Closing the Deal
What We Can Learn from the 2024 Presidential Election about Getting Over the Finish Line
Congratulations! You’ve wowed your prospective investor with a dazzling case evangelizing your company or product, and they’ve expressed their interest in moving forward. Now what?
Getting investors to the table is only half the battle. Once you’ve piqued their interest, your job as an entrepreneur is to craft a closing argument so compelling, they’re raring to say yes, move forward with due diligence, sign an investor agreement, and wire funds. Knowing how to “seal the deal” is the difference between a merely interested party and money in the bank.
Now that we’ve entered the home stretch of the 2024 U.S. presidential election, with Election Day arriving on Tuesday, November 5, we’re watching two very different closing styles play out on the national stage. Let’s think of Donald Trump and Kamala Harris as entrepreneurs and the American people as potential investors.
Considering my background as an organizer for the Obama campaigns and a “coastal liberal” op-ed writer for CNN.com and HuffPo, I have an obvious bias toward one candidate in this election. However, as an entrepreneur and business communications coach, I will do my level best here to provide a case study of how to craft an effective closing argument, using the strengths of both candidates.
Let’s dive in and compare how Kamala Harris and Donald Trump are each approaching their final pitches to the nation, and see what valuable insights we can learn. Here’s a side-by-side analysis of their strategies and a breakdown of effective closing techniques.
Kamala Harris
Empathy & Vision: Appealing to Collective Future
Harris, an experienced prosecutor, made a powerful closing argument at her Ellipse speech Wednesday night, striking a delicate balance between prosecuting the record of her opponent in the U.S. presidential election, former president Donald Trump, and laying out her vision for how to bring together a divided country and solve its most pressing problems.
Her closing arguments highlight turning the page from Trump’s vitriolic, divisive rhetoric to a tone of empathy, inclusion, and shared progress, appealing to voters’ desire for a stable, forward-looking future.
In her speeches, she emphasizes the impact of policy on daily lives, using stories to create emotional connections around kitchen-sink issues like: the child tax credit; funds for first-time home buyers; lowering food prices, increasing affordable housing; providing financial support for family caretakers; resuscitating reproductive rights; establishing humane but firm border security; instituting an AI bill of rights, climate change protections, and stabilizing measures for American foreign policy; protecting voting rights, building on the current trend of 2.8% GDP growth, and affirming democratic values in alignment with world allies.
Her messaging targets voters who want stability, unity, and solutions to the painful issues that most directly affect them, and her recent media blitz has shown that she’s prepared to answer tough questions from voters who want to know if she can deliver on her promises.
As an entrepreneur, I see Harris as a strategic leader, reaching out to new target markets with solutions for their pain points, and a long-term vision of sustainable growth.
Focuses on Collective Benefits
Harris’ strategy is akin to a business pitch focused on mission alignment and shared success, speaking to the investor’s long-term return on investment. She outlines policy plans with specific, tangible benefits for a wide audience, illustrating she knows how to scale in reaching her target market. By engaging people’s aspirations for a better society, she sells her vision for a united future that resonates on a broad, collective level.
A strong business case, combined with an aspirational closing argument can get investors emotionally invested in your vision. Just make sure you’re prepared for a due diligence process, where they kick the tires to be sure if they want to put their money where your mouth is.
Uses Data and Case Studies
Harris backs up the emotional case with recent job statistics, examples of progress on infrastructure, and evidence that U.S. economic growth is driving global economic growth, to validate her claims.
In business terms, this is like an entrepreneur presenting case studies, data points, and industry comparables to convince investors of a sustainable, data-backed plan. This part resembles the due diligence process, where the investor looks under the hood of the business, to make sure there’s a “there, there.”
The Cost of Not Investing
Harris is also drawing on her legal background to make the case for the dangers of not voting for her. She warns that a vote for Donald Trump is a vote for even greater erosion of reproductive rights for women, a rise in anti-democratic measures, an abandonment of NATO allies, immediate dangers to immigrants and people of color, an abolition of environmental protections, and a rollback of the Affordable Care Act.
In business, it is vital both to make an affirmative case for why your prospective investor should choose you, as well as the stakes of not doing so.
Closes with Commitment to Collaboration
Harris contrasts the likely chaos and division of another Trump presidency with her more collaborative vision, emphasizing that she’s committed to “working with everyone.” This technique is powerful for investors who value a team-oriented leader. It shows that she sees closing the deal as the beginning of a partnership, not the end.
Appeals to investors should balance strong vision and leadership with an ability to receive and apply input, for the sake of smart, sustainable growth that yields dividends over the long term.
Donald Trump
Identity & Strength: Playing to Familiar Base
Trump’s closing pitch revolves around his established base and personal brand. He leverages narratives of strength, self-reliance, and nationalism to resonate with supporters who value a strongman leader. Trump positions himself as a protector of “traditional” values, a familiar patriarchal figure amid uncertainty. His messaging focuses on quick returns, stemming from an authoritarian approach, underscoring his past actions to assure voters that he is prepared to continue his methods, such as inciting political violence, instituting another Muslim ban, separating immigrant families, and abolishing reproductive rights.
In business terms, Trump is very consumer focused. He knows his customer base well and how to get them excited about his product — which, in this case, is him. He excites investors who share his passion for doubling down on success in existing markets, rather than building inroads into new ones. For example, tech giants who hail from Apartheid South Africa, like Elon Musk and Peter Thiel, bet heavily on Trump because he harkens back to a time and place where a repressive regime benefited rich, white men, at the expense of everyone else.
From an entrepreneurial perspective, Trump’s threats and insults toward those who disagree with him are a clear obstacle to growth. For example, he hasn’t made any new friends with his recent Nazi-inspired Madison Square Garden rally; his “enemies list;” his 34 felony convictions, fraud and sexual abuse libel convictions; efforts to turn over free and fair elections; alleged concealment of classified documents; his two impeachments; his inflationary tariff proposals; the warnings of his formers staffers of his penchant for Hitler; his threats against our NATO allies; and his denial of the dangers of climate change.
Centers on Individual Strength and Decisiveness
Trump’s approach mirrors a CEO rallying loyal shareholders, focusing on personal achievements and commitment. His speeches highlight his individual strength as the “decision-maker,” who won’t bend to outside influence.
From a business perspective, he positions his past “successes” as proof of future security – a strategy that seeks to deepen trust among his core base, but not to build inroads with new “investors.” He also says, “I alone can fix it,” indicating that he will not be receptive to outside input, even when it advances the interests of his stakeholders.
Relies on Relatable, Polarizing Narratives
Trump largely relies on stories that trigger emotional responses from his base. This approach can be effective in closing a deal with investors who respond to a high-stakes appeal, from a serial entrepreneur. In many cases his voters aren’t focused so much on his policies, but more so on the idea that “he” as a leader can improve their lives – whereas, in a blind test, most voters actually prefer Harris’ policies. He downplays “data” and instead plays up narratives that paint a picture of strength against perceived threats — including obvious lies, such as immigrants eating pets or schools subjecting children to sex change operations.
In business terms, he appeals to the perception that a serial entrepreneur is more likely to succeed, but the business case he’s making may not stand up to rigorous due diligence.
Closes with a Clear, Simple Promise
Trump’s closing is all about simplicity. He promises decisive action based on proven experience, a technique that may work well with investors who are looking to back something they feel familiar with. His promises are clear-cut, often boiling down to a few key messages repeated frequently.
In business terms, this is his greatest strength. Reiterating simple taglines, sound bites, and elevator pitches that other people can easily repeat can have great success in attracting buy-in.
Final Thoughts: Choose the Closing Strategy That Fits
In any deal, there’s no substitute for understanding your customer, for clarity of vision, organizational discipline, a compelling case for long-term return-on-investment (ROI), data-backed proof points that withstand scrutiny, and building alignment with prospective investors. These elements will ensure your pitch stands out, engages your audience, and gets them excited to say “yes.” Between former president Trump and current Vice President Harris, I believe the latter best exemplifies the qualities of a great closer. Whether she will seal the deal, will ultimately depend on what future American voters choose to invest in.
Tip of the Day: To my American readers, don’t forget to #Vote on or before Tuesday, November 5.
Exclusive Opportunity coming up November 11, for paid subscribers of Write to Raise: A private Post-Election Wrap-Up Q&A session with national co-chair of Women for Harris, my dear friend Lisa Stevens Gilford.
A great metaphor. I would also invite prospective investor to consider that, should Donald Trump's project win, supported by favourable courts, he may change the rules of the land, making (future and past) investments in any other project illegal and, possibly – punishable.
Investing in a ridiculous Christmas sweater in protest of consumerism and the fashion industry, we don't run the risk of having to wear that reindeer abomination until the sweet relief of death. Some may not care, some may even appreciate not having to choose clothes on a regular basis, but perpetually wearing something created for a comic relief, never taking it off is really bad for the skin and general hygiene. It may seem funny, or even defiant, on day 1, but when the the itching comes and the sweater has to stay on...
Excellent unbiased commentary on the contrast between two polar opposite candidates vying for the highest position in the United States. From doing extensive research my path is without a doubt is Vice President Kamala Harris. She has the qualities to be an excellent leader. Her closing statement on Tuesday night should convince the undecided that the choice is clear she is the one!