Over the past year, I’ve noticed a dangerous trend: founders have become too relaxed in virtual investor meetings.
They are treating virtual pitches like they don’t really matter. They show up like it’s some kind of informal chat. Casual, sloppy, half-prepared.
The Comfort Trap
Here’s the pattern I see again and again:
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Founders assume that because it’s “just Zoom,” they can wing it.
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They forget to test sound, lighting, or presentation sharing.
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They sit slouched, mumble through numbers, or stare at their slides instead of the camera.
I’ve literally seen founders lose deals because of things like:
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“Sorry, I don’t know how to share my screen…”
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“Can you hear me now?”
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“Let me just find the right slide…”
I have even sat in on pitch sessions where founders keep talking until we finally have to interrupt them and ask: “Would you like to leave time for us to ask any questions?”
COME ON!!!!!!!!
It’s as if they believe they can get away with more online than in a real-life meeting. But here’s the problem: you can’t.
You don’t just lose a meeting - you lose trust, credibility, and momentum.
Showing up unprepared is not exciting. And investors want to feel excited.
Investors won’t say it out loud, but when you show up unprepared online, it screams “not serious.”
It looks careless. And investors wonder: If you can’t handle a 30-minute virtual call, how will you handle a multi-million-euro business?
Virtual pitching is not a shortcut. It requires more energy, more presence, and more preparation than pitching in person.
How to Nail a Virtual Pitch
Here’s what I recommend - and what I personally coach founders to do:
1. Do Your Homework
Preparation starts with knowing who you’re speaking to. Learn the investor’s focus areas, their typical check size, and the kind of founders they usually back. Show that you’ve taken the time to understand their world.
2. Be Time Smart
Respect the clock. Nothing kills momentum like overrunning your slot. Always leave space for questions - great pitches feel like conversations, not monologues.
3. Test the Tech (Before, Not During)
A first impression should never be: “Wait, can you hear me?” Check your video platform, test screen sharing, and ensure smooth team handoffs. Glitches signal lack of attention to detail.
4. Secure a Strong Internet Connection
This one is non-negotiable. If your internet drops out or glitches, your credibility drops with it. Use a wired connection if you can. Don’t gamble your fundraising on Wi-Fi.
5. Focus on Visual Impact
Investors see what’s behind you as much as they see you. Use good lighting, a clean background, and raise your computer to eye level. Body language still speaks - make sure it’s saying the right thing.
6. Sound Like a Professional
Your audio is as important as your message. Use an external mic, avoid echoey spaces, and make sure your voice cuts through clearly. Investors tune out when they have to strain to listen.
7. Show Energy: Stand Up
Energy drops fast on screen. Standing while you pitch gives you better posture, breathing, and presence. Enthusiasm travels - even through pixels.
8. Maintain Eye Contact with the Camera
When you look into the camera, you connect. When you look down at your slides, you lose them. Remember: investors back people, not PowerPoints.
9. Design a Deck for Digital
Your pitch deck is your anchor online. Keep it clean, visual, and easy to follow. Avoid text-heavy slides and embedded videos that can fail.
And bonus tip:
Know Your Numbers Cold
The Q&A almost always comes back to your business model, traction, and financials. If you hesitate or guess, credibility drops instantly. Be sharp, confident, and concise.
The Bottom Line
Virtual pitching isn’t easier - it’s harder. Small mistakes look bigger, and small wins feel stronger.
If you want investors to back you, show them you’re prepared, professional, and exciting - even through a screen.
Don’t let a weak virtual presence cost you big opportunities.
The founders who win are the ones who treat every pitch - online or offline - as their only chance.
Bring your best. Every time. Everywhere - even on Zoom.