Raising money is hard. Investors work hard to earn their money, and you want them to just give it away because your idea is the best one ever. How could anyone not see that?

If you want an investor to say yes, perhaps you should offer them something they actually want. Tweet This Quote

Then, you can’t believe it when an investor says no. They won’t give you their money. They don’t seem to see the brilliance of your idea. Another rejection—why does this keep happening?

In my career, I have sat on both sides of the table. For many years, I sat on the entrepreneur’s side, begging for money (or so it felt) from countless investors. In the second half of my career, I have sat through hundreds of presentations on the other side of the table, with people asking me for money.

Most of the time, the script was the same. The entrepreneur tells the investor, “I want to build this product; I want to lease this office; I want to hire these people…so please, just give me your money.”

Here’s the secret: think about investors like customers. Tweet This Quote

Really inspiring for the investor, right? As entrepreneurs, we are focused on what we need and what we want without giving thought to what the investor needs, wants or is looking for.

Here’s an approach you should try: think about investors like customers. When you search for customers, you dig deep to find out who they are, what they want, and how they like things to be presented to them. Why not treat investors the same way?

How to treat investors like customers

I was launching a startup, building a travel technology company. I had been rejected by a few investors in a row. Then, I decided to treat investors like customers and thoroughly research them. If you want an investor to say yes, perhaps you should offer them something they actually want. My goal was to find an investor who was specifically looking to invest in travel-related technology startups. Here’s an example of what I did to figure out what they wanted.

  1. Make a list. I began by searching online for companies that I thought were most similar to mine. I googled “travel technology companies” and made a list. If there are no exact matches for the type of company you are launching, just find the most similar.
  2. Do your research. Then, I took that list and researched each of those similar companies individually. I looked to see which ones got investments. For those that had successfully raised funding, I searched to see who funded them. An interesting thing happened—I found the same investor’s name on more than one of those companies. Instead of meeting with investors and hoping they might like my company, I now had the name of an investor who I already knew liked this kind of investment.
  3. Do some analysis. Next, I took the names of the companies this investor had invested in, and I tracked their progress. I wrote down which of his investments had performed well and which had failed. Then, I made another document, where I spelled out why my investment was similar to the ones he had invested in that succeeded and how my company would avoid making the mistakes of the companies he backed that had failed.
  4. Make a human connection. Lastly, I did some background research on the investor himself. I wanted to know more about him as a person and learn about his interests. The goal was to see if we had any shared outside interests or hobbies. We did. I wrote those down, too.
  5. Make your pitch. Unlike my previous investor meetings, this one went great. We chatted about our shared interests before we jumped into the presentation. Investors are people too, and like the rest of us, they would rather do business with someone they enjoy spending time with. Then, we started the presentation. It went great because I didn’t start by telling him what I wanted. Instead, I started by reviewing what I thought he was looking for and that I was here to help him achieve his investment goals. The deal got done. We even became good friends.

Investors are people too. Like the rest of us, they would rather do business with someone they enjoy spending time with. Tweet This Quote

Try thinking of potential investors like customers. Focus on their needs, not your own. Start your pitch with an explanation of why your investment is a great fit for them, and how it will help them achieve their goals—not yours. You may just have some amazing results.

A version of this post originally published on UNREASONABLE.is in February 2014. It has been updated and reposted to inspire further conversation.

About the author

Jeff Hoffman

Jeff Hoffman

Jeff is a serial entrepreneur, motivational speaker, and global mentor. He is co-founder and partner of ColorJar and previously founded and led companies such as Priceline.com, uBid.com, CTI, and others. Recently Jeff was inducted into the Entrepreneur’s Hall of Fame by the CEO Council.

  • natebbeard

    It never really occurred to me to take the extra step in the analysis of an investor’s portfolio in order to learn what has worked well in their portfolio in the past. Seems like there could be a massive amount of interesting insights that could be taking into account about the startup and the investor. Did you ever go to the entrepreneur and talk to him/her directly? Whether it is because I’m giving a person a value proposition or just chatting, I always like knowing who I’m talking to, but taking the next step in analysis in order to match a value proposition to the positive association of a certain past experience is pretty clever.

  • Michelle Spruch

    I has never thought to treat an investor as a customer, but after reading your post it makes perfect sense! I think it’s interesting to investigate various elements about the investor – what kinds of ventures they liked investing in, which ventures succeeded, which didn’t, and even their personal hobbies. This reminded me of another Unreasonable post about how to “bring your ‘A’ game” – if you really know your stuff, talk about your passions, and act with confidence (which comes with all the extra analysis you did), you’re much more likely to form a connection with an investor.

  • cameruca4

    Although the five points listed above seem so basic they are often over looked more times than not. There also seems to be some applicability of these five ideas outside of investor pitches, especially when it comes to a job search. Interviews always go easier when you do some serious research into the company that you are applying to and the person you are interviewing with. Sometimes we can get caught up in getting as many interviews as possible, just like individuals with a great idea get caught up in giving as many pitches as they possibly can. My big takeaway from this article is quality pitches over a high quantity of pitches. In the end this saves everyone time and, most importantly, money.

  • MeierKM23

    This was a great article. Although I am not a business major, I think is a great 5 step process into making a deal with not only an investor but even other business partners. I also did not ever think of treating an investor as a customer, but after reading your post, I get why you would want to do that. Getting to know them not only with what they are interested in for business but also personally helps because you both are comfortable with each other and with your case, you made a deal and even became friends. Once you both get to know each other, you can both talk about your passions and have some confidence along with it, especially since you did a lot of research! Thanks for sharing your experience and I hope it helps others in future!

  • Shih Chi Tseng

    I like this article. I think the 5 step process is great. It sounds great when we treat investors as customers, because normally no one will think in that way. It is true that people will be interested when they hear what they want and need. So it is good to know what investors want and need, even what they like.

  • jbrycewilson

    Due diligence can really pay off. These steps are great and I hope at some point these are common sense to everyone, because they should be. It seems way more logical, and certainly comfortable, walking into a room with strangers who are not actually strangers. Striking a personal connection early on I think is important to every investor. No one wants to lend money to someone they don’t get along with.

  • anp042

    I thought I had heard all the best pitch techniques, but these are unique. I’ve read countless articles with lists on the best pitching techniques and most of them are repeat the same information. Breath of fresh air here

  • Logan Dohmeier

    This is a great article showing how 5 important steps can boost your chances of successfully pulling in an investor. This can be applied to multiple situations in that you have to know who you are trying to reach out to and what their goals are. If you focus only on your own goals and how your idea will only benefit you; good luck. It was really interesting to see that you even went as far as making the personal connection through analyzing the individual himself. I think that this would show the “outside person” that you care for their business as well as your own. Don’t look to make your presentation general so you can try and reach as many people as possible, but focus on that detail and the quality of your presentation so you only need to catch a handful attention. Good article.

  • Bill Shrum

    Thank you for breaking down your research the way you have, it makes perfect sense. I’ll certainly be using this technique going forward!

  • tayler_schroeder

    I love the way you break down the process of treating an investor like a customer. I work in a sales job and I think sometimes I get so caught up in making my pitch perfect or worthwhile that I forget to relate to the customer on a personal level and break down the benefits for them as a customer. Great post!

  • katie yanke

    Thanks for the article Jeff! I like how you broke down the
    steps to getting to know your investors and treating them like customers
    instead. I defiantly think getting to personally know someone is the most
    important thing. People always say in business its about who you know not what
    you know. Getting to know someone and building a relationship will not only
    help you get an investment but also a professional contact which I think is the
    most important thing.

  • SamanthaSesnon

    I think it’s great to look at each investor as an individual person. That will make the investor feel like they are appreciated. If you do the research on that investor and are able to ask him or her about life instead of work, it gives that person the opportunity to talk about what they are an expert on: him or herself. And it makes people feel good when they get to be an expert.
    This really shows how important it is to make personal connections and network within business. It is simply showing an interest in another person.

  • Claudya Febriani

    I agree when you associate investors with customers. We convince them on how they will be benefited from the investment they make. It’s important to prioritize their needs and wants and to fulfill them.

  • Andersonjc16

    I agree i like a more personalized approach. It really helps to make people feel like you have their interests in mind and they are not just a number or anther business transaction. Its makes a much better personal connection as well

  • Rebecca Kahler

    Investors are investing so that they will ultimately meet some goal that benefits their company. We always need to keep this motivation in mind when pitching to investors.

  • IndartoEpriladinata

    I think these steps should work because it makes sense that an investor would not
    spend her/his money to a stranger that is not convincing. Also when we can
    share our interests or build relationship with the investors, it can be an
    additional point to step forward.

  • kabbasuf

    This is the extremely important advice. Instead buying a book that claims to show you how to attract and keep investors, Jeff provided that information for free. Precise information that can be acted upon immediately. For someone with a couple of really fundamental ideas, I very much appreciate this advice. May your generosity return to you a million times.

  • nornesa

    If you are original in your thinking and solutions-based
    with the approach to problem solving, then doors will open. A simple
    and basic approach works too as long as you are sincere about it. Make a human connection is a basic idea but
    probably the most important of the five listed.
    Helpful post.

  • awatwa

    This post is very inspiring. I agree that when we trying to sell something, no matter if it’s an idea, a product or service, or even ourselves (to a company), we should always do research on our prospect. It is always necessary to understand what’s our prospect is looking for, and whether we can fulfill their needs and wants, in exchange for what we need and what we want.

  • thangha

    I agree with preparing is the most important step when you do anything. Doing good research on your investors not only help you sell your idea, your plan and also help you get the money. This is a brilliant article about the steps to get people invest in your project.

  • greatelk

    This article brought me back to a Negotiations class I took a couple quarters ago. Our professor emphasized the preparation stage of negotiating and this totally falls in place with that!

  • lamt5

    Jeff mentions that they became friends in the last part of the article and that really stood out to me. For me, business is more than just a transaction. It’s about making a personal connection with whoever you may be working with.

  • Hairong Zheng

    Thank you for this great post! It is common that most starting businesses have trouble on getting investments from banks and loaners. It is a great advice for business owners that to understand their common benefit with investors and build a further relationship with their investors. I think it is also necessary to manage the main business well and generate as much profit as possible. After all, actual benefit is the best proof for getting investments.

  • omholtj

    Such a useful article! So often we focus only on our own wants and needs and are so blindsided when we don’t get what we want. It’s easy to forget that the investor is a human too and has wants and needs of their own. Will definitely be using these steps in the future!

  • chrinsmas

    This is the post what I needed in order to give any speech! To make audiences satisfied and to deliver the value they looking for, we need to do our “homework” (research & analysis).

  • Kent Foust

    It is important to understand who you are pitching to and how they will receive your idea. Whenever you are trying to connect with a person on any sort of level realizing how the other person will react to what you say is key.

  • linhvu1411

    Thank you for post. I’ve been present many business plan but often timemy team and I ignore the investors part. We didn’t do much our homeworks in this part and just focus on the content of the plan. The facts that presented in this post is important but not a lot of people know about it. I’m glad that I read this.

  • ohtanim

    With more and more start-ups popping up these days, how do we differentiate what one start-up can provide versus another? Working at a start-up and talking to clients I always am asked, “how do we differentiate your product from competitor products?” And simply I research and benchmark what my companies product provides versus our competitors. This way I under our weaknesses our strengths as well as our competitors and how to be strategic explaining it.

  • duongh1

    Those are really great advice. However, I’m concerned that if we focus too much on satisfying what investors want, we might end up not satisfying our real customers. I think businesses should take priority in providing value to customers while investors come second.

  • Zach Stockheimer

    I believe that if you know what you are talking about that investors will give their attention. It will also make their decision easier because they will be able to know whether they trust you or not. That is why spending time on what you will be presenting is crucial to your cause.

  • Jazmine Williams

    Thank you for the advice! I believe this five step process can be used not only for attracting and convincing investors to your product, but it can be used in a variety of areas in life in which you need to ” sell yourself”. I say this because when people have to give a sales pitch, a persuasive argument , or even go to a job interview the main focus is often focused around their thoughts and how they will appear , but now I see it’s even more important to consider the person on the other side of the spectrum, the customer/ investor and how they will be intertwined into the situation.

  • PKroening

    Thanks for the article! I really like the selling the pitch for the investors goals and not your own. Also reaching personal interests with your investor is a great idea. What are some tactics you would use to really connect with an investor?

  • kolinjk29

    Thank you Mr. Hoffman for the great advice. I think this is a great process for convincing your investors to give you an opportunity to sell your product. You really need to do your homework before you present your product other wise it will just be looked upon as an ordinary idea. Getting to know the investor as well and building a relationship is crucial for long term success.

  • Tim Rutkowski

    The article contains invaluable advise that any entrepreneur or investor can use in their career. The tips aren’t mind blowing, they are just the simple basic fundamentals for career advise in my opinion. I don’t like how this is only related to targeting investors, this could be related to getting someone to do something that you want them to do.

  • pinsolera

    Thank you for this wonderful article. This really gives young people like me and others that want to make our names well known, the opportunity to make a great impression in front of successful people. I agree with the list making as this makes a clear cut plan not only for your personal organization, but for the person /investor that is viewing you, they would be impressed with the organization and work ethic.

  • Thanks for all your comments! Yes, the concept of finding and approaching an investor the same way you would find and attract a customer is a pretty simple concept, yet we rarely see entrepreneurs using that approach. I’d love to hear some of your success stories, or failures, and the lessons learned that we can all share and benefit from. Thanks!

  • Yes, but this is not a choice of one or the other. You need to DO BOTH! 🙂

  • Thanks for reading!

  • Yes, but this is not a choice of one or the other. You need to DO BOTH! 🙂

  • That’s true! This applies to many audiences!

  • I couldn’t agree with you more! The true quality of your life is determined by the people in it.

  • Thanks for your comments!

  • Thanks!

  • Thank you so much for your kind words!

  • That is so true! Building relationships is so critical to your future.

  • Thanks, Tayler!

  • Thank you. I hope it works for you!

  • Thank you, Logan!

  • I appreciate your kind words!

  • Thank you very much!

  • Very good summary of the important takeaway. Thanks!

  • Angela Hoch

    Jeff, thank you for writing this great
    article. I thought having the five step list about how to start a launch up was
    very useful and contained useful points. I also liked your honesty about being
    rejected by a few investors in a row, and stating your new goal about finding
    an investor who was specifically looking to invest in what you were making. It
    is so important to realize that investors most likely aren’t going to invent in
    something they don’t really have an interest in or have a lot of knowledge of. I
    hope to be a business owner someday, and this article helped me understand the
    benefits with investors and building strong relationships with them. I do agree
    on your last line about starting your pitch with an explanation of why your investment is a great fit for
    them, and how it will help them achieve their goals, not yours, but I still believe
    you need to focus on your own goals as well.

  • Jake Eckhardt

    I think this is a great article and the first 3 steps are very useful information. How many people come to an investor with that kind of information? I’d bet less than 5%. When you come prepared like that it sets you apart from everyone else that is looking for an investment. Obviously your idea or plan still have to be great in order to get an investment, but “doing your homework” this way will definitely give you a much better shot at succeeding.

  • Steven Bichler

    This is great, it goes to a saying I always heard growing up in that a little bit of extra work can go a long way. Its one thing to blindly try to get an investor on board and spend countless hours going through countless investors, when had you done your research like this article suggested then you would have found the right investor before you even started talking to them. Then you could spend those extra hours that you would be normally looking for investors, improving your start up to make it better.

  • Katie Ackerman

    Angela, I agree that investors aren’t going to invest in something they don’t really have an interest or knowledge in. It is SO important to have strong relationships, they definitely aid in building a strong investor foundation.

  • Tkachukme11

    When I think of investors, I immediately think of the billionaires on Shark Tank. They have so much power over all the innovators that come onto the show. However, this article has shown that they are people just like us. Show your true self first so you can build the personal relationship that will make them want to work with you. That piece of advice will be very helpful in the future. It is good to think of investors as customers, but I feel sometimes investors uphold themselves on a higher pedestal and would be insulted in a sense to be looked at as just a customer. They have worked hard to get where they are at in life.

  • John Darrow

    Thank you for this post! I think the idea that you have shared is a great one. It seems to be one of those things that sounds so simple when its heard but is lees likely to be applied. I believe that thorough analysis and common ground can be helpful when trying to achieve a variety of things, not just in the market place but also in other aspects of life because making that personal connection is the ultimate goal when doing something you deeply care about. Not too mention is almost always ends better than you anticipated.

  • Kevin Weber

    The first thing that came to my mind when I started reading this article was the show Shark Tank. One of my favorite shows to watch. Too many people on that show push for what they want and need and focus less on what the investors need. They are more concerned about how they are going to make money, instead of thinking what the investors what to achieve. I believe you bring up a great point when you say investors would rather do business with someone they enjoy spending time with. The greater the connection the better feel the investor has of you. Researching is key to finding out their needs and fitting your big idea to their liking… Thanks for the blog!!

  • jrmsmlbg

    Working retail the last seven years, I believe I have a good understanding of how to talk to customers. When it comes to selling a cell phone to a customer, I try to ask about their lifestyle which includes questions similar to: Where do you work? What is your family like? What would the ideal phone do for you? And what you enjoy doing in your free time. These are all questions where I can use it to my advantage to find the right solutions for customers rather than shooting bullets in the dark, hoping it hits the target.

    As far as finding something in common and relatable I find it it very valuable in breaking that ice, and obvious objective of you as the entrepreneur looking for money. Just treat the investor as a normal person and you will likely have a better chance than the other person telling them why they need the money.

  • Anthony Putra

    This article really relates to this class because we are learning how to properly pitch a compelling idea that investors cannot say no to.
    I’ve also seen some tv shows where they show entrepreneurs making a pitch in business and how to differ the good, bad and the great ones.
    they share one idea: think about investors as big committed customers

  • Zach Perkins

    I agree that spending the time on your presentation is crucial. I think we often just focus on ourselves (like Jeff said), but lack the overall approach of what others want to see. I like this thought process for most facets of life. I think we can focus on others regardless of our career choice. If I am designing a training program for athletes, I can think about ways that will stimulate them to work harder than before and get better results by thinking about what they will be motivated by.

  • caoam

    This article gives out many advises for entrepreneurs. It is good to know all of this information since we are helping the entrepreneurs to create their business plan. Some of the guest speaker in some of our class said that investors want to invest in something that they are well-known of. So you better sells your pitch with a bunch of information and more important, why should they invest in it.

  • jkailing

    This is a great article for anybody trying to start a
    business that needs investors to help them along the way. Every company has had
    to start at the bottom at some point to make it to the top. I think that
    investors are willing to help up and coming business if you approach them the
    right way. I think the most important part of getting people to invest is the
    pitch. If you pitch your idea to anyone in the right fashion they will probably
    invest at least a little portion of money.

  • Evan Hibbs

    Jeff, thank you for the article. I really enjoyed reading about your insights. I think it’s important when a person needs to move up in their career to have a plan and put it into action. I think one thing entrepreneurs make the mistake of is not being themselves. Sometimes people have to be themselves and state their opinions, just not too much. I think companies need to know a person’s personal beliefs and their beliefs and visions in the workforce. When you’ve hired someone have you always had a gut feeling that they were good people and not just trying to sell something to you at the interview?

  • Angela Hoch

    Jeff, thank you for writing this great
    article. I thought having the five step list about how to start a launch up was
    very useful and contained useful points. I also liked your honesty about being
    rejected by a few investors in a row, and stating your new goal about finding
    an investor who was specifically looking to invest in what you were making. It
    is so important to realize that investors most likely aren’t going to invent in
    something they don’t really have an interest in or have a lot of knowledge of. I
    hope to be a business owner someday, and this article helped me understand the
    benefits with investors and building strong relationships with them. I do agree
    on your last line about starting your pitch with an explanation of why your investment is a great fit for
    them, and how it will help them achieve their goals, not yours, but I still believe
    you need to focus on your own goals as well.

  • Tim Rutkowski

    Jeff thanks again for a great article to read. Its not everyday that someone decides to start up a business. If someone where to though, they can use your five steps get themselves on then right track. Although the launching a business tips are not as useful to me since I’m going to be an educator. To finish off, I appreciate your honesty within the blogs, in today’s modern culture that is not as common to see.

  • Max Rude

    wow I really never though like this. I am a health and human performance major and even something like this I read i never even thought about it until i read your comment

  • Zintia Martinez

    Good advice for people looking for investments and also for people that will need investors in their businesses. I dream with a business however I do not have anything in mind yet. This is great advise just in case I consider to look for investment one day. Factor that we do not consider but sound very important when it comes to looking for your future in businesses. I like that you incorporate research in one of the steps and that you google all type of information that helped you to get the investors. So you do not lose your time talking to people not interested in investing.

  • knapprl17

    This is great advice for people looking for investors. I feel like it is also good for people in interviews. I believe that it is important to sell yourself to the customers or the interviewers. You need to show them how you will benefit their company because they want what is best for them. I think it is important to know who you are talking to so you can relate better and sell yourself so the investors can see why you are the right person to give their money to.

  • Vernon Clowes

    One thing seems to be missing. Will your product or service provide value for the investor? You can do all the research after you spend time developing product value through research, analysis, R&D, and marketing. You can have all the dots connected, but if your product is not the best it can be you have nothing.

  • sirussteele

    The best way in my opinion is probably sales, I know we’ve all heard this from shark tank but its probably the number 1 thing investors are looking for a return on their money.

  • Nick Keller

    Very good point made here! Seems like a “no-brainer”, but at the same time the majority of people will make the mistake of pitching the idea in how it will benefit the inventor rather than the investor. Really great advice for anyone that will have to find investors. Thank you for posting!

  • Theresa Fitzsimmons

    Thank you for sharing this valuable advice! I never plan on being an entrepreneur but at some point in my life I will need to suggest we try my way of implementing an idea or ask a favor. I like that you suggest doing research on getting to know the investors and who they invest in. The more you know the more you can connect with someone else in a way that they know you are thinking about them and not just yourself. Last week I suggested to my roommates that we make a chore chart so that we can stay organized and keep the house clean. They thought it was dumb and I gave up. Yesterday I went up to one of them and explained that I knew they hated doing the dishes and that with a chore chart she could be assured that she wouldn’t have to do the dishes every time they need to be done. What if you try this method and it doesn’t work? any other suggestions?

  • sergio moyano

    this is a very good article, very informative and very easy to understand, i think this can help a lot of people get started in the idea to have some invest on your product and its all about selling your product and knowing how to make the investor see what you see, meaning making them see that its such a great idea or product and make them see that their investment will create profit.

  • mankobj22

    I wonder if a lot of people do this sub-conciously. It seems so common sense, at least to me. If you are marketing a group of people, whether consumers or investors, you need to understand them so that you can appeal to them. But whether people do this without realizing it or not, it is important to put into writing. Seeing it in print and reading it makes you seriously think about it.

  • This was another inspiring article. With my newest business, I tend to think that everyone will be sorry for not investing in my company when they had the chance, especially because I am offering something that they either want to do eventually or should want to be apart of. I am a representative for World Ventures, a dream vacation company. I can and will use these same techniques to appeal to my future clients and investors. Thank you for this.

  • Kyle moore

    I agree that when we trying to sell something, no matter if it’s an idea, a product or service, or even ourselves (to a company), we should always do research on our prospect. It is always necessary to understand what’s our prospect is looking for, and whether we can fulfill their needs and wants, in exchange for what we need and what we want.

  • tyler

    The 5 points on how to start a launch up were very useful, thank you for sharing! This really can be a applied to other areas in my life such as my other areas where I want to excell. Focusing on your goals and remaining on the right path, If you only think about yourself, you really will not get very far. You cannot think about how something will benefit you, but you have to stat thinking about how it will benefit others as well. You really do have to try and build a connection with others because like you said investors do feel more comfortable doing business with people they know and are comfortable with. As a business person, you really have to figure out what need is out there, and how you can relate to your audience. Thank you for this post!

  • Kyree Brooks

    This makes me think of investing into a good company. I plan on investing into a health industry that will be long running and stable. The investor is the real supporter and could possibly drive the business to be better.

  • Caleb Franklin

    Thanks for this article, I agree that a common mistake when making a pitch is overconfidence in your product. You tend to think that there is no way in hell that your idea isn’t the most amazing thing in the world, so you overlook certain things like the needs of the investor.

  • GSonDUBS

    I think that is very good advice about treating your investors like customers. My question is how do you find out who helped funded the businesses that your future company is similar to?

  • CamilleYip

    I think that this is really good advice to help get more investors on board with your idea. I think that sometimes people are really focused on getting money but they often forget that it can really help to make a human connection with someone so they know that they are putting their money towards something good.

  • Faisal AH

    I really like this article because it tough me that how can I evolve anyone. They usually use it in sales.

  • FalkinerRR23

    I agree with you, Caleb. This article also reminds me of the tv show Shark Tank and when the over confident people go pitch their product and don’t get the reaction they want from the “Sharks” they get easily offended. They could definitely avoid this if they did their research and promoted more of the needs of the investor.

  • Nathan Tessar

    i agree and its something that as a society we need to get away from. We believe that our product is the best and the best one only when there is something better out there then your product. I believe that you as a salesman need to realize that yeah there is other products out there but how do we stand out compared to everyone else.

  • Amanda

    I think grabbing an investors attention is the key to getting money. If you show up with a lot of knowledge on him and his investments, it becomes more apparent that you are willing to put the extra work in and that will transfer over into your company.