Tips for Pitching to Investors: Advice from Alireza Sohrabian

Over the years, I’ve had the chance to pitch ideas to investors and learn from both successes and setbacks. Pitching is more than just presenting your idea; it’s about connecting with people who can help bring your vision to life. Here are a few hard-earned lessons from my journey:

1. Start by Building a Relationship
Early in my career, I made the mistake of jumping straight into the numbers and details during pitches. I quickly learned that building a personal connection is crucial. Before you dive into your pitch, spend time understanding the investor’s interests, and don’t underestimate the power of casual conversations to establish trust.

2. Share Your Why, Not Just Your What
One of the most impactful moments in my pitches came when I started focusing on why I was building my company. Investors want to back founders who are genuinely passionate about solving a problem, not just chasing trends. Talk about what drives you—your personal story can be just as important as your business idea.

3. Be Ready to Answer the Tough Questions
In one of my early pitches, I was caught off guard by a simple question: What’s stopping a competitor from doing this? It was a tough moment, but it taught me to prepare for the hard questions.
Anticipate what investors might challenge you on—competition, scalability, or market size—and have thoughtful, honest answers ready.

4. Show, Don’t Just Tell
During a pitch for my startup, instead of just explaining how the product worked, I shared real user stories and metrics. That moment shifted the conversation because investors could see the tangible impact of my work. If you can, bring data, testimonials, or even a demo to make your pitch more credible and relatable.

5. Admit What You Don’t Know
There’s no faster way to lose trust than pretending to know everything. I’ve learned that saying “I don’t have the answer now, but I’ll follow up with you” earns far more respect than guessing. Investors value honesty and the ability to learn more than perfection.

6. Always Leave Room for a Conversation
At the end of one of my best pitches, an investor said, “I like how you made this feel like a discussion, not just a presentation.” Instead of dominating the entire meeting, give investors space to ask questions, share insights, and even challenge you. It shows that you value their input and are open to collaboration.

7. Follow Up with Gratitude
After every pitch, I take the time to send a follow-up email thanking the investors for their time, regardless of the outcome. It’s a small gesture, but it keeps the door open for future opportunities. I’ve had investors reach out months later because I stayed on their radar.

Pitching is a skill you refine with every experience. Stay open to learning, adapt your approach, and remember: investors invest in people as much as they invest in ideas. Share your story authentically, and the right people will believe in you.