Dear Diary,

What role will the pitcher’s personality play in getting an investment from the dragons? Is there a lot at stake to risk injecting a bit of professional arrogance into your personality? Is it okay to assume that as a professional at what you do, that the dragons have no right to question a few of your claims and declarations? How prudent is it to assume that you know better than the dragons? How wise would it be to lock yourself in an argumentative duel with one or all of the dragons?

Well, I don’t have all the answers, after all I’m just a humble den sweeper’s alter-ego, but one thing I know for sure is that for a package to be considered interesting, the wrapping must be attractive and appealing. And talking about attractive and appealing, I am not suggesting that you blow your entire savings on an expensive designer suit: No, not at all, because I’ve seen a lot of pitchers (in business) in very expensive suits with very cheap personality, and less-than-a dime attitude. But there’s a need to look the part you preach. You need to look smart, reliable, and worthy of eliciting confidence in your business. You can’t expect to walk away with N10 million, looking like someone who’s never laid hands on N5, 000 before. But then if a business suit will make you irritably cocky, please wear something that makes you look good but still gives your ego enough room to practice some modesty and humility.

The first presentation you make is of yourself. You are your business idea. You are your business plan. You are your Power Point presentation. No projector or slide will sell your idea or business better than your personality, so BE your business, and BE your presentation.

Believe me; you’re apt to have a more attentive audience with the dragons, if you engage them with a likable personality. Let them see the business idea IN you and through you. Be your own business advocate, speak for your NUMBERS, as well as have your numbers SPEAK for you.

Bear in mind that the more money you ask for, the more research you are expected to have put into the business idea you’re pitching. The more money you ask for, the more passionate you’re expecting to be. The more money you ask for, the more precise with figures you’re expected to be. The more money you ask for, the more professional and experienced you’re required to be in the field of the proposed business. And the less equity you wish to part with, the more resources and business mechanism you need to have already put in place for the effective running of your proposed business.

Above all, arrogance and over-confidence may not help you. A positive, polite, and likable attitude may guarantee a more successful pitch.

 Finally, just try the magic of a charming smile now and then.

Good luck!

–The Den Sweeper