The first five of the 15 key attributes to presenting the appropriate entrepreneur image

It’s very rare for one individual to be able to consistently and simultaneously project all 15 key attributes.

It’s debatable that even the most successful entrepreneurs in the world are able to do so. So by projecting a cluster you’ll beat other entrepreneurs pitching to the same potential investor who can’t.

Before getting involved in descriptions as to what these phrases, words or terms mean, consider the following. Which are the most important? Is it possible to rank them in order of importance? The answer is ‘No’. They are all of equal importance. It’s crucial to get the vocabulary correct when describing these attributes. Otherwise they are open to misinterpretation. So let’s start with . . .

1.  Conviction
Both entrepreneur and potential investor want to be in control. For the entrepreneur this means being in control of both verbal and non-verbal communication. Don’t confuse this with controlling the entire meeting. To attempt that would bring you into conflict with the potential investor. Controlling your verbal and non-verbal communication won’t result in conflict. Many potential investors try to asses leadership potential in the entrepreneur. Sensible and skilled entrepreneurs in part achieve this through their conviction of purpose. Closely allied to ‘conviction’ is ‘authority’. The combination of conviction, self-control and authority is almost irresistible to an interested potential investor.

2.  Belief
This is the entrepreneur’s honest belief in a fact, idea or concept. The belief being of such intensity that it inspires the potential investor to feel the same way.

3.  Thoughtfulness
There are three components to this. Foremost, is treating people in a kind and considerate way, especially by anticipating their wants and needs. More relevant and more powerful here though is thoughtfulness as a descriptive word. This means the entrepreneur appearing to be in deep thought and showing the application of careful thought. This is a key component of understanding how to answer a potential investor’s questions. More on this later in the series. Meanwhile – always count one second (at least) before answering. The delay adds impact and gravitas.

4.  Credibility
In the context of the meeting with the potential investor this word takes on two meanings. First, the entrepreneur’s ability to inspire belief or trust (probably both) in the potential investor. Secondly, their willingness to accept what a potential investor is saying as true. This second part is often overlooked. If through non-verbal communication the entrepreneur radiates disbelief (somewhat different from a healthy scepticism) then the potential investor will be turned off. From experience, credibility or lack of it shows up in the first ten minutes of a meeting.

5.  Empathy
Entrepreneurs often confuse empathy with compassion. Compassion usually and correctly describes the ability to be sympathetic to the suffering of others. Clearly inappropriate in the meeting. Unless of course the potential investor is in some form of physical or emotional distress. In contrast, empathy is the entrepreneur’s ability to identify with and understand the potential investor’s feelings. Those feelings can be negative or positive. It’s the ability to identify with either that is crucial. Remember it as follows. Compassion in this context has a negative connotation whereas empathy has a positive one!

If you want to talk to the author then please phone Howard Popeck on 07870 192618.

Link
http://www.go-between.co.uk