1/4/2024 0 Comments Stage presence![]() There’s something about the way presenters carry themselves as they walk onto the stage and then make pitches that may reflect their level of preparation and commitment.īut surely the idea and plan count for something, right? Entrepreneurs need passion, engagement, and energy to be successful, and it’s possible to convey all those things without words. Yes-but without being fully aware that visuals were having such a strong effect on them. So both the VCs and the study participants made snap judgments based on what they saw, not what they heard or read? The entrepreneurs in the competitions I looked at didn’t use slides, so it was simply their own physical presence that had such a profound impact on decisions. HBR: How do you know it wasn’t well-designed, information-rich PowerPoint slides that made the visuals so compelling? In my studies the visuals influenced judgment more than words or other information did. Often people watching the silent videos took only a few seconds to correctly identify which pitches had been favored by the investors. ![]() But across 12 studies I found that people could predict VC funding decisions based not on the actual content of entrepreneurs’ pitches but on how they were presented, especially body language and facial expressions. Tsay: Most investors would say that when they’re deciding which start-ups to back, they focus on interesting ideas, talented founders, and substantive business plans. The conclusion: In entrepreneurial pitches, stage presence is everything. She found that the silent videos best enabled people to identify the entrepreneurs the investors funded. Chia-Jung Tsay, an associate professor at the UCL School of Management, asked 1,855 study participants to predict the winners of a total of 19 venture capital pitch competitions after being assigned to review the contestants’ presentations in various ways, including as videos with sound, silent videos, sound recordings, and transcripts.
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