Pitching to investors - what I learnt

So, back to pitching - how do you do it in a way that truly resonates with investors?

Here’s what I’ve learned from experience, pivots, and a few tough but valuable lessons:

Be clear on your vision

Investors may not grasp your product immediately, especially if you’re building something niche or ahead of its time. But what they do respond to is clarity. Be crystal clear about the problem you’re solving and why it matters.

If you can communicate your vision in a way that makes them feel the problem, you’ve won half the battle.

Show them the potential for growth

Vision is essential, but investors are also looking for tangible returns. For many, this is their job - or their side hustle - so profit potential matters. They’re likely hedging their bets across multiple startups, hoping a few pay off.

Don’t take that personally. Just show them how your idea can scale.

You don’t need overnight success. What they want is a smart, grounded strategy: how your product can evolve, respond to market shifts, and grow over time. Resilience and adaptability go a long way.

Don’t sugarcoat the challenges

Be real. Investors know the startup world isn’t smooth sailing, and pretending otherwise won’t win you points. Be upfront about what you’ve faced - and more importantly, how you’ve handled it.

Honesty builds trust.

It’s not about you - it’s about the market

Your passion matters - but what matters more to investors is proof that your idea has a real place in the world.

Show that there’s demand. Show that you know who your audience is. Show that you’ve thought about how to reach them. Passion is powerful - but pair it with proof.

MVP, MVP, MVP

I can’t stress this enough: you need a minimum viable product (MVP). Even if it’s scrappy. Even if it’s held together with duct tape.

Why? Because real-world feedback beats any pitch deck. You don’t need to spend a fortune building the first version (you probably can’t anyway) - just get something out there to test with real users.

If you can show traction or early engagement, it can significantly increase your valuation and reduce how much equity you need to give up. That’s a win for everyone.

Focus on execution - even if you’re the visionary

As Steve Jobs said, “Great things in business are never done by one person; they’re done by a team of people.”

You might be the visionary, but investors want to know you’re building a team who can execute. They want to see that you’re taking action, not just dreaming. Show them you’re surrounding yourself with doers - people who can help turn your vision into something real and sustainable.

Prepare for rejection - and keep going

Not everyone will get it. Most pitches won’t land. And that’s okay.

One of the biggest lessons I’ve learned is to trust my instincts - even when others don’t see it. Look at Melanie Perkins, the founder of Canva. She was rejected over 100 times before securing funding. Today, Canva is worth over  $26 billion. Perseverance matters.

Simon Sinek put it best: “Vision is the ability to talk about the future with such clarity it is as if we are talking about the past.”If you believe in what you're building, keep going. Keep refining.

Keep showing up.

The long and winding road

Being a founder isn’t about following a straight line to success. It’s about navigating twists, pivots, and unexpected turns - learning from each one and getting better along the way.

I haven’t ticked every box yet - but every step, every delay, every “no” has sharpened my vision and deepened my resolve. I’m not the same founder I was when I started - and that growth is my greatest asset.

I believe in the timing of things. I believe in the path I’m on. And I believe that what’s ahead will be worth it.

So, to any founder out there struggling with pitching - or just holding your vision in a room that doesn’t yet see it - here’s my advice:

Trust your gut.

Hold your vision.

Build anyway.

And keep jumping through the hoops - you never know how close you are to striking gold.

B x

Just a note: What I’ve shared here comes from my own lived experience as a founder – the wins, the failures, and everything in between. It’s simply my perspective, shared in the hope it sparks reflection, conversation, and maybe even a little courage for anyone on their own path.