If you don’t have at least 2 new-investor meetings per week, something is wrong…
A lack of any kind of meeting has nothing to do with your company, competition, or your pitch deck…
Doesn't matter if you're in a “hot market” either.
Instead, it has to do with this one simple rule that most CEOs break on a daily basis.
“Follow this one rule and you’ll have investors asking to get on your calendar to hear your pitch.”
But ignore it and you’ll be struggling to set meetings with interns, let alone check writers.
Worse, if you ignore it long enough, you could be given the kiss of death in capital markets:
“a CEO who can’t raise money.”
Once you get known as someone “who can't close investors,” there's almost no way to recover.
I’ll tell you what this rule is in just a moment, but first, let me tell you something you might not know about big check writers…
Most CEOs and entrepreneurs don't realize this, but …
“Professional investors are desperate for quality deal flow.”
And many times, they have to pass even on the quality deals because it takes too much TIME to understand how your business works.
The key word is “time”
Here’s what investors actually have time to do when you reach out…
40 seconds to read your email…
2 minutes to Google you and the company
2 minutes to respond to you, asking for an “executive summary” teaser
3 minutes read your teaser
Then (if they like it):
They'll give you another +/- 6 minutes to hear the short version of your pitch.
That’s 13 minutes and 40 seconds… if you’re lucky.
Here’s the DECISION they want to make in those 13 minutes:
- Yes – looks great let's meet.
- No – looks bad (just not a fit for the investor)
- Too Hard – You might have the most brilliant Company of all time, but it just looks too hard to get into the details.
Over the past 20 years, I’ve worked with hundreds – even thousands – of CEOs who find themselves in bucket #3.
“Nice Deal. Like What You're Doing.
But Too Hard to Digest.”
These CEO's have a great company with strong numbers… but they seriously struggle to get anyone interested in their business.
Here's the rule that makes meetings happen, and brings investors to the closing table:
Never say anything that doesn't have a number in it.
Here’s why this is so critical: Investors make decisions based on a spreadsheet.
There’s no cell on this spreadsheet where you input your feelings, your pathos, your degrees, dogma or desires.
There's no input-cell on the spreadsheet for your Boldness, Courage and Tenacity and no data input for “mission” … vision, value or pictures of you climbing the snowy peak of a tall mountain.
“Wait a second Oren ... Don't investors care about the emotional, pull-on-your-heartstrings stories about all the customers I've helped? “
Maybe, yes, a little,
But only on slide 13 of your pitchdeck at the actual meeting.
A meeting which is probably never going to happen unless you follow this rule.
That’s why every CEO not only needs to know all of their key performance indicators down pat… they need to be able to explain those numbers in the right way, at the right time, in the right order.
Do this right and what you wind up with is cotton candy that sets meetings every day … week after week.
Bottom line: Once you can signal that you understand what numbers need to go in THEIR spreadsheet, not yours, your calendar will be booked solid with investor meetings.
But before you put this idea in action, I have to warn you about something…
You can’t just data dump everything you have into one slide and expect people to get it.
You have to understand what the most compelling numbers are to create investor interest.
But most CEOs – even those who've had successful exits – don’t know what those numbers are.
That’s why I want to invite you to this private training I’m hosting next week called – The F.A.S.T. Funding Method
I’ve decided to host this free one-hour training next week:
All you have to do is enter your email address on the page.
I’ll send you the link to the webinar about two hours before we go live.
Make sure to show up a few minutes early, and plan on staying until the very end – I cover every single aspect of setting investor meetings.