Just wrapped up a great meeting with the Veomed team. We are getting ready to pitch the first major client on Thursday.
Interesting topic came up. Since Veomed is a software platform, a lot of the lingo refers to technology. It’s easy to sit with a client and explain that “this is a great new technology solution.” Bad thinking. Worse product pitch.
People are not looking for a technology solution. They are looking for a business solution. I doubt there are any board meetings where someone says, “We need more technology!” Doesn’t happen.
What they DO say is, “We need to improve client retention” or “We’ve got to be more clear in our message delivery.”
True, some sort of technology is usually the answer to these challenges. But selling a new technology isn’t attractive. People and businesses want a solution to a real-world problem, not just a fancy new toy.
When you are presenting your services (personal or product) to a company, don’t talk about how cool the technology is. Talk about what real business problem it solves. Tell a story of how it fixes a pain.
