The key here is not to sell but do research. Perhaps you might devise a short questionnaire to research the general area addressed by your startup idea within the context of your potential customer's business.
You will find that people are surprisingly helpful if you are clear about what you are doing and clear that this is not just a disguised sales pitch.
That's a really interesting way of looking at it, thanks. I've always seen it as sales-or-nothin'. I'll see if I can come up with some solid questions to ask.
You will find that people are surprisingly helpful if you are clear about what you are doing and clear that this is not just a disguised sales pitch.