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Category: Information

The art of the pitch

I’m not an investor or angel, but I recently received an email from a stranger looking to raise significant funds for his seafood company. This eager entrepreneur quickly launched into the background of his fish farm, detailing his motivation and financial goals. In his excitement, he failed to do background research on my work and interests.

While I can’t claim I’ve secured millions for a start-up (yet…), I’ve raised my fair share for causes and organizations, conferences and seminars. I’ve successfully procured hard cash, in-kind partnerships, sponsorships, food, clothing and more.  I’ve learned there’s a certain grace that must accompany requests; a careful, precise touch can endear people to you instead of sending them running away.

I’ll spare details from the fish man’s email and provide my top tips for anyone looking to acquire capital and build valuable partnerships:

1. Serve an appetizer before the main course.

Give people a taste of what you have to offer. If they’re interested, you can launch into your full pitch. It’s like dating; you don’t want to give away too much too soon.

Investors and VCs are short on time and attention, so keep your message concise to increase your chance of success. If someone likes the first course, they’ll stay for the next serving.

2. Know your audience.

Invest in the people you’re asking to invest in you. Ask questions. Find out what they’re interested in, what they like to do on the weekends, what projects they’re excited about and pitch appropriately.

3. One size does not fit all.

Take time to craft individual emails. (If your need is met, the energy and time spent will be worth it.) Copy-and-pasting can result in embarrassing formatting errors if you’re not careful, and people know if they’re subject to mass mailing. Hand-crafted emails make people feel like you actually care — and in turn, they’ll care about what you have to say.

4. Express gratitude.

It doesn’t matter if someone funds you or not, you’re building a relationship. They’ve taken time out of their schedule to hear you out. Thank them graciously.

5. Investment isn’t only dollars.

Don’t be discouraged if you’re not handed a check. Consider other ways someone might “invest” in you: Mentorship? Referrals? A solid reference? Meaningful introductions? Ask for feedback and suggestions as you continue to move your project forward.

Unlearning problematic beliefs

Certain beliefs have been hardwired into our minds. From a very early age, our behavior has been molded by rewards and experiences. Thought patterns have formed impressive grooves onto our brains, so much in fact, that twenty, thirty, even forty years later, these patterns persist — some without us knowing, some incredibly damaging to our progress as human beings.

A few of mine, for example:

As fast as possible is always best (efficiency!).

“Doing nothing” is bad.

Self-sacrifice is noble.

Money means struggle.

I’m not sure what they are for you. They’re not always easy to uncover. Typically the worst ones manifest in subtle ways until slowly, overtime, their cumulative effects create disturbance. This is why thousands of Americans flock to doctors: there’s an issue to fix (depression, anxiety, disinterest, fatigue, high blood pressure, panic). These symptoms can result in lost jobs, broken relationships, low self-esteem, hopelessness or worse.

One of the best gifts you can give yourself is the space and time to look at possible causes of such symptoms. What is the root of the hardships you’re enduring? When you think you’ve identified the issue, push yourself to go even deeper. But please, don’t be afraid to consult a qualified therapist to walk you gently through this potentially dark and lonely forest. The right person can be a light as you find your way home.

It can take months, years to unlearn damaging beliefs. Be patient with yourself and stay focused on what you really want your life to look like. You’re worth it.

When you find your passion, people will hate you.

“I think your [sic] passionate about your work and I know it turns people like me off.”

The message pinged in my Facebook inbox as I was going to sleep.

Maybe because I was in a particularly fragile state — two days in bed with high fever, my arms and legs raging with sunburn, pimples dotting my face, constipation, tension high with continued visa struggles, pressure to find funding for our annex building while trying to keep dinners in NYC going strong — I’ll admit, the comment stung. It got me thinking about what I’ve been doing and how I’ve been going about it. I instantly starting writing and analyzing.

You see, even when you’re shining and radiant and doing good work in the world, there will be people who don’t like you, who don’t understand, who aren’t supportive.

Ignore them. Write a list of all your wins and keep going.

P.S. If I had good wifi, I would download and listen to James’ podcasts.

Life is meant for sharing.

In over two years, hundreds of people I respect and admire have attended my events. Many have asked how to easily find and connect with others within this community. Now it’s possible.

I’ve spent the last few months building a private online resource just for this reason. My friend Clay and I have made unique profiles detailing the skills and interests of those who have requested to share their information. It’s a curated rolodex of individuals who are kind, generous, adventurous and creative.

I can’t help but imagine what the world might be like if we all gave a little more when and wherever possible. I hope this online network encourages the Project Exponential family to do so.

 Note: If you’ve attended a dinner event and would like to be included, send me a note.

What you say matters just as much as how you say it

You can have the best concept in the world, but if it’s delivered in the wrong way, there’s a good chance it will end up going nowhere. When you align your message and the way you communicate, you increase your odds that the right people will receive your words at the right time — and do something. This “something” is your desired outcome: buy, share, discuss, donate, publish, apply, act, whatever.
I’ve realized the difference between message and voice can be confusing, as I’ve found myself explaining it to several clients. Here’s a quick refresh on what you say vs. how you say it (and why it matters):

Message: What you say

Your message is the underlying concept you’re trying to get across. It’s your idea. Messages direct what you communicate with your audience. Without a clear understanding of your message, your words will fall flat and most likely fail to reach the people you intend to start conversations with.

Voice: How you say it

Voice is a writing device (there are many). The language you choose when you communicate can affect the way your message is received. If you write your monthly alumni newsletter in a casual, flippant manner while looking to solicit donations from an “established audience,” peppering sentences with slang and colloquial language may not be the best choice.
For successful connections, aim to match your message with the manner in which you communicate.

3 steps to writing anything important

Marketing collateral, an investor pitch, your Best Man’s speech, donor thank you notes, a love letter… writing is everywhere and often holds weight of daunting implications. The mere act of putting pen to page can result in temporary paralysis. To alleviate some of this stress, I’ve outlined basic steps to push your writing forward.

Think about WHO will be reading (or hearing) it.

You want your writing to be applicable. This is hard to do if you aren’t thinking about who’s on the receiving end.

Think about WHAT you’re trying to say.

What you want to say may look different than what actually ends up on the page. By making your intentions clear, you’ll throw an anchor into the oceanic waters of words and ground your writing as you begin.

WHY are you writing in the first place?

Why should I believe what you’re saying? Why do you care? Why should I? Give me facts and show me proof why you are who you say you are, why I should listen, why your message matters.

If you remember nothing else, take this with you:

who

what

why