Hang out at the New York Soho House long enough and you're going to hear someone pitching an idea. I've heard two pitches for start-up money in the last two days. What do both have in common?
The guys asking for money will not shut up. Like they were using a verbal power hose to blast away all reluctance to invest.
I know in my bones that this is not the strong way to sell. These tirades make me cringe and I'm only half-listening. There's a small part of me (very small) that wonders if the investors don't like to see a little desperation, a little sweat. Not because they're cruel, but because they need to see a level of eagerness that can't be fully controlled.
But still, come up for air at some point in the pitch.
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