Calendar Density refers to the goal of scheduling most of your first meetings during a tightly packed, 2-week period. This usually looks like 5 or so pitch meetings a day on direct conversations with investors.
To get to that hallmark starting point of tightly packed meetings, you’re going to have to ask for those meetings. And to ask for meetings, you need to have a list of people to ask. So, the very first step of pursuing Calendar Density is to create a lead list of target investors.
If we’re looking at pure numbers, in order to have a chance of packing 5 meetings a day over a 2-week (10 working days) period (50 meetings total), you’re going to need to start with a lead list of at least 50 investors. But that’s only if you’re converting 100% of leads, which of course is not reasonable. Depending on who you are and how powerful your network is, your ability to convert leads to meetings will vary. To err on the side of caution, let’s assume a 50% conversion rate. That means to start, you have to identify 100 potential lead investors to try to set up meetings with.
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