How to Prepare for an Investor Earnings Call That Builds Confidence
February 19, 2024
Updated November 2025
How do you prepare for an earnings call? What makes a good investor call? What could you do to improve your earnings calls? How do you rehearse your investor calls?
Meet the Author: Benjamin Ball
Ben is the founder of Benjamin Ball Associates and leads the presentation coaching and pitch deck creation teams. Formerly a corporate financier in the City of London, for 20+ years he’s helped businesses win with better pitches and presentations, particularly investor pitches. He is a regular speaker and a guest lecturer at Columbia Business School and UCL London. Follow Ben on LinkedIn or visit the contact page.
Why Getting Your Earning Call Right is So Important
Your next earnings call isn’t just about sharing numbers. It’s your chance to show investors that your business has a great future.
When you do it well, you build trust, influence perception and strengthen relationships with analysts and shareholders.
To run earnings calls that have a positive impact on investor’s perception, and your share price, you want to be on top of the strategies and best practices that will move the dial.
Earnings calls are a powerful opportunity for you to build and maintaining investor confidence amongst analysts and shareholders.
At Benjamin Ball Associates, we’ve coached company executives, boards and investor relations teams for over 15 years. Here’s what we’ve learned about how to make your next quarterly earnings conference call one that truly lands.
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12 Steps to Prepare for an Investor Earnings Call
1. Start preparing early
Even if your results aren’t final, you can begin shaping your story weeks in advance. Review your analyst feedback, annual report and earnings releases to identify the key themes and trends you want to highlight.
Work out what your investors most need to hear about your financial performance, and how that links to your longer-term strategy. Draft your key messages, think through likely questions and plan your Q&A session.
Then rehearse with your team so everyone sounds clear and confident when the pressure is on.
2. Sound human, not corporate
Nobody wants to listen to a robot recital. Imagine you’re having a relaxed chat with your most valued investors, not reading from a script. Write for the ear, not the page. Thank means using short sentences, natural language and a touch of warmth.
The more genuine you sound, the more trust you build. Remember, your everyday investor wants to hear from real people, not corporate jargon.
The best-sounding calls are usually the best prepared.
3. Tell a clear story
Investors don’t just want figures; they want the story behind them. What’s driving your financial performance? How does your past performance compare with historical averages? What’s shaping your outlook for the next quarter?
Create a narrative that connects your strategy, performance and outlook. Highlight the wins, acknowledge the challenges and show what’s changing.
Think of it as your company’s storyline — one that your numbers help to prove.
4. Use your data wisely
Data adds credibility but too much can drown your message. Stick to the figures that prove your point. Think message → proof — what do you want investors to take away and which data supports it?
Show how your actual results compare with expectations and explain any differences. Use visuals to help bring the story to life and explain them clearly.
Remember, your data should back your story, not replace it.
5. Be open and transparent
Investors value honesty. If results are mixed, say so — and explain what you’re doing about it. Authenticity builds far more confidence than spin ever will.
When you’re transparent, even challenging news can strengthen trust. Your chief financial officer can play a key role here, offering clarity on figures, forecasts and the discussion of financial results.
A balanced approach shows you understand both opportunities and significant risks.
6. Make the most of Q&A
Your Q&A session isn’t just a test, it’s a chance to really impress investors & analysts. Handle tough questions directly and calmly. Prepare strong answers for likely topics, but stay conversational.
Remember, every question is an opportunity for you to stress your key messages. When you learn all the best techniques for handing investor questions, this will come naturally.
If you don’t know the detail, say you’ll follow up, then do. Investors appreciate leaders who listen, think and respond honestly. Be ready to address questions about fundamental analysis, market trends or how your stock prices might react to actual results.
You should practise your Q&A as much, if not more than the rest of your earnings call.
7. Develop a confident voice
How you sound matters as much as what you say. Hesitations, filler words or a nervous tone can undermine authority. With a bit of professional coaching you can eliminate verbal tics and project calm, steady confidence.
A strong, clear voice helps investors hear conviction in your message — especially when delivering a quarterly earnings call for a public company.
8. Choose confident language
Your wording shapes perception. Compare:
BEFORE: “Sales increased by 10%.”
vs.
AFTER: “Thanks to last year’s restructuring, we grew sales by 10% over the past six months.”
The second version adds context and confidence. Script your key points carefully so analysts and investors leave with the valuable information you want them to remember.
You can post a clear summary on your company’s website after the call — a good way to make sure your messages reach both institutional investors and the everyday investor.
9. Keep your messages consistent
Before you start, decide what you want analysts’ notes to say about your call. Those headlines become your guide. Everything you say should reinforce those key messages — from your opening statement to your closing remarks.
Consistency builds clarity. It’s how you make sure your story sticks across all channels, from your earnings releases to your quarterly reports.
10. End on a strong positive note
The way you finish shapes how people feel about your business. Summarise your key points, restate your vision and leave investors feeling confident about what’s ahead.
Many company executives choose to finish with a clear outlook statement, supported by the chief financial officer, summarising how strategy links to future growth.
Endings matter — make yours clear, upbeat and forward-looking.
11. Practise until it sounds natural
Rehearsing isn’t about memorising; it’s about sounding effortless. Read your script aloud, refine the phrasing and check the flow. Ask colleagues to play devil’s advocate in mock Q&A sessions.
Like any skill, great delivery comes from practice — just as any athlete warms up before a big match, you should too.
Practise again on the day so you sound relaxed and ready when the call goes live.
12. Keep improving and experiment
Every call is a chance to learn. Try new formats, involve different team members and ask for feedback from investors afterwards. Review your quarterly earnings call recordings, compare them with past performance and look for patterns in stock price reactions at the end of day.
The best companies treat each call as part of a continuous improvement process — one that helps you communicate more clearly and build stronger investor relationships.
Turn your next call into a success story
By preparing early, crafting a clear story and speaking with genuine confidence, you can turn a routine quarterly earnings conference call into a moment that strengthens trust with your investors.
If you’d like expert help preparing your team, we’d love to support you.
Improve your next investor call
And if you want to discuss how we can support your team for better earnings calls, get in touch today.
Feel free to reach out today to explore how we can assist your team in improving their earnings calls. Call Louise Angus on +44 20 7018 0922 or click on the link below.
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Frequently Asked Questions about Investor Earnings Calls
What is an investor earnings call?
An investor earnings call is a live conference call where a public company’s management team — usually including the chief financial officer and other company executives — discuss the company’s financial performance for the most recent quarter or year. It’s typically held alongside the publication of earnings releases and quarterly reports on the company’s website.
Why are earnings calls important?
Earnings calls are vital because they shape how analysts, journalists and the everyday investor view your company. A confident quarterly earnings call helps build credibility, supports your stock prices and strengthens trust. It’s also a chance to share valuable information beyond the figures in your annual report.
Who usually takes part in a quarterly earnings conference call?
The call is generally led by the CEO and chief financial officer, sometimes joined by other senior company executives. Investors, analysts and journalists listen in, often followed by a Q&A session where management answers questions about financial results, fundamental analysis and company strategy.
What should company executives talk about during the call?
A good call balances numbers and narrative. You should discuss your actual results, explain past performance in context, and provide a clear outlook. Link your data to your story — what’s driving growth, what’s changing and what risks you’re managing. Always back your comments with clear evidence, not jargon.
How long should an earnings call last?
Most quarterly earnings calls last between 45 minutes and an hour, including the Q&A session. Keep the main presentation short, focused and relevant. Long-winded explanations or excessive detail can lose attention, especially when listeners are reviewing multiple quarterly reports in one day.
How can I prepare for a successful earnings call?
Start early. Draft your messages, rehearse your delivery and anticipate questions. Review your quarterly reports, annual report and earnings releases to ensure your story aligns across all channels. Work with a professional coach to refine your delivery so you sound confident, natural and credible.
What are the biggest risks during an earnings call?
The most significant risk is damaging investor confidence through poor communication — unclear messaging, overuse of jargon or avoiding tough questions. Another is giving inconsistent information that doesn’t match your public company disclosures. Always check your facts carefully and stay within regulatory guidelines.
What should I do after the earnings call?
Post a recording and transcript of your call on your company’s website by the end of day. Review how analysts and the media covered your discussion of financial results. Compare feedback and stock price movements against historical averages to understand how your communication may have influenced perception.
What’s the best way to handle Q&A sessions?
Treat the Q&A session as an opportunity, not a threat. Listen carefully, respond clearly and show you understand your business. If you don’t have an answer, offer to follow up later. Strong, calm responses show confidence and professionalism — even under pressure.
Can Benjamin Ball Associates help with earnings call preparation?
Yes. We’ve coached hundreds of senior leaders to deliver outstanding quarterly earnings conference calls and annual report presentations. Our coaching helps you refine your story, sharpen your delivery and build credibility with investors.
Call today to explore how we can assist your team in improving their earnings calls. Call Louise Angus on +44 20 7018 0922 or click on the link below.
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