Spot the Tell, Win the Deal

Investor-founder negotiations are a high-stakes poker game, where both sides are looking for an edge. Investors want certainty, control and the best deal possible. Founders want capital, credibility, and strategic backing.

But here’s the secret: Investors have tells. In poker, The Tell is a small involuntary reaction - a hesitation, a shift in posture, an unconscious phrase - that reveals what someone is really thinking. And in fundraising, the right tell can be the opening you need to turn the negotiation in your favour.

The Tell That Signals You’re Winning
In Pitch Anything, Oren Klaff explains frame control - the idea that the person who controls the frame, controls the deal. Investors often enter meetings assuming control, treating founders like applicants rather than equal partners.

But what happens when an investor starts justifying why they’d be a great fit for you?

“We’ve backed some really successful startups in your space.”
“We’re hands-on and provide real strategic value.”
“We’d love to be part of this.”

That’s the tell. It means the investor has shifted from evaluating you to selling themselves. The frame has flipped. You now hold the upper hand.

How to Leverage the Tell and Win the Deal
1) Hold Your Position – The worst mistake? Getting over-eager. Stay calm, stay confident, and let them keep selling themselves.
2) Increase Scarcity – Investors fear missing out more than anything. Once you sense their interest, lean into exclusivity. Make them believe they need to act fast.
3) Control the Close – Never chase. Instead, set the expectation that you’re looking for the right investor - not just any investor. The deal should feel like a win for them, not just for you.

At FilmDuo, we help founders craft cinematic, high-impact investor pitches that don’t just inform - they shift the frame, build belief, and create urgency.

Because in fundraising, like in poker, the winner isn’t the one with the best cards - it’s the one who plays them right.