The other day I was coaching a deep-tech startup. Brilliant team, years of hard work behind them, finally on the brink of commercialization and raising their last round.
You could feel their excitement in the room. Their energy filled the pitch. Their passion shone brighter with every practice round.
But here’s the catch: they also wanted to tell everything. They crammed in data, abbreviations, technical details, even started talking faster just to fit it all in.
At one point he threw his hands up in frustration and said: “But there’s so much I want to tell them!”
And I get that. I really do. When you’ve built something awesome - and their product was truly AWESOME - of course you want to share every detail.
But you know what happens? Investors get lost. They stop listening. They politely nod and move on.
The hard truth is that the more you push in, the less they take away.
I’m sorry to say - and it might come as a shocker but you don’t get to decide how much you share. The investors do.
That’s the game: you pitch, and if it’s clear and compelling enough, they’ll start asking questions. That’s your green light. Every single question is permission to continue.
It’s Like a Movie Trailer
You don’t go to the cinema to watch a trailer and walk out feeling like you already saw the movie. The best trailers give you just enough to make you want more. They tease, they spark curiosity, and they leave space for questions.
Your pitch works the same way. It’s not about telling the whole story. It’s about creating interest so they want the full version.
Here are a few practical tips to do it right:
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Cut ruthlessly: if it doesn’t make them lean forward, it doesn’t belong in your pitch.
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Keep it crisp: short, clear sentences beat fancy language every time.
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Drop the jargon: if a 15-year-old wouldn’t get it, neither will half the investors.
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Leave white space: pause, let things land. Curiosity grows in silence.
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Test for clarity: after practice, ask someone to replay your pitch in one sentence. If they can’t, it’s too crowded.
Because when investors ask questions, you win. Every question means they’re still interested. Every question means you’ve earned the right to tell more.
And if they don’t ask? That’s okay too. It means you just saved months of chasing the wrong people. Time is your most precious asset as a founder. Protect it.
The Bottom Line
Your pitch is not the whole movie. It’s the trailer.
Clear, sharp, irresistible - so they can’t help but ask: “Tell me more.”
Get that right, and you’ll never need to talk faster, cram harder, or force your way through.
The investors who matter will invite you to go deeper. And that’s where the real conversation - and the real deal - begins.
Clarity earns permission. Permission creates opportunity.