Imagine this:
After months of cold emails, LinkedIn messages, and tapping into every network you could find, you finally land that investor meeting.
Your heart races as you walk into their office. You've practiced your pitch endlessly. Your slides are polished, your numbers are solid, and you're ready to show them why your startup is their next big opportunity.
Seven minutes of pure passion and energy later, you wrap up with what you think is a compelling call to action. Your throat is a bit dry, but you're buzzing with adrenaline. This is the moment you've been preparing for...their reaction, their tons of question….
But - nothing. Just silence.
The investors are looking at their notes, or worse, their phones. Your confidence starts to waver. Did you mess up? Was your pitch that bad?
Should you just thank them and leave?
Heck NO!
Utilise the full time! - Cause You're Sitting on a Gold Mine
Because here's what most founders miss:
That silence isn't a dead end - it's an open door.
Think about it. These investors spend their days analyzing markets, mentoring founders, and solving complex business challenges. They've seen hundreds of pitches, witnessed countless failures, and guided numerous successes.
Their collective experience is worth millions.
And right now? You have their undivided attention.
Transform Silence into Strategic Intelligence
Instead of viewing this as a failed pitch, see it as an exclusive opportunity to gain priceless insights. This is your chance to:
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Get direct feedback from industry veterans
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Understand how investors think and evaluate opportunities
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Gather intelligence about your market and competitors
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Build a relationship beyond just seeking funding (just because they don’t invest this time doesn’t mean that they won't next time)
Your Strategic Playbook for Engagement
Instead of retreating when faced with silence, here's how to engage investors meaningfully: Start asking them questions about their experience, insights and knowledge. Pick their brain.
Here are just a few of my favourite questions to ask:
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"What companies in your portfolio faced similar challenges, and how did they overcome them?"
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"From your experience, what are the most common pitfalls companies in our space should watch out for?"
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"How do you see this market evolving in the next 2-3 years?"
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"What metrics do you typically look for in companies at our stage?"
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"What aspects of our business model would you like to see more validated?"
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"How does our customer acquisition strategy compare to successful companies you've worked with?"
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"What potential competitors should we be watching more closely?"
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"What do you see as the biggest risk in our current approach?"
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"How would you prioritize our next steps for growth?"
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"What aspects of our go-to-market strategy could be strengthened?"
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"What partnerships do you think could accelerate our growth?"
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"If you were in our position, what would be your focus for the next 6 months?"
The Power of Active Listening
When asking these questions, pay close attention to not just what they say, but how they say it. Their concerns often hide between the lines, and their enthusiasm might reveal what truly interests them. Giving you the possibility of turning a No into a Yes.
Expected Outcomes
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Transform potentially failed pitches into valuable learning experiences
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Build meaningful relationships beyond the initial pitch (investors talk to each other)
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Gather invaluable market insights from experienced professionals
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Potentially reignite investor interest through engaging dialogue
Your Next Steps
Every investor meeting is an opportunity, regardless of their initial reaction. Next time you face that wall of silence, take a deep breath and remember: You're not at the end of the meeting - you're at the beginning of a strategic conversation.
Think about it: Would you rather leave a meeting with a polite "thank you," or with valuable insights that could transform your business?
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Whenever you're ready - here is how I can help you.
1. My Weekly Newsletter - Subscribe to my newsletter and receive exclusive tips, strategies and resources to craft, develop, and perfect your pitch.
2. Deep-dive Digital Courses - Self-paced courses teaching you the essential tools and skills you need to create and deliver a fantastic pitch so you can go from “I do not know what to say” to “when can I pitch next?
3. Speaking Engagements - I have done in-person and virtual speaking engagements at a number of companies, conferences, and private events covering a variety of topics.
4. 1:1 Coaching - Due to limited time, I only work with a handful of clients each year. If you're interested, click to apply.