Rethinking Startup But You Didn’t Answer My Question: Mastering the Q&A in Startup Pitches
Introduction
Startups live and die by how well they communicate, and few moments are more revealing than the Q&A session. In this episode of Zero to Traction, Josh David Miller (JDM) and Cameron Law dive into one of the most overlooked aspects of startup pitching: how to handle questions effectively. A great pitch may open the door, but it's the Q&A that determines whether investors walk through it.
Why Q&A Matters More Than You Think
Most founders spend hours crafting their decks, rehearsing their pitch, and perfecting delivery. But when it comes to Q&A—where investors poke, prod, and pressure test the business—founders often wing it.
JDM puts it bluntly: "Startups don’t lose pitches because they don’t perform; they lose because they can’t answer questions clearly, concisely, and confidently."
Step 1: Understand the Question Before You Answer
Never answer blindly. If you’re unsure what the investor is asking, pause.
Ask clarifying questions. Restate what you heard to confirm understanding.
Peel back layers. Often, one question hides three or four. Find the core.
This isn’t just about giving the right answer—it’s about showing you understand what really matters.
Step 2: Know the 3 Cs of Great Q&A Delivery
JDM shares a trio of behaviors that make or break Q&A:
Calm and Confident — Nervous energy erodes trust. Stay composed and assured.
Clear and Concise — Rambling shows you don’t have a handle on the answer. Short and sharp is better.
Honest and Humble — Investors can spot fluff instantly. If you don’t know, say so—but explain how you’ll find out.
Cameron adds: "Being honest also builds long-term trust. If you stretch the truth now, investors will wonder what else you’re hiding."
Step 3: Responding to the Unknown
Not knowing something isn’t a sin. But how you handle it matters.
There are two great ways to answer "I don't know":
"We don’t know, but here’s how we’ll find out."
"That’s figureoutable, and not a blocker to our progress."
Founders who show a path to reducing risk are far more credible than those who fake certainty.
Step 4: The Four Types of Questions (And How to Answer Them)
JDM lays out a framework for identifying and answering questions based on type:
1. Clarifying Questions
Goal: Fill in gaps in understanding.
Response: Be crystal clear. Confirm their question by restating it first.
2. Challenging Questions
Goal: Poke holes, test assumptions.
Response: Be direct. Provide evidence. Don’t get defensive.
3. Strategic Questions
Goal: Evaluate your thinking.
Response: Demonstrate thought process. Talk through decision-making, not just outcomes.
4. Financial Questions
Goal: Understand business mechanics.
Response: Be simple and specific. Avoid jargon. Always anchor in evidence.
Pro Tip: Enable the Follow-Up Ask
Cameron highlights a powerful point: a well-handled question can create a moment to ask for help.
If you don’t know something and they do, ask if they can help you figure it out. This builds relationships and shows humility.
Final Thoughts: This Isn’t Shark Tank
Polish and charisma may win pitch competitions, but they rarely win real checks. Founders who master the Q&A demonstrate:
Deep understanding
Clear communication
Emotional composure
Evidence-driven thinking
And those are the traits investors bet on.
So next time you hear, "But you didn’t answer my question..." — don't freeze. Take a breath, think clearly, and remember: Q&A is your opportunity to earn trust, not just defend your deck.
Listen to the full episode on your favorite podcast platform and subscribe to Zero to Traction for more tactical insights for first-time founders.
About Josh David Miller
Over the past decade, Josh David Miller has empowered over 100 startup founders and innovators to launch and scale their ventures. As the driving force behind the Traction Lab Venture Accelerator,
Josh specializes in guiding early-stage startups through the intricate journey from ideation to product-market fit. His expertise lies in transforming innovative concepts into viable, market-ready solutions, ensuring entrepreneurs navigate the challenges of the startup ecosystem with confidence and strategic insight.
About Cameron R. Law
Cameron R. Law is a Sacramento native dedicated to building community, growing ecosystems, and empowering entrepreneurs.
As the Executive Director of the Carlsen Center for Innovation & Entrepreneurship at California State University, Sacramento, he leverages his passion for the region to foster innovation and support emerging ventures. Through his leadership, Cameron plays a pivotal role in shaping Sacramento's entrepreneurial landscape, ensuring that innovators and builders have the resources and support they need to succeed.
