The Situation
You're pitching your startup, project, or idea. The investor is interested but skeptical. They're going to probe your assumptions and look for weaknesses.
Why This Conversation Is Difficult
- High stakes create pressure
- They might know things you don't
- Questions can feel like attacks
- Hard to admit uncertainty without losing credibility
Your Goals
- Answer questions directly and concisely
- Acknowledge valid concerns honestly
- Bridge back to your strengths
- Show you've thought through the hard parts
Phrases That Work
"
That's a fair question. Here's how we're thinking about it.
"
You're right that's a risk. Here's how we're mitigating it.
"
I don't have a perfect answer yet, but here's our hypothesis and how we'll test it.
"
The reason we're confident despite that is [evidence/traction/team].
Common Objections & How to Handle Them
"The market is too small"
Show expansion path or niche dominance value
"Why won't a big player just copy this?"
Distribution, speed, focus, or moat
"Why you?"
Team credentials, unique insight, or early traction
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