Sales is the difference between running a company and having a hobby. So if you’re the founding CEO, or want to be a founding CEO, but you don’t want to make the first 30 sales, don’t be the fucking founding CEO. Full. Stop.
The investor hears it and at first they don’t believe you. “Nah,” they say, as they start to argue with you whether that’s the way the world really works. Then, after a beat or two, they go, “wait, you’re right.” And after another moment, they think “fuck, that’s the only way it can be.”
Starting with wireframes is the equivalent of “Ready, Fire, Aim”. Even before you’ve spent the time to capture all of the user needs, you’re off to the races, drawing pretty pictures.
“That’s interesting” does not in any way, shape or form mean the person is excited about your company or wants to buy your product. All it means is they don’t want to be a dick. “That’s interesting” is what people say when they’re trying to be polite.
Think about the last time you tried to get into an exercise routine. Or consistently wake up earlier. Or quit smoking. None of those things are complicated, but all of them are hard to accomplish. We don’t fail at them because they’re complicated, we fail at them because we don’t prioritize them and think about them (let alone do them) on a daily basis.
Software you can fix, because it is cause and effect. If something isn’t working properly, there’s some bad code somewhere that just needs to be hunted down. But when your code is working and no one cares, that’s harder.