The language of No: Analysing failure to attract funding in entrepreneurial TV-pitches

Entrepreneurs often prepare for success in pitching through extensive research into securing new business venture funding. However, despite these efforts, challenges in obtaining equity and attracting business partners persist. While research on entrepreneurial pitches has predominantly focused on successful funded outcomes, new entrepreneurs must also learn about avoiding pitfalls. This innovative genre study shifts the focus by exploring the language used by entrepreneurs in unsuccessful funding bids on TV pitch shows. It applies insights from investor perspectives to guide discourse analyses of unsuccessful pitches in both Spanish and English. The study examines how deal-breakers for angel investors, as perceived in TV pitch content, are discursively communicated in Spanish and English pitches when entrepreneurs present their ideas on reality TV. While unilateral pitch studies abound, this paper responds to a call for change by considering both the pitcher and the investor perspectives. The analysis of the TV pitch genre in English and Spanish offers a fresh perspective on failure, detailing obligatory and optional moves. Findings from entrepreneurs pitching on “Tu Oportunidad" and "Dragon's Den" reveal common structural patterns of failure in entrepreneurial discourse. These insights into why investors say no may enhance future entrepreneurs' chances of success beyond reality shows.