Mindy Zemrak has spent more than 20 years helping to shape the biggest entrepreneurial stage on television.
As the supervising casting producer for “Shark Tank,” she said she has watched more than 250,000 hopeful founders pitch their companies in the hopes of landing an investment — and a chance at changing their lives.
On Monday at the Clover x Shark Tank summit in Las Vegas, Zemrak shared what she’s learned about the difference between a forgettable presentation and one that grabs the attention of both the “Sharks” and an audience of millions.
After sitting through thousands of auditions and open calls each season, she said the winning formula has little to do with business plans or financials and everything to do with how founders present themselves.
“The perfect pitch doesn’t start with money,” Zemrak told attendees. “It starts with a person and a mission.”
Be clear about what you’re pitching
Zemrak said clarity is the first thing she looks for. “It should be clear what you’re pitching,” she said.
If an investor can’t understand the product or service in the first minute, the pitch is unlikely to go far.
Show passion and conviction
Body language and energy matter as much as words. “You should show your excitement, make eye contact, be energetic, and smile,” Zemrak said.
“We make this joke in our casting meetings about ‘Resting Pitch Face.'”
Highlight your accolades — without arrogance
Awards and bragging rights can give founders credibility, but Zemrak cautioned against overdoing it.
She said entrepreneurs should share achievements with confidence while staying humble.
“If you have bragging rights, you should run with it, but don’t sound arrogant,” she said.
Share your ‘aha’ moment
Every strong pitch has a backstory. Zemrak said entrepreneurs should tell their origin story authentically and succinctly.
It’s about giving the audience — and the “Sharks” — a reason to care.
“Backstory; make it succinct,” she said.
Know your numbers
Even founders who haven’t made a sale yet can land a deal if they’re prepared.
“If you’re pre-revenue, that’s totally fine,” Zemrak said. “You just have to make sure you can justify your ask and your numbers with your valuation.”
Bring ‘infomercial’ energy
Presentation can also make or break a pitch.
Standing up, speaking with conviction, and leaning into what Zemrak called “informercial energy” can bring even an unpolished pitch to life, she said.
“You should have infomercial energy,” she said. “Standing up makes a huge difference.”
Remember the ‘it’ factor
Ultimately, Zemrak said, investors are buying into people as much as product.
“People invest in you first,” Zemrak said. Storytelling, conviction, and authenticity matter more than the perfect spreadsheet.
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