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Silicon Valley is a unique world. Once you get one investor on board, it’s like a domino effect—others start showing interest. But for Joshua Browder, founder of DoNotPay, getting that initial “yes” was a steep climb. He pitched his startup to 19 different venture capital (VC) firms, and each one rejected him. Frustrated but determined, Browder sought advice from a mentor, and the advice he received changed everything.
Photo: Innovators Under 35
The Key: Rethinking the Pitch
According to his mentor, Browder needed to make three crucial changes to his pitch to make it resonate with investors. First, he had to think bigger. His vision was too narrow, so he expanded it to paint a broader, more impactful picture of DoNotPay’s future. Second, he was told to include a demo. While Browder knew the potential of his product, it was hard for investors to fully understand it without seeing it in action. Third, he added logos of large companies in related industries to add credibility and spark investor interest.
These simple but powerful adjustments transformed his pitch entirely.
Three Yeses and a Chain Reaction
Armed with his revamped pitch, Browder went back to Silicon Valley. Incredibly, the next three pitches he gave all resulted in offers. Word quickly spread, and soon, the same VCs who had rejected him initially were now showing renewed interest. His fresh approach won over some of the biggest names in venture capital, including Andreessen Horowitz, Founders Fund, and Greylock.
Lessons from Browder's Story
Joshua Browder’s journey is a reminder that sometimes success is just a few adjustments away. His story highlights the importance of presentation, making vision real through demos, and building credibility with the right branding. By embracing feedback and staying persistent, Browder went from a string of rejections to winning over top investors.
For entrepreneurs, it’s a valuable lesson: don’t give up after rejection, and be willing to pivot your approach.
Watch Joshua Browder:
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