Stopped by a vendor booth at a trade show in Detroit and found out my whole sales pitch is backwards

Walked past this booth at the Detroit Auto Show suppliers section last Thursday. Guy selling lead gen software asked me who my ideal customer was. I gave him the usual answer about company size and industry. He laughed and said I was describing demographics, not problems. Made me realize I've been pitching features when I should be asking what keeps them up at night. Anyone else had to completely rework their pitch after a random chat?

3 comments

3 Comments

roberts.leo1d ago

Welp congrats, you just got roasted by a booth guy and paid for the privilege.

shane_park921d ago

Wait a Detroit auto show booth guy? The ones wearing cheap suits and handing out pens?

smith.nancy1d ago

Used to think the same way honestly. I always figured those guys were just there to fill space and hand out keychains or whatever. Then I got stuck talking to one at the Chicago Auto Show a few years back and he knew every single spec on the new Mustang down to the torque curve. Changed my whole view on them - they're usually gearheads stuck in a cheap suit job, not sales guys trying to upsell you on floor mats.