Ideally, as an entrepreneur, you want to seen as someone who will be one of the experts in the space. You should talk to customers *voraciously.*
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"Why is this market attractive?" is often pretty obvious. "Why is this market what you're devoting 10 years of your life/career to?" is less so. A compelling answer to that materially derisks "Are they going to quit in 4 months when it feels like they're still so far away?"
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Many founders were good students in school. Somewhat surprisingly given that, most pitches lack concrete detail or evidence for claims. Equally surprisingly: the number of founders who think the investor wants a Wikipedia article. (They do, but: from the future.)
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What's the big problem in the industry? Where is the industry almost inevitably going? Why aren't we there yet? What stumbling blocks are going to slow progress? How do you plan to overcome them and be the firm written about in the Wikipedia article?
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End of conversation
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