I think economists grapple with some of these problems under the heading of "rational ignorance".
The idea being that bothering to understand your pitch, product, technology or problem has a cost. It can be a quite high cost. Most folks will take a short taste and then decide quickly that it's too expensive: they have chosen to be ignorant.
Your job, as a pitcher, is to a) simplify the pitch and b) find out the connection between you and their interests and emotions.
The idea being that bothering to understand your pitch, product, technology or problem has a cost. It can be a quite high cost. Most folks will take a short taste and then decide quickly that it's too expensive: they have chosen to be ignorant.
Your job, as a pitcher, is to a) simplify the pitch and b) find out the connection between you and their interests and emotions.
Rhetoric: It's not just for ancient greeks!