Can you get behind the money to meet a VC. Photo via Shutterstock
Can you get behind the money to meet a VC. Photo via Shutterstock

For entrepreneurs seeking to raise capital, getting investor introductions is a key first step towards achieving fundraising success.

A well-prepared entrepreneur typically already has a short list of target investors they want meet – folks who are a good fit for their startup’s stage, industry, region etc.

But what are some ways to actually make that first connection?

1. Get a Warm Referral

An entrepreneur should always start by trying to get a referral from someone the investor trusts. The strongest referrals typically come from the founder/CEO of one of the investor’s portfolio companies, another notable entrepreneur in the community, or an investor that the target investor often co-invests with.

Other introduction vectors include attorneys with practices focused on emerging companies, commercial bankers that focus on startups, as well as reputable startup accelerator managers (such as TechStars or 9Mile Labs).

LinkedIn is an excellent resource for identifying people an entrepreneur is already connected to who can help make the introduction.

Alumni networks are another useful resource: many colleges have searchable online databases, and some companies (such as Microsoft) provide portals for former employees to stay connected and help one another succeed.

2. Office Hours

officehours-oMG_20150708_131935Many investors offer “Office Hours,” where any entrepreneur can sign up for a time slot at a pre-appointed location to meet with them. This is a great way to make an initial connection if an entrepreneur is unable to obtain a warm referral.

Some Office Hours are posted on investors’ websites, while others can be found on the event calendars of shared startup workspaces.

For example, WeWork’s South Lake Union location regularly hosts Office Hours from multiple investors, including Alliance of Angels, Microsoft Ventures and Trilogy Equity Partners.

3. Attend an event

Many startup ecosystems have community events or meetups targeted at entrepreneurs. In Seattle for example, both GeekWire and StartupSeattle provide a comprehensive listing of startup-related events.

Startupday 2015 VC PanelWhile it is possible to bump into investors serendipitously at one of these events, a much better strategy is to focus on events where a target investor is speaking.

A handy tactic for meeting investors at events is to arrive early and approach the investor before he or she takes the stage.

The goal for the entrepreneur should be to deliver a short elevator pitch and obtain an agreement from the investor to meet at a later date for a longer conversation.

After the event is over, investors are often mobbed by other attendees, and tend to be more tired and less receptive to hearing an entrepreneur’s pitch.

To summarize, there are many tactics that an entrepreneur can deploy to make a successful first connection with an investor.

Getting off to a good start lays the foundation for a solid partnership in the years ahead.

Previously on GeekWire: Commentary: 3 ways to get to a quick ‘no’ from investors3 ways to value your startup.

Yi-Jian Ngo is managing director of the Alliance of Angels, a leading Seattle-based angel investment group. 

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