Most startups pitching for VC money would pound the audience with billion dollar market forecasts produced by market research firms such as IDC or Gartner. They are important, but they do not touch the gut feel of an investor. Often, showing a small street scene without a single number in it, does the trick.
As an example, take online gambling, and let’s go to Spain. Anyone who spend some time there has seen the numerous lottery stands scattered across the cities. What if all these people could get the same thrill of purchasing a lottery ticket on their mobile device, rather than standing (visibly annoyed) in a long line? The opportunity is staring you in the face, right in front of you. The VC is reminded of it every time he drives to the office, every day of the week.
If you are interested, a recent blog post by Seth Godin about why these people are not buying the ticket to win the big prize. Image credit to Paul and Jill.