E148 | Why Investors Don’t “Get” Your Pitch—And How to Fix It with Heather Caouette

CONFESSION TIME:

You’ve got the traction, the tech, the team…

So why do investors still walk away confused after your pitch?

You’re not alone.

In this episode, I sat down with Heather Caouette, a communications strategist who’s worked with high-growth startups and VCs, to unpack what’s really going wrong when brilliant founders can’t get buy-in.

Spoiler: it’s not your product. It’s how you're telling the story.

👉 If you’ve ever heard “That’s great, we’ll circle back” and never got the call, this episode is your wake-up call.

WHAT YOU'LL LEARN:

💡 Why most HealthTech pitches fail not because of the product, but the positioning

💡 The one test Warren Buffett says every pitch must pass

💡 What investors actually look for in the first 60 seconds of a conversation

💡 Why saying “we have no competitors” is a silent deal-killer

💡 How to build a company that feels healthy—not just looks good on paper

💡 How to prep for high-stakes visibility (like HealthTech Showdown)

TIMELINE: 

00:00:00 - Capturing innovative solutions and effective communication

00:01:40 - Heather of Ray Communications shares her work experience

00:03:20 - Challenges of communicating with different buyer personas

00:07:21 - Importance of making technical innovations relatable

00:09:29 - Healthy leadership and transparency

00:12:03 - Focus on helping companies refine their messaging

00:15:03 - Understanding different communication styles

00:18:09 - Crafting a succinct 30-second elevator pitch

00:29:13 - Summary of key communication strategies

💬 Quotes to Highlight

🎙️ Heather Caouette:

“Investors want to know you’re aware of the challenges ahead… If there are no competitors, that means you haven’t done enough market research.”

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