The reason this slot exists is a number. DocSend's 2023 seed data: founders contacted an average of 66 investors and set 38 meetings — and that was contacts up from 48 the prior year while meetings fell from 56, so the ratio is getting worse.
Thirty-eight meetings means the same six objections arrive thirty-eight times, over three to six months, and your answer to each improves somewhere around the fifth. Every one of those improvements happens out loud, in a room, and is then stored nowhere. The answer you improvised at 4pm on a Tuesday is the single most valuable artifact the process produces, and by default it does not survive the meeting.
Keep every objection permanently, with the best answer you have today, dated. Do not delete one because you answered it well — there are another thirty people who have not heard it.
Each note holds three things:
- Their words, verbatim, including tone. "How is this not a feature" carries different information from "what's the moat".
- What they were actually worried about — usually not the thing they said. "How is this not a feature" is most often "I think the incumbent ships this next quarter and I do not want to be the person who funded the thing they shipped".
- Your answer today, and whether it landed. Record when it did not.
Across 38 meetings the pattern outranks any single note. Three people raising the same objection is a positioning problem. Three people raising three different objections is usually just three people.