People naturally eliminate the bad before focusing on the good.
People want to simplify their lives by removing clutter before they invest their time. Investors are exposed to opportunities constantly and need to be very selective about which ones to pursue. Out of self-preservation their first reaction is to say “no”. You have to appeal to them quickly and succinctly to get past the “no filter” before they spend timing getting to “know” you.
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3.030301_Getting-to-NO-Before-Getting-to-KNOW.pdf
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3.03_Pitching the Opp, V3_Starting a Company
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