I think the point is that the hardest, yet most important sell is a paying customer. There are a number of ways to convince an investor to use a freebee. They

I think the point is that the hardest, yet most important sell is a paying customer. There are a number of ways to convince an investor to use a freebee. They aren't losing anything they haven't already lost when they gave you money. A customer will not (well, most at least) pay for a product that offers nothing in return.