Brief Conversations

Saying less may lead to more successful networking meetings

Happy Thursday, 👋

We tend to ramble when we get nervous or excited. While we may not always notice, those on the other end of the conversation certainly do. For founders attending industry events or investor networking sessions, this can be a critical moment. To make a lasting impression, it’s essential to have a plan, both for what to say and how to say it. A few minutes of preparation can make a big difference in turning a casual conversation into a potential investment opportunity.

The Reality of Reduced Attention Spans

It’s no surprise that attention spans have declined in an increasingly tech-driven world. This challenge is not new or unique. Nobel prize winning economist Herbert Simon noted the impact of technology on our attention spans back in 1971. He wrote about how a “wealth of information creates a poverty of attention,” highlighting that as we get more data, we have less attention to give.

We see the same challenges occurring at industry presentations where after just a few minutes of a presentation starting, those in the audience almost automatically start checking their phones. As a founder, you are not only competing with other companies, but also with the constant distractions that demand investors' attention. That’s why the first few minutes of any one-on-one conversation are critical. In many cases, it’s during this time that investors decide whether they’re interested in learning more or moving on to the next idea.

Defining The Strategy

Events like demo days, conferences, or industry meetups present great opportunities for founders to engage with potential investors. However, many founders fail to prepare for how they will approach these interactions. A clear strategy can give you a significant edge and allow you to control the flow of the conversation.

We often coach founders to focus on three key elements when developing their strategy for these types of events. Finding the right balance in a short, 3-5 minute conversation can often be the difference between securing a follow-up discussion and losing investor interest.

❓ Ask the First Question:  When meeting a potential investor, resist the temptation to immediately start pitching your company. Instead, begin by asking where they invest or what industries excite them. This allows you to tailor your pitch and assess whether this investor may be a good fit for the business model. Remember, investors are often open to connecting strong founders with other investors who might be a better match. But if you launch into a long-winded pitch without gauging their interest, you may miss that opportunity.

⏳ Keep It Short:  Your initial company overview and investment pitch should take no more than 30-60 seconds. Once you share these initial details, stop talking. Allow for a natural pause to encourage questions. The goal is to have a 3-5 minute conversation, not a monologue.

🗓 Close The Conversation:  Rather than pushing for a follow-up meeting, ask if you can add the investor to your company’s monthly update list. This softer approach helps you get their contact details while creating a future touchpoint. Investors may not set up another meeting during the initial conversation, but if they are interested they will ask for your contact details.

Additional Thoughts

Networking and industry events are prime opportunities to meet potential investors, but it’s natural to feel nervous. Rambling when excited about your company is common, but the key is to have a plan to keep conversations short and focused. Remember, the goal is not to close a deal on the spot. Instead, the time should be used to gauge whether there is enough interest for a follow-up discussion.

One of the most painful mistakes is when founders force a conversation, talking endlessly in the hopes of convincing someone to invest in their company.

Instead, prepare and practice. Work with a coach or advisor to get constructive feedback. Begin conversations by asking investors about their industry focus, give a concise overview of your company, and then stop talking.

By mastering this balance, you can make the most of your networking opportunities and position yourself for future success.

Wishing everyone a great weekend,

-The Caymont Ventures Team.