#072| Make It Easy for Them to Buy

You're at the end of a presentation. The room is engaged.

The last slide flips into view.

"Thank You."

And just like that - the energy dies.
You had the room. You had momentum.

And you chose to end with two words that add exactly zero value.

This isn't just founders. I see this in sales meetings, partnership decks, board presentations - everywhere.

The last slide is almost always wasted.

The "Thank You" Slide Is Costing You Deals

Here's the brutal truth:

The last thing people see is the last thing they remember.

And you're using that moment to say… thank you?

It doesn't remind them what you do.

It doesn't tell them what to do next.

It doesn't make it easy for them to buy.

The problem isn't just the slide.

The deeper problem is this:

Most people make it hard to say yes - without even realizing it.

They assume the buyer knows what to do next.

They assume the interest is enough.

They assume follow-up will handle it.

It won't.

"A good pitch sells itself."  No.

A good pitch opens the door.

Your job is to make it easy to walk through it.

Picture this

An investor walks into a Demo Day.

Fifteen startups. Back to back. Notes flying. Heads nodding.

Then it's over.

And now - sitting in the Uber home - they're thinking:

Which one was it? The logistics play? The one with the interesting unit economics? What was their name again?

They start googling. Scrolling through blurry slide photos. Trying to piece it together.

That founder just made it hard to invest in them.

Not because the pitch was bad.

Because when the investor was ready to say yes - they couldn't find them.

And this isn't only about investor pitches. Think about every situation where someone needs to decide:

•   A sales meeting - do they know exactly what the next step is?

•   A recruiting call - did you tell them what the process looks like?

•   A LinkedIn message - did you make it easy to respond?

•   A follow-up email - is there one clear action, or five options?

The challenge is always the same: you are making the other person do the work.

Make It Easy for Them to Buy — In Every Room

This isn't about being pushy. It's not about sales tactics or closing scripts.

It's about removing friction.

In every conversation - pitch, meeting, message, email - there is a moment where the other person has to make a decision. Your job is to make that decision as easy as possible.

Traditional advice says: "have a strong CTA." That's not enough. The real work is designing every touchpoint so the path forward is obvious, clear, and completely frictionless.

1. Start with the Last Slide

Your last slide is prime real estate. Stop wasting it.

Here is why this matters more than most founders realize:

When someone in that room gets excited about your company, they will pull out their phone and take a photo of your last slide.

That photo becomes your business card. Your follow-up. Your reminder.

If it says "Thank You" - you've handed them a blank card.

Your last slide should have four things:

•   Your logo - make it impossible to forget who you are

•   Your tagline - one sentence that captures exactly what you do

•   Your ask - one clear next step, nothing more

•   Your contact info - make it effortless to reach you

2. Make It Easy in the Room - Not Just After

Most people wait until the follow-up email to clarify next steps. By then, the moment has passed.

In every meeting, remove friction in real time:

•   Have your one-liner ready - if someone asks "what do you do?" you shouldn't have to think

•   Offer the next step before they ask - "Would it make sense to set up a 20-minute call this week?"

•   Remove the guesswork - don't say "let's stay in touch." Say "Can I send you a calendar invite for Thursday?"

The goal: zero cognitive load on their side.

3. The Words That Make It Easy

Small language shifts. Big difference.

What Happens When You Do This

When you make it easy for them to buy:

•   More conversations convert -because people know what to do next

•   You make a stronger last impression - your name, tagline, and ask stays in the room after you leave

•   Less chasing - frictionless next steps reduce the need for five follow-up emails

•   You're remembered differently - not as the one who said "thank you" - but as the one who made every step feel effortless

The Bottom Line

You've done the hard work.

You built the product. The deck. The pitch. You prepared for the questions.

Don't let it fall apart in the last five seconds.

The "Thank You" slide feels polite. But polite doesn't close deals.

Clear closes deals. Easy closes deals. Frictionless closes deals.

You get one last impression.

Make it count!

If you want to work on your pitch structure - including what your last slide should actually say – this is exactly the kind of thing we work on in my coaching sessions. Signup here to be the first to know when I release the next cohort.

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Whenever you're ready - here is how I can help you.

1. Deep-dive Digital Courses - Self-paced courses teaching you the essential tools and skills you need to create and deliver a fantastic pitch so you can go from “I do not know what to say” to “when can I pitch next?

2. Speaking Engagements - I have done in-person and virtual speaking engagements at a number of companies, conferences, and private events covering a variety of topics.

3. 1:1 Coaching - Due to limited time, I only work with a handful of clients each year. If you're interested, click to apply.