The Pitching CODE: Lessons Founders Can Learn from Stand-Up Comedy
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The Pitching CODE: Lessons Founders Can Learn from Stand-Up Comedy
“Before they hit the big stage, comedians test their jokes in small venues—sometimes 50, 60 times—refining each punchline until it lands perfectly”
In the early days of pitching, I quickly realized humor could be an unexpected ally. During one of my pitches in London, I said: “Give it a few minutes, and you’ll get used to my Yorkshire accent.” I don’t actually have a Yorkshire accent, but the humor broke the ice, making me more relatable.
In another pitch to a room full of sports execs, I’d throw in: “I was the captain of my town’s football team. Basically, think Messi—but without the fame, money, or talent.” It got laughs, made me feel more human, and engaged the audience in ways I hadn’t expected.
But as I pitched more, I realized that stand-up comedy teaches far more than just humor. The real mastery lies in the relentless refinement of material—comedians don’t just tell jokes; they hone every word, every pause, for the perfect reaction. And this, my fellow founders, is the secret sauce for your pitch, too.
Comedy as Craft: Your Pitch is a Setlist
Before they hit the big stage, comedians test their jokes in small venues—sometimes 50, 60 times—refining each punchline until it lands perfectly. They tweak timing, change delivery, and adapt their material based on audience reaction. It’s a process that founders should adopt in their pitches.
Every part of your pitch—whether presenting a problem, your solution, or the market opportunity—is like a joke in a set. You need to test, refine, and adjust it to make sure it lands. Don’t settle for “good enough.” Pitching, like comedy, is a craft. And with each iteration, you’re shaping your material for success.
Practice Makes Pitch Perfect: Rehearse Until It’s Effortless
Just like in comedy, delivery is everything. You might have the best idea, but without honing your delivery, the message can fall flat. Each section of your pitch should be rehearsed until it feels like second nature—with perfect timing, natural intonation, and emotional emphasis.
One common mistake I’ve seen founders make is diving into the risks and challenges too early in their pitch. It’s like a comedian giving away the punchline before the setup. Stick to your well-crafted narrative, and let the confidence in your preparation guide you through.
Final Thoughts: Rehearse, Refine, Repeat
Delivering a winning pitch isn’t about nailing it the first time. It’s about refining, listening, and improving—just like a stand-up comedian does. You need to pay attention to your audience’s reactions and adjust accordingly, and keep rehearsing until your delivery feels effortless.
Remember: Your pitch is a performance. You’re not just transferring information; you’re engaging your audience. Like a comedian landing the perfect punchline, you need to know when to hit each key point and how to leave your audience excited and ready to act.
Some of you might be wondering, “Why go through all this effort? Isn’t having a great product or company enough?” Here’s the truth: There are plenty of great companies out there. What will set you apart is your ability to present your idea in a way that resonates. Mastering the pitch could be the difference between ‘maybe’ and ‘yes.’
So, just like a comedian hones their act, go refine your best moments, test them, and turn every pitch into a winning performance.
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With love for sports and Innovation,
AR
Comments
Allen Marrinson
Thank you Amir. Your messages and encouragement have kept me and BarSharp hold course and now seeing nice results. Almost time to make our pitch!