The Right (and Wrong) Way to Pitch Investors at Networking Events
Learn the art of pitching investors at networking events - from avoiding bathroom ambushes to crafting the perfect 30-second pitch. Real stories, practical advice, and a dash of humor.
Picture this: You're at a tech networking event, holding onto your drink like it's the last pizza slice at a tech meetup. Across the room, you spot something painful - a founder has trapped an investor in the world's longest pitch about their "game-changing AI-powered coffee stirrer." The poor investor looks like they'd rather be getting a root canal, and their eyes are darting around looking for any excuse to escape. Is that a fire exit? They're definitely considering it.
Don't be that person. Really. Please. Your fellow founders (and every investor's sanity) are begging you. Let's talk about how to pitch at these events without making everyone run away faster than developers from a mandatory team-building exercise.
Seriously, we've all seen it - the dreaded "pitch ambush" that turns a fun networking event into a hostage situation. And nobody wants to be known as the founder who made an investor hide in the snack room pretending to be really, really interested in the ingredients list of the cheese platter.
The Art of Not Being "That Guy"
Here's a true story from last week's Startup+ event: A founder followed an investor into the restroom to finish his pitch. Yes, you read that right. The bathroom. I wish I were making this up, but apparently, some people think "captive audience" means exactly that.
The investor later told me, "I've never washed my hands so quickly in my life." 😆
The Golden Rules of Networking Event Pitches
1. The 30-Second Rule
Your initial pitch should be shorter than the time it takes to microwave a Hot Pocket. If you can't explain your startup in 30 seconds, you're not ready for this conversation. Remember: This is a networking event, not your TED talk.
2. Read the Room (Literally)
Before you approach anyone:
Are they in an active conversation?
Are they eating?
Are they heading somewhere with purpose?
Are they in the bathroom? (Seriously, this needs to be said)
If you answered yes to any of these, wait for a better moment. The best pitch in the world won't land if your timing is terrible.
What Actually Works
The "Curiosity Gap" Approach
Instead of dumping information, create intrigue. Here's an example:
❌ Bad: "We're developing a revolutionary AI-powered platform that leverages machine learning algorithms to optimize cross-platform synergies in the B2B space..."
✅ Good: "We helped restaurants reduce their food waste by 40% last month. Want to know how?"
See the difference? The second one makes the investor want to ask questions.
The Authentic Connection
Last month at our event, a founder bonded with an investor over their shared hatred of airport security lines. Guess what her startup was about? Airport security optimization. That's not a coincidence – she waited for the right moment to make that connection.
The Deadly Sins of Event Pitching
The Resume Regurgitator Don't list every job you've ever had. Nobody needs to know about your stellar performance as a summer camp counselor in 2009.
The Number Bombardier Yes, your TAM/SAM/SOM is important, but dropping numbers like you're reading from an Excel sheet is the fastest way to make someone's eyes glaze over.
The Stalker Following investors around the venue isn't persistence; it's creepy. I once saw a founder try to share an elevator with an investor who had already rejected them twice that evening. The investor took the stairs.
What Investors Actually Want to Hear
I surveyed 50 investors who attend our events regularly. Here's what they said they want in a first interaction:
A clear problem statement
Why you're the right person to solve it
Early proof that someone wants this solution
Whether you're currently raising (and how much)
That's it. Save the five-year projections and detailed cap table for actual pitch meetings.
The Secret Sauce: Being Human
The most successful pitches I've witnessed at our events weren't really pitches at all they were conversations. Real, human interactions where founders showed genuine interest in the investor as a person, not just a walking checkbook.
The Follow-Up Formula
Got a good initial conversation? Great! Here's what to do next:
Wait 24 hours
Send a short email referencing something specific you discussed (not your pitch)
Include one sentence about your startup
Ask for a coffee meeting
❌ Don't: Send a 5-page deck, your life story, or daily follow-ups asking if they got your email.
In Conclusion: The Two-Question Test
Before you approach any investor at an event, ask yourself:
If I were them, would I want to be approached this way?
Can I make this person genuinely interested in continuing our conversation?
If you can answer "yes" to both, you're ready to pitch.
And remember, if all else fails, you can always bond over how awful bathroom pitches are. Just... you know... not in the bathroom.
Want more startup networking tips or have a funny pitch story to share? I'd love to hear from you! Drop me a message on LinkedIn (just search for Jaynish Shah) or shoot me a DM on Substack. Know more about me on www.jaynish.me
And hey, if you spot me at the next Startup+ event, come say hi – I promise I won't pitch you anything in the bathroom! 😉
P.S. If you enjoyed this article, don't forget to subscribe to my Substack for more startup stories and advice that's actually useful (and occasionally funny).