Update: How to Make Your Investor Pitch Lean

Getting lean is becoming essential to all aspects of running a business and pitching is no exception. Here’s a quick update on our original post to the Lean Deck Clinic on Monday August the 2nd. The event is sold out for participants, but you might be able to score a ticket to the final round of presentations if you’re fast. (There were three left as of this post.) Continue reading

How to Sell Me (Not), I Dare You to Try

“Thanks for the meeting, no I don’t want to hire you to consult for my company.”

Having to sit through an increasing number of sales pitches from startup consultants these days, I thought I’d summarize the points that worked in selling me and what just turned me off. At the very least, next time someone tries to pitch me, maybe I’ll just send them a link to this blog before the meeting. At best, I’ll formalize some points to improve on my own sales pitch. Continue reading

How to Practice Shutting Up (Customer Development Practice)

I’ve discovered a great new method of growing bigger ears. Ready? Wait for it… go listen to sales pitches from startup consultants.

If you’re an entrepreneur, then you probably don’t like being bossed around and you might think your own opinion is pretty damn good. If you didn’t, you probably wouldn’t be starting your own company. (I’ll admit it, I have both of those flaws to varying degrees.)

Given those two features, you may or may not have a tough time (like me) really shutting up and listening to your customers. It’s always tempting to interject your own opinion, and even if you think you’re just asking a clarifying question, you’re probably adding some spin to it to try to nudge your customer’s responses the way you want…the way you expect…the way you know your customers ought to be thinking. Continue reading