The method
The goal: get them curious enough to take over the conversation with their own questions.
A conversation usually starts with one question:
So, what do you do?
We make hospital AI charting software.
That’s nice, good luck with that.
😐I just spoke to Karen, a nurse who works 2 more hours after every shift.
That’s interesting, tell me more.
😀Questions founders ask
Does this style work everywhere, or mostly in the US?
The structure works anywhere people listen to stories, which is everywhere. The volume changes. In the US, bold and big works well. In the UK and much of Europe, understatement lands better: fewer superlatives, same person, same pain.
Shouldn't I start with my name and my company?
No. Your name, the company name, or a quick blurb pulls attention away from the story. Share them at the end, once they're interested, or when they ask.
What if the person is technical and in my industry?
Use the same narrative. Even a technical expert wants to feel the pain and understand who it's for. They'll likely follow up with deeper technical questions, which is when you can show off your deep knowledge and all the industry jargon you like.
Jumping straight into a first-person story feels odd.
If it feels uncomfortable, it should. You're learning a new skill and a new way of speaking. If you just can't do it even after practicing, start by getting them interested in who you help: “I help nurses get home when their shift ends.” When they ask how, tell Karen's story.
Won't it get monotonous if everyone uses the same template?
Nailing even a template puts you ahead of most founders, who still lead with a feature list. Once you've nailed it, experiment with variations.
Should I change my story for different listeners?
Nail one great story first. Most people will respond to it. Pro level is tuning the same story to how close your listener is to the problem. A nurse already feels the pain, so spend less time setting it up and more on the detail only an insider would notice.
What happens to my video?
It never leaves your device. Your browser turns it into text, and only that text is analyzed. The transcript and scores are saved so your result has its own link you can share.