11
Build
“The purpose of the pitch is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you.”
—Daniel Pink, author, To Sell Is Human
• Three questions all investors ask themselves
• Do your homework
• Plan your opening
• Find commonalities
• Ask great questions and listen
• Play together
“You are screwed if you can’t make friends with an investor. It signals that you probably can’t build a team or recruit key partners, etc.”
—Dan Martell, Founder, Clarity.fm
“I don’t put money on anybody I don’t like.”
—Mike Rothenberg, Managing Partner, Rothenberg Ventures
“We had the approach from the second I joined, to sit back and talk ...
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