Why Sending Decks to Investors Before the First Meeting is Generally a Bad Idea and What to do About It


Why Sending Decks to Investors Before the First Meeting is Generally a Bad Idea and What to do About It Photo

A typical exchange between founder and investor:

Founder: Hi! I would LOVE to meet with you and talk to you about what we are doing.

Investor: Do you have a deck?

Founder: Sure, here it is. When can we meet?

1-2 week(s) later…..

Investor: Sorry, doesn’t look like I could help OR WORSE

I am pretty busy now, lets re-connect in a month.

Why do investors ask for decks?

The number one reason is to avoid a meeting.

Since most founders will not get the check from this specific investor, but most founders want to meet the investor anyway, the investor simply does not have the time to meet. The investors way of avoiding the meeting is to ask for the deck.

Secondly, most founders do not get strong introductions. They just get any introduction they can get. So the investor does not feel like they have to meet the founder. They ask for a deck instead.

Thirdly, the investors ask for decks to get an idea if the business is a fit for them. But that is not quite true. Investors are really just looking for the team slide and the traction slide. First and foremost, the investors want to know if the team has experience in the space, and what progress they have already made.

Investors pass immediately if the team does not have relevant experience, and there is no traction.

Why sending the deck before the first meeting is a bad idea

Investors will make a decision to pass on your business based on your deck. Once they decide to pass, it will be difficult to get another look.

“Your business isnt your deck. You are not your deck. Dont let the deck represent you.”

This is as simple as I can put it.

Once investor gets the deck, there is little urgency to act. It can sit in the inbox for days. It feels like work to look through.

All decks are different. Some are really long, and non-standard. Investors hate them. They flip through a slide or two and stop. I know that because I often struggle to get through the decks I get.

And then there is whole thing about sending decks around. If you are liberally sending out your decks, very quickly you will find out that your competitors have it. It just the way it is. Things spread quickly on the internet, you know?

Traction + Warm intro + 2 paragraph + 15 min call hangout

But Alex, you say EVERYONE is asking to send the deck. How could I possibly say NO to that? What do I send?

To solve a problem, let’s understand the cause. The cause is that you are actually too early, do not have traction, do not necessarily have background in the space, coming into investor inbox via not-so warm intro, and asking for a lot of time–meetings are typically 30 minutes.

Flip it on its head.

Do not go after investors until you have traction. Get a warm intro from someone who knows you, can attest to your progress, and who knows the investors. Someone who investors actually trust and respect—preferably another founder they backed or someone they worked closely with in the past.

Instead of the deck, send 2 paragraphs intro. Read this post for full details on what should be in those two paragraphs. Most importantly, include traction: how you are different and why you are working on this business.

Ask to get feedback via a 15 minute Google Hangout. Not a meeting. A Google Hangout. Why? Because you can still make a connection with the investor. In the worst case, you will get a call. In the best case, an investor will actually be impressed and ask you to come in for a meeting.

Two paragraphs written correctly should be easy enough for an investor to decide if it makes sense to engage. Two paragraphs are A LOT EASIER to understand than the deck. You are actually saving the investor a lot of time. You are also making sure your deck is not parading around the internet.

If you want to up the game, shoot a 60 seconds (no longer) introductory video to give more of a background on you and the business. I love seeing those, including in Techstars applications. The video is WAY better than the deck. The investors can actually tell a little bit about you as a person. An awesome video increases the chance of investors saying YES to a meeting.

When to actually send the deck

While sending the investor deck before the meeting is generally a bad idea, you do need an investor deck and it needs to be awesome. You will use the deck when formally raising money from VC firms. Typically, you will need the deck to walk investors through your business during the second and the third meeting.

You will need to send the deck to the firm before the partner meeting. It is a standard ask. All partners are given your deck in advance of the partner meeting so that they can review it in advance.

What has been your experience with investor decks? Feel free to jump in to share your story.



Reprinted by permission

Image credit: CC by BestPitchDecks

About the author: Alex Iskold

Alex Iskold is the Managing Director of Techstars in New York City.

Previously Alex was Founder/CEO of GetGlue (acquired by i.tv),  founder/CEO of Information Laboratory (acquired by IBM), and Chief Architect DataSynapse (acquired by TIBCO).

Alex routinely writes about entrepreneurship and startups at Alex Iskold.

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