You focus on being personal. Walk with purpose into the room. Make eye contact with a warm smile, give a firm handshake, and say their name before sitting down. Be humble. How you behave invites reciprocal behavior.
Being heard opens their doors to trust, motivation, and persuasion.
The conversation is sharing and two-way.
No judgment and no pressure. Share your purpose and drive for your startup. Show the strength of your conviction. Solicit their feelings.
Until they feel heard, you can’t persuade them.
Describe who you help and how the problem lands on them. Vividly describe the consequences along with the fears. When they speak, listen to understand. Repeat back what you heard. Let them confirm you have it right.