Investors are intimidating due to all the unknowns for founders.

When I first fundraised, I kept thinking... What will I be asked? How much do I need to show? Am I talking too much? Is this pitch going well?

Here are three things you may not realize investors expect you to know.

Now, let's get you prepared.

#1: Answer why now

Justifying the market is big and the problem exists typically isn't a challenge.

Investors also want to know why should this problem be solved now and not later. This can trip up a first time founder, so be prepared to outline why the target customer can't wait for your solution or point to why the market conditions are aligned now.

#2: Discuss how you think 

Because it's your first time, investors can't go deep on your founder experience. Instead investors want to see how you think through planning and challenges. Be ready to answer these questions.

• How do you think about competition?

• How do you think about customer acquisition?

• How do you plan to structure your team?

• How do you think about using this round's capital?

#3: Align the who and the what 

Focus on how you are the right person to solve this problem.

Veteran founders know you must explain why you are the one who can build the product, scale the team and sales and solve this specific problem. Your clever solution is not enough.

Bonus: Not have all the answers 

You will be asked questions you don't know how to answer. Just acknowledge you don't have the details or you'd like some time to think about it and come back with an answer. You only get penalized for faking or guessing your answers.

Investing is about the person, so just be you.

Fundraising is stressful and hard to navigate. Just be yourself and get comfortable now knowing everything. The best news is investors are backing people as much as ideas. So keep being yourself.

This post is part of series called, Switch the Pitch where I offer my insights as both an entrepreneur and investor to reveal how each side of the table approaches pitching and deciding to invest.

If you want more great content about #fundraising, #investorpitch, #pitchdeck and #scalingstartups follow me at @earwood.