What They Care About #1
- 🔥 Does it solve a problem?
Every buyer thinks in priorities. And this is always priority number one.
That was the first real advice I got about selling.
If it does not solve a problem, it does not sell.
So the real question is, what counts as a problem in the digital world?
The problem of the digital world now is not scarcity, it's the opposite 🌊
Everyone already has too many tools and owns none of them. A typical company runs over a hundred SaaS apps and most sit half-used. Pew found that 38% of web pages that existed in 2013 were gone by 2023. Google alone has shut down close to 300 products.
People don't lack software, they lack anything that holds together and stays theirs.
So the honest selling point is not "we do X". It's "you stop losing things" 🔥
Time, context, data, the thread of what you were doing last month. Whoever sells continuity in a world built on churn has the real product.
What did your buyer keep doing by hand before you?