Every startup founder knows how important it is to present themselves to investors – to “pitch.” Body language, voice control, a well-structured presentation, and storytelling during the pitch – all of these factors can make the difference between success and failure. Nonverbal communication expert Jeff Cabili, who teaches at Stanford and trains companies such as Google and Netflix, knows exactly how to take a pitch to the next level. He will share his advice on October 9 in Vilnius at “Startup Fair,” organized by Innovation Agency’s “Startup Lithuania.”

Blending the Art of Mime with Business Skills

For more than 30 years, Jeff Cabili has been helping entrepreneurs, executives, and startups discover how body language and voice control can change the (impact) success of their ideas. A mentor at numerous international accelerators, he recalls noticing early in his career how many people struggle with public speaking.

“I started my career in business development and later moved into Total Quality Management, and I noticed that a small number of people could communicate convincingly. I saw the challenges speakers faced and decided to move into independent consulting – teaching my clients to strengthen their public speaking skills, whether for a short pitch of lasting just a few minutes or a longer presentation,” says Cabili.

He gained the skills he later shared with others through studying the art of mime: “I became a professional mime, performing shows for several years. Since mime wasn’t a very profitable profession, I returned to business. I combined my mime experience with my business background and created my own methodology, helping people use their body and voice effectively in public communication.”

The Challenge for Startups

Cabili shares his experience with company leaders worldwide. Asked about startups and their pitches to audiences and investors, he notes many cultural differences. These differences, he says often determine how well startups can impact their audiences.

“In the United States, children are taught public speaking from a very young age. By the time they are teenagers, they feel confident, and as adults, entrepreneurs naturally demonstrate a strong presence. I grew up in France, so I know European upbringing is different – schools here give too little attention to public speaking. In Scandinavia, Europe, people tend to be more reserved, avoiding coming across as too bold. But in Silicon Valley, considered the world’s startup capital, being too reserved lowers your chances of attracting investments,” the expert explains.

According to him, the biggest challenge for startups is not the  content itself, but how it is delivered.

“Many creators have great ideas worth attention, but the question is – how do you present them in public? Startups often have to be on stage, giving pitches – and they need to choose their words carefully and wisely, especially the first ones. But while what you say is important, how you say it, how you behave on stage, matters even more. You must capture the audience’s attention from the very first seconds, and my advice is to focus on how to achieve that,” emphasizes Cabili.

Teaching Lithuanians to Pitch Silicon Valley Style

When asked about the most common body language or speaking mistakes during pitches, Cabili points to simply speaking too quietly: “In some cultures, like Japan or India, raising your voice is considered impolite. But if you want to pitch Silicon Valley style, you must speak with an assertive voice,” he says.

Asked about the most memorable pitches he has seen, the expert laughs: “The worst pitch I saw was from someone who looked half-asleep and seemed to dislike their own startup. And the best pitch? It’s the one that doesn’t need slides or visuals. It’s someone who captivates the audience with nothing but their story – one so powerful it takes your breath away. I’ve seen a pitch like that a few times.”

Startups that want to reach Silicon Valley and showcase their ideas to the world must adapt to the audience, Cabili insists.

“In Lithuania, you have your own style that works well for local audiences. But if you use the same style in the U.S., your chances of being noticed decrease. In the U.S., you cannot appear insecure or conservative. If you’re not perceived as 100% confident in yourself and your idea, your chances of attracting investment, attention, and partnerships drop significantly,” the expert explains.

At Lithuania’s largest startup event, “Startup Fair,” Cabili will speak about pitching ideas Silicon Valley style. The Stanford professor invites Lithuanian startups to gain practical advice on how to use nonverbal communication for successful pitching.

Learn more at Lithuania’s largest startup event, “Startup Fair,” on October 9. The event is organized by the Innovation Agency’s “Startup Lithuania” and is sponsored by SEB Bank. More information: https://www.startupfair.lt/