In your business experiences, you may have noticed that “selling” is not particularly hard when you have the right product positioned correctly, in front of the right person who wants it NOW. But, when one of these factors are “out of whack,” it can be a much tougher sale to make.
Getting funding from angel investors is the same way. It’s not so much about how good of a presenter or salesperson you are (though those qualities help). Because the most important time you spend influencing potential investors is done long before you present to them, even long before you even contact them; it’s done when you prepare your company for funding.
You’ve probably heard the quote from Abe Lincoln, “If I had 8 hours to spend cutting down a tree, I would spend 6 hours sharpening my saw.” The point — you can get a job done with a lot less effort when you are fully prepared.