Why you should pitch in person when you can
Since COVID-19 and lockdown, more job interviews and investment pitches are happening via video conference. While this is great for efficiency (no more long commutes), it comes with costs too.
Researchers have looked into the effectiveness of video interviews and their findings match what I hear anecdotally from founders and VCs regarding video investment pitches. Here are the main findings:
On average, applicants and interviewers are perceived as less likeable on video, compared to face-to-face
On average, applicants will receive fewer offers from interviewers and accept fewer of them
It’s lose-lose. And VCs tell me they tend to get more excited by in-person pitches.
One explanation might come from ‘Media Richness Theory’, which says richer forms of communication (such as face-to-face meetings) are better for conveying complex information.
'Poor latency can influence the understanding of verbal and nonverbal behaviours, as small differences in the timing of behaviours can change their perception. Likewise, behaviours such as eye contact may not work as well.' Wikipedia
Of course, in the age of lockdown, you might have no choice but to meet over video. If so, how can you increase the chance of getting people to like you? I recommend Dale Carnegie’s timeless advice: smile more, use their first name and listen with interest to what the other person has to say.