The lights go down, you step off the stage, and the part of fundraising that actually closes deals begins. Most founders over-invest in the three minutes on stage and improvise everything after, which is backwards: pitches open doors, follow-ups walk through them. This chapter covers what a good outcome really looks like at a crowded event, the follow-up email that gets answered, how to prepare the call that is the real meeting, and what to do with a "not yet".