Entrepreneurs have the ability to disrupt industriesinspire change and make the world a better place. But what separates the good entrepreneurs from the great ones? The answer is simple: it is their ability to open their own business.

So what does it mean to speak? Representing your business means effectively communicating what your company does and how it provides value to customers and stakeholders.

I first learned how to pitch a few years ago while I was an undergraduate student at Babson College. Since then, I have spent countless hours promoting my startup, TicketRevto potential investors, customers, employees and advisors. I have honed my skills by presenting in almost every possible situation – from formal meetings and informal settings to high-pressure, big-money competitions. I learned a lot from each of those opportunities.

As I've improved my level and thrived in competitions, many entrepreneurs I meet are looking pitching tips. Here are three things I tell them to improve their pitches.

Related: 12 Sure Tips for a Perfect Investor

Use it kiss Method – Keep it short and sweet

The first time I presented TicketRev to an audience was at a Space rockets event at Babson in 2019. The event guidelines were straightforward — each entrepreneur had three minutes and three slides to pitch their startup.

Typically, founders are encouraged to create one sliding deck with about 10 slides to fully convey their business concept. However, in the weeks leading up to the event, I faced the challenge of condensing the most important content to fit into just three slides. Ultimately I focused on simplifying the essentials: the problem, the solution, and our appeal.

Entrepreneurs must remember that they are not just creating a product or service, but using it to solve a real problem for their customers. The fastest way to get attention is to clearly demonstrate that the problem exists and that customers are willing to pay for your solution.

Don't just open your business – tell your story

One of my most memorable pitches took place in 2022 during a competition called ePitchhosted by Babson College. Established in 2019, ePitch is a competition for Babson students and alumni to pitch their business ideas, with a grand prize of $100,000. I was part of the live audience during the inaugural event and knew that one day I would be on that stage pitching my business to the judges.

In a competition with a live audience and many other topics, it is essential that you not only present your company effectively, but also provide context about your background, what inspired you to start your business, and why you and your team you are the right people to bring this up. the idea to be realized. Entrepreneurs should not be ashamed of vulnerability. We need to express passion, enthusiasm and creativity. After all, how can anyone trust you if they can't feel your emotions?

Related: Telling Your Startup Story: 4 Expert Tips to Create the Perfect Investor Plan for Your New Business

When the second edition of the competition was announced in 2022, I dedicated myself to preparing for it as if it was designed for me to win. My ePitch presentation began with an overview of my background and entrepreneurial journey, highlighting my interest and experience with sporting events and concerts, as well as my ideas for solving an ongoing problem for others.

By the time I pitched TicketRev, the judges already understood who I was and what fueled my passion to create a unique business in the live events industry. Before including the essentials of a solid slide deck—such as the problem, the solution, and how it works—I spent about 90 seconds sharing photos and details of my background, explaining how I came up with the idea for TicketRev. While I can't be sure what impressed the judges the most, I believe this sharing my personal story and personality, and creating that personal connection, played an important role in winning the $100,000 grand prize.

Reflecting on that period, I remember not only the moment of victory on stage, but also the whole journey of creating the pitch deck and sharing my story thoughtfully. It's a lesson that has served me and my business well.

Know your audience

Startup plans usually aim to convince investors why they should fund a company. Think Shark Tank or ePitch as examples. These fields are made for it convince investors to provide financial support.

However, presentation of potential customers is arguably more critical than pitching to investors. Not every company will raise capital, but every company needs customers to succeed.

The key thing to understand is that customers want to know how your product or service will solve their problems. Investors, on the other hand, want to understand how big your business can become, whether it is protected and who is running it. Providing irrelevant or inaccurate information can make your speech confusing and less effective.

Related: An entrepreneur's plan for creating a pitch deck that wows investors

At TicketRev, our clients are professional sports teams. This has given me the opportunity to travel around the country, visit world-class arenas and stadiums, and meet with executives who manage the business side of sports – ticketing, analytics, fan engagement and more. When I approach the team leaders, they want to understand how TicketRev will positively impact their business and increase their revenue, as opposed to investors who want to understand how big the business can become. As a huge sports fan, it's incredibly rewarding to get a behind-the-scenes look at how a sports team or league operates and to have a tangible impact with our company.

Building a startup and pitching it effectively is a lot like training to be a professional chef, athlete, or musician. There are numerous resources that offer practical advice, but nothing compares to the value of real-life experience. Like a pro in training, you need to get your reps in because each pitch will make you better.

When I first started pitching the earliest version of my startup while in college, all I wanted was for someone to listen and acknowledge the need for my idea. Looking back years later, it's those dorm room moments that gave me the practice and confidence I needed to walk into stadiums and pitch TicketRev to my favorite sports teams.