How to Deal with Difficult Idea Pitch Panelists
If you’ve ever pitched a business idea in front of a panel, you know there’s always at least one panelist who is a complete pain in the behind. Whether you’re an entrepreneur pitching your new business or a corporate-type pitching a new product idea to an executive committee, you’re always likely to face that one person who is a pain just for the sport of it.
They ask assy questions. They know it all. They sharp-shoot you. They ask things they know you don’t know. They offer ridiculous examples and compare those things to your idea. Heck, in some cases they insult you personally. When these things happen, it’s easy to get rattled, lose focus, and ultimately blow your pitch. The end result is you don’t get approval or win the pitch competition and they walk away smugly laughing about the smoldering pile of ashes they’ve left behind.
There’s good news though – you can defeat these people and in some cases, make them a strong ally. You just have to know what you’re getting yourself into and be sharp during the Q&A period. If you follow these tips, your chances of success go up exponentially. And why should you listen to me? Well, because there have been plenty of times I’ve been that panelist (especially at events like WakeUp StartUp which we hold every month).
Nail Your Pitch
Most idea pitches suck. Yes, I said it. They do. They go on and on and on and on about widgets and blidgets and digits. They are incoherent and lack focus on the problem and the solution. There are 5 reasons your idea pitch sucks. Figure it out. Nail it. It should be clear, concise, and compelling. If you find yourself talking about code, Java, browsers, and other techie stuff or saying things like “I know you guys can’t read this slide but what it says is…” then your pitch probably sucks. If you have a bad pitch, you don’t stand a chance.
Listen to Them
They’re on the panel for a reason. They know stuff. They’ve done things. They’re there because they want to help others be successful. When they offer opinions or ask questions, it’s because they have a genuine interest in making your idea better. When you treat their thoughts or questions as attacks to be defeated, you’re the one who loses. Take the feedback for what it’s worth. You’re not there to prove your smartitude. The minute you become combative with the panelist, you lose because it makes you look unprofessional and immature. Instead, take the feedback or do your best to answer the question and think about how it can make your idea better.
Answer the Question
When a panelist asks you a question, make sure you understand it before you start flapping your yap. I can’t tell you how many times I’ve asked or heard others ask questions only to have the person pitching ignore the question and answer something completely different. In the very least you’ll frustrate the panelist. In the worst case, they’ll point out that you’re not listening and make you look silly in front of the crowd. If you’re not sure exactly what they’re asking, ask them to clarify or restate their question back by saying “I think what you’re asking is… Do I have that correct?” Just by going this extra step, you’re demonstrating you’re interested in their perspective and you care about getting them the answers they want.
Don’t Take it Personally
Some panelists try to get under your skin just to see how you’ll react. They’re not just there pressure testing your idea – they’re there to see what you are made of. People don’t invest in ideas – they invest in people. I’d rather put my support behind an awesome person with a mediocre idea than a mediocre person with an awesome idea. If you take the feedback and questions as a personal attack and you get flustered or rude, you’re tubing your chances of getting the support you’re asking for (investment, approval, etc.). Remember you’re in a professional setting and conduct yourself accordingly (even if the panelist isn’t). You can never come off poorly if you always take the high road and act like the consummate professional.
Make them an Ally
Look at it this way – if they’re interested enough in engaging with your idea, they’re possibly interested in helping more than that. If they have a ton of questions, see if they’d be willing to sit down with you after the pitch and share their thoughts. Ask if they’re willing to be a mentor or an advisor. Clearly they’re willing to be a sounding board and I’ll bet if you get past it being personal you’ll see they have some great suggestions. Who knows – that person who is your biggest adversary could become your biggest advocate because if you can satisfy their concerns, you can satisfy anyone’s concerns.
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