An early customer told me my demos were boring and I spent 3 months fixing it

This guy from a mid-size logistics company in Denver sat through my demo and halfway through he just said 'this feels like you're reading a manual at me.' I realized he was right I was too focused on features instead of what he actually needed. I redid the whole pitch to start with his problem first and cut the feature list down to 3 things max. Now my close rate on demos went from 20% to about 50% has anyone else had to totally rework how they sell after a brutal piece of feedback?

2 comments

2 Comments

the_jason6d ago

Did you catch that episode of "The Pitch" where they talked about selling pain points instead of product specs? Sounds like you accidentally stumbled into the same strategy they teach startups.

robin4896d ago

Laughing because my first demo was basically me reading the box it came in.