investors, angel investors and venture capitalists. So if you're happy with the video that you did of your presentation and everyone, you shared it with its throwing back in your face exactly the messages you want. Great, you're ready to go and to give that presentation to real investors. But if not, you've got to start over again. Change your presentation, refine it, come up with better stories. Better visuals work on your prototype. Do not Pasco. Don't skip this step and go right into presenting. Make sure you have a video that friends family, colleagues and others you respect can watch once and instantly explain your business the way you would want, it explained. Do that now. 10. Investment Pitch Conclusion: If you followed all the steps so far, you should be ready to give a presentation to real investors. So congratulations and good luck, but also realize it really shouldn't have anything to do with luck. At this point, you have prepare. There's a process. You have independent validation from your own eyes and from other friends, family colleagues that you're giving your best presentation. Now, no matter how good your presentation is, investors have to say no. 99% of the time they get pitched all the time. That's okay. At least you'll know it's not because you gave a poor presentation or they didn't understand your business. It just didn't fit the profile of what they're looking for. That's OK, but also realize here's a secret, all great presenters. It doesn't matter if they're entrepreneurs seeking money, politicians or leaders and civic life. Great speakers use every single speech they give as a mini focus group to make the next speech even better. Obviously, if someone comes up to you and says great presentation, I love it, my partners and I want to invest will be drawing up term sheets and delivering it to you in the morning. You know your speech worked. You know your presentation was successful, but quite often someone will say, Hey, great presentation. Don't think it quite meets our investment profile. But thanks so much. We wish you luck now. You don't really know what that means. They might be thinking. Wow, these people are losers. Their ideas horrible. They'll never make any money you don't really know. And it's not the investors job to be your presentation, Coach. I would recommend you politely get thank them for their time. Thanks so much. If you don't mind me just asking two quick questions. What did you like about our presentation? And do you have just one suggestion on where it could be improved? Listen to both answers, because there may be something you really like to answer to a question after the presentation. They really like that. You move that into your presentation next time. But they may also say I still just don't understand your marketplace or I just don't understand what would keep Google from coming into this market because it seems like such a logical product extension for them. Use that objection as a point in your next presentation. doesn't mean you're gonna go back to that same person who said no and badger that person. But if this one investor has a concern that you didn't address, maybe others will so modify your presentation to add that concern. A speech should grow. It should develop, not get longer. But it should improve. To use a favorite word of the high tech industry, you should go through various iterations just like your prototype should get better. Your product should get better. Your website should get better. Your new business pitch should get better and better and better. Here's another tip you're giving a presentation. I would highly recommend that one of your co founders get with you discreetly hit record on the cell phone so you can listen to it afterward. You should listen, if not watched, every single pitch presentation you give because every so often they will be that interruption. 12 minutes in where an investor asked you a question and you answered it beautifully. You need to listen to that, because it may be that that's something you should say in the 1st 2 minutes of your presentation. If that's what investors your thinking. So you can always learn. You may have seen comedians do this. A comedy close, really good comedians. Even successful professionals often audio record every single comedy set they do because they want to listen to see what got the laugh. Now you're not looking for laughs, but you are looking four times where there was agreement questions, concerns. This will make your speech better and better. So good luck with your presentation. I hope you raise all the money you need. More important, I hope you build a big business because the presentation skills you use here will only help you get more clients. More partners perhaps go public one day because being successful in business is quite often the whole Siris of successful pitches. Good luck.