I used to have this "blank stare" problem with some of my relatives and former colleagues when they asked what I was working on. I finally realized I was often just being too technical or was using industry-specific terms people weren't familiar with...and sometimes I was being too specific or too general in my explanations. Like I expected everyone else to have the same background and interests as I do. I finally tried putting myself in their shoes. If you're too general, you will sound evasive or apologetic. If you're too specific, it's easy to sound boring. It's a difficult balance to be specific enough that you keep their interest, but not so specific you confuse them or flip their "Techy-talk OFF switch."

I try to use very common analogies and to speak as simply and directly as possible. I usually just explain the selling proposition and/or business model of the startup without any additional information about "how we do it" or "in what industry" or "who our competitors are," etc. If they want more details, they can ask.

I've ended up with a few stock answers I use for every one of my startups. I usually just state the problem, and my solution to that problem, in layman's terms. That usually gets the best response. People usually start asking more specific questions, and we go from there. I try to explain what my startup does, and to convey my passion for the business without sounding too much like a pushy salesman or a nut ;-) If the startup is profitable, I add that tidbit.

I actually went from getting blank stares to getting new business and referrals. A simple, clear answer about the benefits your business offers can literally turn people into customers on the spot...or at least promoters of you and your ideas. Genuine enthusiasm and passion is memorable, and people are drawn to it.

I've noticed this too, but all my relatives are from the Midwest!