In the startup sector, a sales pitch is essential for entrepreneurs to sell their business idea to a potential investor. And this idea needs to solve a problem, a latent pain in the market where the company operates.
According to Marilucia Silva Pertile, startup mentor and co-founder of Start Growth, which supports visionary founders on their journey to the next level by combining expertise, capital, and experience, a key point is for the startup to deeply understand the demands of those they want as customers. ‘What we like to see are clear signs that the startup has identified a relevant pain in the market and is growing to solve it,’ she says.
The expert explains that many metrics, such as MRR, CAC, and LTV, may not yet be consolidated in startups, but the pitch needs to show that the company understands the problems its potential customers want solved. ‘Entrepreneurs need to make it clear in the pitch that they are working to provide a solution, and our role is to boost and help accelerate the startup’s sales engine, supporting them to reach the next level,’ says Marilucia.
According to the co-founder of Start Growth, creating an engaging story, being concise, and using simple language are also fundamental actions. ‘When the narrative is engaging, it helps maintain attention and makes the potential investor more receptive,’ she advises.
Check out five tips from the startup mentor for delivering a good pitch:
Be objective: The entrepreneur must be clear and direct, without rambling or complex explanations, as investors usually don’t have much time available and pitches are typically brief. ‘It’s essential to focus on the most important points to capture attention,’ says Marilucia.
Deeply understand your target market: Show that you know the area you intend to operate in and be prepared to answer questions confidently.
Explain the pain your product or service solves: Make it clear that the startup deeply understands the customer and their problem, working to solve it.
Highlight the solution: Explain why your product or service is the most suitable solution to the problem mentioned. What makes it unique compared to the competition?
Use data and social proof: A good pitch can show data, testimonials, or studies that prove the presented solution is effective.
