The secret to raising money is getting the first offer. Everything falls into place after that, because investors are herd animals. Your pitch could go in one ear and out the other, but they'll suddenly start paying attention if you end it with "we've got an offer for $X at $Y cap, it's not from our ideal investor, and we'd prefer you lead the round, but we told them we'd get back to them by Wednesday and we just want to get back to work on building this thing."