I recently listened to a number of founders pitch their ventures. I noticed that my perceptions about the various presenters (their demeanor and presentation style) affected how I felt about the various founders. I left with a very real impression about the founders - that spilled over to my impression of their brand and hence their entire venture.
Let me give you some examples.
One founder had developed one of the best pitch decks I’ve seen. Creative, clever, to the point. But the founder presented it very nervously. Hesitant, tentative, unconfident. To me the total package said, “Great raw creativity, but not sure of themselves - probably won’t be successful”. In one word, the founder is “unsure”.
Another used some relatively general pitch concepts, sprinkled with vague generalities and buzzwords. But the founder also inserted some down to earth humor and audience engagement in the presentation - and did that confidently with a smile. To me it said, “Doesn’t have it all figured out precisely, but has the confidence and attitude to get people on their side and make it work.” In one word, the founder is “sure”.
Another told us a story of venture growth before talking about the next steps they were pitching. The story wasn’t just vague brags or boasts - it was facts that demonstrated pure traction. It was neither tentative nor humorous and engaging - it was a straightforward success story followed by a description of and ask for the next step. To me it said, “Been there, done that. Who wants to come along as we do more.” In one word, the founder is “solid”.
Some founders presented as if they were just going through the motions. As if they were saying, “I don’t really want to be here”. In one word, “uncommitted”.
Some founders had to read their slides or look at notecards to remember what to say. As if they were saying, “I don’t even know enough about my business to talk about it without a script”. In one word, “unprepared”
Now think about all of that in context of every single interaction you or your business has with its customers. People watch. People hear.
Like me listening to pitches, everyone forms opinions and impressions. They form their perceptions of your brand in real time from what they see and hear! People watch how you carry yourself, and they hear how you articulate your venture - and those perceptions form the reality of your brand as clearly as (if not clearer than) your marketing material and product itself.
No pressure LOL!