# 5 Presentation Mistakes That Cost These Startups Their Moment (And How to Avoid Them)

"Our goal is to communicate with you in a manner that we would wish you to use if our positions were reversed." - Warren Buffett

Every day, whether we realize it or not, we're pitching something. It might be convincing your teenager to do their homework, persuading your team to try a new approach, or seeking investment for your business.

Last week, I had the privilege of watching six innovative startups pitch their businesses at the Built World Future of Workforce Conference. While their ideas were truly inspiring, I left feeling a bit heartbroken. Why? Because these brilliant minds made the same presentation mistakes I see technical professionals make every day - mistakes that diluted their message and diminished their impact.

Let's break down these five critical mistakes and, more importantly, how to fix them:

1. The 7-Second Hook Failure

Picture this: "Hello, I'm [name], and today I'm going to talk about..."

Yawn.

You have just 7 seconds to convince your audience to listen. Yet almost every presenter started with this same tired introduction. I found myself several minutes into presentations struggling to remember who was speaking.

Here's how to hook your audience instead:

A. Ask a universal question: "Have you ever faced [common problem your solution addresses]?"

B. Share a surprising statistic: "Did you know that 95% of people think they're self-aware, but only 10-15% actually are?"

C. Tell a compelling story that makes your audience lean in and want to know more

Here is how Steve Jobs did it in his IPAD Launch:

Did you get a chuckle out of it? I did.

But wait - when do you introduce yourself? Let the moderator handle it, or weave it naturally into your transition: "I'm [name], and that's exactly why we created [solution]." Better yet, save it for the end when you're inviting connection.

2. The Slide Overload Syndrome

Have you ever tried drinking from a fire hose? That's what it feels like when a presenter fills their slides with dense text and complex diagrams. Every startup I watched fell into this trap, overwhelming their audience instead of inspiring them.

Think about the most memorable presentations you've seen. I'll bet they weren't the ones with the most words per slide. Take Steve Jobs introducing the iPad - you could probably write down every word from his slides on a single page. That's not an accident.

Here's the simple truth: Your slides should support your message, not be your message.

How to fix this:

- One key point per slide

- Use powerful images that enhance your message

- If you must use data, distill it down to the single most impactful number

- Remember: A confused mind never buys

The real skill isn't showing how much you know - it's making the complicated simple. That's what separates smart from brilliant.

3. The One-Dimensional Communication Trap

Here's a startling reality: Most technical presentations only connect with 25% of their audience. Why? Because they're logic-heavy, missing the other perspectives that make communication powerful.

Your audience processes information through six different lenses:

- Action: "Let's buy it now!"

- Opinion: "Make me believe it!"

- Logic: "What's the data?"

- Emotions: "How does this make us feel?"

- Reflection: "How can I use this in my work or life?"

- Reaction: "Wow, that's amazing!"

How to engage everyone:

- Share powerful opinions about your topic

- Use emotional language: "I'm excited about this because..."

- Include reaction moments: "Isn't this incredible?"

- Balance data with stories

- Give action steps

Remember: When you speak to one perspective, you miss 75 to 90 % of your audience. Blend these perspectives, and watch engagement soar.

4. The Monotone Mistake

"But speaking differently doesn't feel authentic!"

I hear this concern often, and I've said it myself. But here's the truth: Your presentation should be like an orchestra, not a single note played over and over.

During the startup pitches, most presenters stayed in one tone - usually their "professional presenter voice." Imagine listening to a song played on one note. How long would you stay engaged? Your voice needs variety to keep your audience interested and emphasize key points.

How to create vocal variety:

- Slow down to land important points

- Soften your voice for emotional moments

- Build energy when you want excitement

- Use pauses for impact

- Let your natural enthusiasm show

Yes, this feels uncomfortable at first. That's because we're breaking a habit. But remember: Don't make your audience work to stay interested. Your voice is an instrument - learn to play it well.

5. Missing You on a Plate

The final mistake? Not showing why this matters to YOU.

Simon Sinek made "Start with Why" famous, but here's what that really means: Before I invest in your idea, I need to invest in you. Why does this excite you? What drove you to create this solution? Why should I join your journey?

Here's the secret most people miss: Investors, clients, and teammates aren't just buying your product or idea - they're buying into you. Make them fall in love with your commitment and passion.

Moving Forward: Your Action Plan

Want to see these principles in action? Watch Steve Jobs' iPad presentation and notice:

- His compelling hook

- The simplicity of his slides

- How he connects with different perspectives

- His varied tone and energy

- His personal investment in the product

Great communication doesn't happen overnight. But as Warren Buffett says, mastering communication is the most valuable skill you can develop.

Your next step? Pick one of these areas to focus on in your next presentation. Record yourself. Watch for these elements. Adjust. Improve.

Because every time you communicate, you're pitching something. Make it count.

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Starting March 24, 2025

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