Investor meetings and pitching live
How do I pitch investors over Zoom effectively?
Short answer
Treat the Zoom call as the first meeting and aim to earn a second one. Keep your pitch crisp enough for anyone to follow in 30 seconds, show your face, and let the founder tell the story. Record the session and send a replay to people who missed it. Plan an in-person follow-up for serious money, and many sponsors talk to a securities attorney before broadcasting.
Aim for the second meeting, not the close
Most raises I see do not close on a first video call. On one of our panels, a guest said that a lot of investors want the initial meeting to be virtual. If they like what they hear, they ask for a follow-up in person. That guest told us that at the JP Morgan Healthcare Conference, most of their meetings were follow-ups to earlier virtual ones.
So the job of the Zoom call is simple. Be clear, be likable, and leave the investor wanting the next conversation. Zoom adds efficiency because it lets both sides screen quickly.
Panelists explain how they mix Zoom and in-person meetings when they talk to investors.
Keep the pitch short enough for anyone to follow
Another guest came from a digital marketing background. They are a big believer in video and in a 30 second elevator pitch. The test they gave was a message that a high school student or a 75-year-old parent could both understand. I agree with that test.
On a screen, attention drifts faster than it does across a table. Here is how I would prepare:
- Open with your name and your face on camera, so the investor can put a face to a name.
- Say what you do, who it is for and what you are raising in plain words.
- Stop talking early and let the investor ask questions.
- Keep the deck as a backup. The conversation is the main event.
Let the founder talk and send the replay
One sponsor on the panel described how they run investor meetings. They have about 1,300 individuals who follow their investments and about 700 who have invested. For each opportunity, the founder of the company comes and pitches. Usually about 50 people attend in person and over 100 join on Zoom.
They also record the session and send the replay to the other 600 who could not make it. Viewers can pause and rewind. The sponsor said this worked for them because investors often skip the data room. The sponsor said the share of people who look at the diligence materials is far smaller than the share who invest. They would rather have people hear it live.
"Hear the strategy from the founder, not from us and from our deck."
Know what Zoom cannot do for you
Trust takes time. In another interview, a guest said a key partnership took over a year and well over 20 meetings to build. They pointed to research they described as showing in-person meetings are 16 times as effective. They said it is almost impossible to build trust over one Zoom call or one phone call when the check is significant.
A guest describes how long it took to build trust with a partner and why in-person time matters.
One more caution. Sharing a pitch widely is something many sponsors discuss with a securities attorney first.
From my books and event talks
On a first Zoom call, I would rather ask questions than pitch. Early on, the most important thing is getting momentum and getting into the room, even with the wrong investors. Each call teaches you something. Focus on one type of investor at a time and you move up the learning curve faster than people who pitch four types at once. Listen to what they say, note which parts of your story land, and tighten the next version. Every call is feedback that helps you dial in the pitch before the in-person meeting that matters.
"One of the most important things is to get momentum and get the investor meetings, even if it's with the wrong investors. You learn, okay, let's focus on a different type of investor, and you figure out ways to get in the room and get those meetings. And you can get feedback and dial everything in based on what they say in those meetings."
"If you have at least had meetings focusing on a certain type of investor, you move up that learning curve faster while everyone else meets with four types of investors. You're meeting with one, and you ask questions more rather than pitch."
Facts and figures
- One sponsor's investor meetings usually have about 50 people in person and over 100 on Zoom, with the replay sent to roughly 600 more.
- A panelist said that at the JP Morgan Healthcare Conference, most of their meetings were follow-ups to earlier virtual meetings.
- A guest said one partnership took over a year and well over 20 meetings to establish.
Sources
From Richard C. Wilson's Centimillionaire Strategies YouTube channel: Unlocking Successful Deals: The Essential Capital Raising Element, How This Family Office Invested in 300 Startups & Built a Town for AI. Quotes come from the video captions, lightly edited for readability. Figures are the speakers' own estimates and experience.
General education only. Not legal, tax or investment advice.
Talk to a securities attorney to explore options around recording and sharing pitches, general solicitation rules and offering communications. Do not use AI to write your own legal agreements.
Where to start
- Write a 30 second pitch and test it on someone outside your industry.
- Book the first call on Zoom and set the goal as a follow-up meeting.
- Turn your camera on, say your name and ask the investor what they look for.
- Many sponsors talk to a securities attorney before recording or broadcasting a pitch.
- Offer an in-person meeting to investors who show real interest.
More questions on this
Should the first investor meeting be on Zoom or in person?
Many investors prefer to start virtually. One panelist told us investors often want the first meeting on Zoom and the follow-up in person.
Should I send my deck before the Zoom call?
It can help to have it ready as a backup. One sponsor noted that far fewer people review diligence materials than invest, so the live conversation matters more.
Can I record my Zoom pitch and share it?
A recording can reach people who missed the session. Many sponsors talk to a securities attorney first about sharing it widely.
Related questions
- How do I handle tough questions during an investor pitch?Prepare for them before the meeting.
- How do I explain my startup idea to investors?Start with the customer problem, then explain in plain language how your startup addresses it.
- How do you pitch an investor for the first time?I would pitch an investor for the first time by keeping the conversation short, relevant, and focused on their interests.
- How should I follow up with an investor after a meeting?I follow up with investors by listening carefully, documenting what matters to them, and contacting them when I have something genuinely valuable to share.
Work through it with the investor meeting follow-up checklist. See all investor meetings and pitching live resources.