Investor Influence: The 10 Most Powerful People Skills for Winning Investors
Sit back, grab a coffee — this one's sharp, short, and worth your time.
Startup founders obsess over pitch decks, traction charts, and market sizing. But investors aren't spreadsheets — they're people. And people make decisions based on emotion, trust, and gut instinct as much as logic.
Over the years, I’ve seen too many strong founders miss funding because of weak communication. So I spent hours breaking down Dale Carnegie’s How to Win Friends and Influence People and reworking it through a startup lens — specifically for investor conversations.
This post distills that work into the 10 most practical, high-impact principles. These aren’t vague platitudes. They’re tactical habits that build trust and get results.
1. Talk in Terms of the Other Person’s Interests
Investors care about returns, risk, timeline, and market potential. Speak to those priorities, not just your features or backstory. When in doubt, frame everything as: "Here’s what this means for you."
2. Don’t Criticise, Condemn, or Complain
Negativity kills confidence. Be honest about challenges, but stay constructive. Blaming previous investors, co-founders, or market conditions instantly raises red flags.
3. Give Honest and Sincere Appreciation
Thank them for their time, insights, or past wins — but make it specific. A generic “we admire your fund” is forgettable. A pointed “your work with X gave us this idea” is memorable.
4. Let the Other Person Feel the Idea is Theirs
If an investor suggests something smart, adopt it and show appreciation. People back what they help shape. Say, “We hadn’t considered that angle — it’s sharp. We might bake that in.”
5. Admit Your Mistakes Quickly
Founders who own their missteps earn trust. Say, “We overhired too early. It stretched burn, but we’ve since rebalanced.” It shows maturity, learning, and leadership.
6. Dramatize Your Ideas
Pitch decks are dry. Bring contrast and stakes. Say, “With us, X is 10x faster. Without us, this problem persists for years.” Storytelling beats specs.
7. Be a Good Listener
Investors will tell you how to win their backing — if you let them talk. Ask, “What’s most important to you when evaluating a deal like this?” Then shhh — and let them talk.
8. Begin in a Friendly Way
Warmth builds trust faster than data. Start with energy, rapport, and presence. A simple “Looking forward to this — appreciate you making time” can reset the tone.
9. Try to See Things From Their Point of View
Ask yourself: “If I were managing a fund, would I back this?” It reframes your blind spots. Use investor language: de-risking, return profile, market timing.
10. Use Encouragement
Close strong, but not desperate. Say, “Momentum’s building — your backing could really sharpen the round.” You’re inviting leadership, not begging for cash.
Final Thought Founders win investors by being sharp and likeable. These 10 principles help you do both. Use them to stand out from the noise, build trust quickly, and turn conversations into term sheets.
I put this together to help more founders fundraise with confidence. Let me know which one resonated — or if you want the full 30-point cheat sheet.
