Reading Between the Lines: Decoding Investor Body Language
After sitting in on more than 10,000 investor meetings, our founder and managing partner, Jonathan Paterson, has identified one skill - the ability to read body language - as the most lacking and the most underrated.
Here are 5 key signs to look for to ensure your 1-1 runs smoothly:
Page Flipping: When investors have stopped watching your presentation and resort to flipping through pages of your printed presentation - you’ve lost them, for the moment. Speed up your presentation, highlighting salient points. Better yet, ask if you can address a topic they’re interested in.
A Raised Eyebrow: As CEO, you know your business inside and out. Investors, while they may have some experience in your industry, don’t have this luxury. If you notice a confused look on an investor’s face that doesn’t resolve after you’ve finished explaining the slide, ask them if they need clarification.
Crossed Arms: The way an investor positions their arms reveals a lot. If arms are crossed, there is a good chance something isn’t resonating with them. In this moment, tap into excitement and share it. Not every investor will come on board, but sometimes your enthusiasm can help win them over.
Head Nods: You’ve got the investor hooked - now what? Nothing. Don’t go off script or try to reinvent the wheel. Your presentation is clearly resonating with the investor, meaning there’s no need to change your approach.
Solicit Feedback: Chances are, your IR team will hear back from the investor or analyst at some point who will offer feedback. That said, this tends to be several days after the presentation. Ask for feedback at the end of your presentation - that way, it’s timely and relevant.
Need coaching for upcoming investor meetings?
Reach out to Graham Farrell (Graham.Farrell@Harbor-Access.com) [in Canada] or Jonathan Paterson (Jonathan.Paterson@Harbor-Access.com) [in the US] to start a conversation.
