Tech Transfer eNews Blog

An angel investor’s ‘inner child’ holds key to success

By Steve Lewis
Published: March 16th, 2010

Want to increase your success rate when it comes to pitching angel investors? Get to know their “inner child.” That’s the recommendation of Princeton Corporate Solutions. “When talking to an investor for the first time, it’s more important to listen than to speak,” the firm recommends. “It’s more important to discover their needs and wants than to exclaim your own.”

Your first conversation with an investor, they continue, should be all about “piercing the armor” and finding the trigger points to prompt a reaction that gets to the center of their ‘childlike’ state. Investors, like anyone else, have insecurities that are rooted in their childhood “and what they are outwardly today is typically a polar opposite of what they are on the inside,” they continue. “For example, an arrogant chest beater seems proud and obnoxious on the outside but the reality is they are over-compensating for an insecurity that is rooted in an individual or collection of childhood incidents (i.e., they could have been made fun of as a child, or had an abusive parent.)”  The important thing when talking to individuals like this, they advise, is to “listen to their voice and intonation when the conversation topic changes. Take notes on their psychological adjustments to the conversation. After you feel you have discovered the triggers that induce the ‘pleasurable’ responses, end the call, and set your second phone appointment with them.”

On your second call, they advise, be ready to use the triggers you identified. “Play off those insecurities that you found, become their best friend without being chummy,” the firm urges. “It is your mission on this call to be ‘the guy that understands me’ to the investor. You want the overall tone of this conversation to have the response from your target along the theme of, ‘Wow, this guy gets me; I can see investing in this company.'”

This approach, they continue, enables you to become an investment opportunity and “shrink” rolled into one. “You want to be the one person that this investor can lower his guard to because everything he says, you seem to be the one person who understands him at his deepest level,” the company notes. “You seem to be naturally tuned to his insecurities, emotions, needs, and wants.”

Source: Perfect House Care

Posted under: Tech Transfer e-News

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