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  • Writer's pictureBenjamin

๐—•๐—ฟ๐—ถ๐—ฑ๐—ด๐—ฒ ๐˜๐—ต๐—ฒ ๐—š๐—ฎ๐—ฝ ๐˜๐—ผ ๐—–๐˜‚๐˜€๐˜๐—ผ๐—บ๐—ฒ๐—ฟ๐˜€

Updated: Mar 27, 2021

Your business may be the best, but there's always a chasm between you and potential customers. How do you best bridge the gap?

Try being:

๐—ฅ๐—ฒ๐—น๐—ฒ๐˜ƒ๐—ฎ๐—ป๐˜. Answer these prospect questions clearly: Why would I buy what you're selling? Why should I buy it from you?

๐—ฆ๐—ถ๐—บ๐—ฝ๐—น๐—ฒ. Offer useful insights using common words. No one likes unnecessary eloquence, I mean, fancy words.

๐—™๐—ฎ๐—ฐ๐˜๐˜‚๐—ฎ๐—น. Use metrics to explain. I shifted from โ€œhelp you scale quicklyโ€ to โ€œ5 successful M&A transactionsโ€ with great effect.

๐—˜๐˜ƒ๐—ถ๐—ฑ๐—ฒ๐—ป๐˜๐—ถ๐—ฎ๐—น. Use case studies, testimonials, etc. to show similar companies benefitting from your solution.

๐—™๐—น๐—ฒ๐˜…๐—ถ๐—ฏ๐—น๐—ฒ. Convey your message through multiple channels (e.g. social, text, emails, etc.) and consider changing approaches.

We once had someone send a plant as a thank you gift for meeting, and it definitely made an impact.

๐—›๐—ฒ๐—น๐—ฝ๐—ณ๐˜‚๐—น. Instead of listing all your features and functions, explain how you can effectively solve clientsโ€™ real business problems.

๐—ฃ๐—ฒ๐—ฟ๐˜€๐—ถ๐˜€๐˜๐—ฒ๐—ป๐˜. As we learned in the post on cadence*, following up is critical so keep sending useful information.

You may be the best. Now itโ€™s time to reach paying customers.


* The post on cadence (โ€œPace to the Finish Lineโ€) can be found here:

Photo by Pablo Fierro who can be found here:

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