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That focus group in Phoenix changed how I pitch to small businesses entirely
I was demoing our email automation tool to a group of 12 owners and the third slide made them all visibly glaze over. Has anyone else had to totally scrap a presentation because the audience just wasn't tracking?
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drew_jones314d ago
That part about "lead with the problem they already feel" is solid advice, but it's not quite right that you should skip the solution entirely. You need to show them how the problem connects to your tool in the first few minutes or they'll think you're just another person talking about stuff they already know. The trick is to make the problem feel urgent and then immediately show how your solution solves it in a way that's obvious to them.
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evan_cooper734d ago
Did their eyes just go blank or did you see them physically shift away from the table too? I had a similar thing happen with a group of restaurant owners who totally checked out when I got to the part about "monthly reporting dashboards." I learned the HARD way that you have to lead with the problem they ALREADY feel every day, not the solution you're selling.
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