I explore this question in my short, mostly visual emails, crafted through my lens as a B2B communication consultant. Join me for insights on effective communication, marketing, psychology, and the philosophy of value.
Avoid stepping on Lego
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I'm allergic to any formulaic approaches to pitching, like the common 'problem-solution-traction-team' template. Not because it's uncreative, but because it's UNSCIENTIFIC. These top-down frameworks are too simplistic and lack the rigor tech professionals typically display in other parts of their work. Imagine you get up at night to get a sip of cold water. You have a sufficient mental map of your apartment so you don't even turn on the lights - that's top down. But as you take a step you spill over a box of Lego someone left in the hallway. Your mental map fails, and now you need to feel your way forward, step by step—that’s bottom-up. Most things, especially pitching, require both. You’re trying to find the magic words that will make an investor pick you over a 100 other startups. But nobody, not even the investor, knows what those words are. It's Lego bricks all over the place. so.. Given that this is the situation, what's your plan? Does it really make sense to follow a formula? While the uncertainty IS uncomfortable, it’s not as painful as stepping on Lego over and over again. Yours, P.S. Sharing is caring. If you enjoyed the read, please consider sharing it with a few friends who might find it useful. Thanks! |
What makes people value one thing over another?
I explore this question in my short, mostly visual emails, crafted through my lens as a B2B communication consultant. Join me for insights on effective communication, marketing, psychology, and the philosophy of value.
If you're in deep tech, you probably don't think of your presentations as "conveying emotions." That's something for actors or marketers, right? Wrong. Emotion isn't a side effect of your presentation—it's the goal. Every presentation aims to inspire action. Whether it's funding, buy-in, or a simple nod of interest, it's neurologically impossible for people to act without emotional involvement. Logic alone doesn’t move us—emotion does. (hence e-motion) Researchers found that people with...
Whether it's an investor pitch or a software product, narrative transforms randomness into harmony. It’s the difference between random facts and a clear, engaging experience. So, how do you develop a sense of narrative? Start by understanding what happens when something grabs your attention: Multiple brain regions are activated, simulating actions and emotions. Dopamine is released, driving engagement and focus. Mirror neurons fire, making us "experience" the story. The amygdala and...
When pitching to investors, spend as little time as possible talking about your solution. Sounds counterintuitive? Imagine this: A mom from your daughter’s 7th-grade class mentions something she bought that drastically reduced her daughter’s social media usage — down to almost zero! Now, when her daughter comes home from school, she puts her phone aside, preferring to spend time interacting directly with friends and siblings. She's visibly happier, and her teacher even says she’s more engaged...