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Benjamin Joffe

HAX 硬件加速器

（中國加速的姐妹加速器 / our sister program）

合伙人 Partner 

你要打交道的人大致可以被分成三類：

心存芥蒂者：這些人對你所做的事情不以為然，或者他們之前曾目睹類似失敗的案例，所以總是有充足的理由攻擊你。

心不在焉者：這種人占大多數(shù)。他們對你所說的事情并不感興趣。與你交談時他們往往會心不在焉。

志同道合者：這類人大概占總數(shù)的5%吧？他們與你觀點一致，也花時間自己斟酌過。他們能幫你回答他人的提問甚至能加強(qiáng)你的論據(jù)。

快速辨別誰是誰（這并不困難）能節(jié)省你的時間和精力。你無法短時間內(nèi)說服與你意見相左者，你最多可以讓他們稍微留意或者考慮一下你的觀點。如果你在找投資或銷售東西，那么你需要的是能快速做決策而不是喋喋不休質(zhì)問你的人。

將精力放在尋找更多志同道合的信任者上會為你帶來更多價值。

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When introducing yourself to others, people will fall into three categories:

Haters: they don’t believe in what you do, sometimes have seen something similar fail before and are generally ready to argue that it’s a bad idea.

Those who don’t care: generally the vast majority. They are simply not interested and will look around and over your shoulder when talking with you.

Believers: maybe 5% of a crowd? They believe the same thing and have been spending time thinking about its ins and outs. They finish your answers and build on them.

Figuring out quickly who is who – and it’s not hard – will save your time and sanity. Firstly because non-believers can’t be convinced in a short time. At best you’ll get them to start caring a bit, or review their position toward the center. If what you’re looking for is an investment or a sale, you need people to make a decision quickly, not argue endlessly. 

Your time is better spent finding more believers.

這樣做不僅幫你省時間以及使交流更輕松，而且也能避免戲劇性事件，如媒體報道、搶 pitch 風(fēng)頭等 “創(chuàng)業(yè)劇場” 常年上演的環(huán)節(jié)。假設(shè)你正在給100人 pitch。你的任務(wù)是傳達(dá)邏輯清晰的信息給那 3-5 個信任你并且會來找你交流的人。接下來你需要證明，你就是那個能達(dá)成你們共同愿景的人。不要嘗試去說服在場全部 500 人或者是那些評判。

Not only it saves you time and makes every interaction more relaxed, but it de-dramatizes things like media coverage and other pitch contests – all part of the “Startup Theatre” surrounding you. Let’s say you’re pitching in front of 100 people. Your job is to make sure your message is crystal clear so that the 3 to 5 people who believe in the same thing come and talk to you. You then show you are the right team to bring the vision to life. Your job is NOT to convince the full 500 people, or a panel of judges.

是否贏得多數(shù)票并不重要，重要的是那一位相信你并且能領(lǐng)投的投資人。換言之，如果一位投資人心目中的 90 分是決定此輪投資成敗的門檻，那么群眾給你打出 10 或 80 分也無關(guān)緊要了。重要的是投資人是否能給你打90 分并愿意領(lǐng)投。當(dāng)然，更多的認(rèn)同能為你帶來與投資人談判的籌碼，但大眾意見并不重要。

It doesn’t matter winning the public vote, what matters is that ONE investor will believe in you enough to lead a round. In other words, If the threshold for an investment decision is a 90% score in the mind of an investor, it doesn’t matter if a group puts you at an average of 10% or 80%. What matters is that ONE investor passes the 90% and leads. Of course, the more the better as it creates competition for your deal (as it could bring you better terms), but the popular vote doesn’t matter.

是的，你才是公司命運的主宰者，也是唯一決定此輪融資成敗的人?？梢圆杉{他人意見，填補 pitch 的漏洞，但不要嘗試去說服他們。一旦你完成對所有合理反對的防御，這輪融資的決定權(quán)就在對某個未來假設(shè)和你團(tuán)隊的信任。對投資人強(qiáng)調(diào)你的愿景、團(tuán)隊以及執(zhí)行能力，讓那個未來假設(shè)打頭陣。讓很多人意想不到的是，投資人極少會關(guān)注產(chǎn)品的細(xì)節(jié)；他們看重你產(chǎn)品的 “外表” 多于底層技術(shù)。

去找你的信仰者吧！

Yes, you are the one. For someone. And it really only takes one to close a funding round! Take in the comments of others to plug any major gap in your pitch, but don’t try convincing them. Once all the standard objections – and they will be clear quickly – are out of the way, an investment decision is down to belief in a particular future, and your team. Emphasize your vision, your team, your execution skills, and let your belief in a particular future be the first filter. Surprisingly, investors are rarely interested in the details of your product – they leave that up to you – except their “optics”: the appearance of your product can play a huge role (more so than the underlying technology).

Now go forth and meet your believers!