Create Space by Being Unfinished

Lesson: Don’t present a finished product. Present a capability and a desire to solve the customers unique and pressing problem.

When I present my product as well-defined and “done”, then the person I’m talking to is going to either accept or reject it. It doesn’t invite conversation and collaboration.

I have been focused on presenting a “mature” solution, as I thought this enhances my reputation.

The problem is, something that is fixed and polished, has a low chance of fitting exactly into the needs of my potential customer. I spend more time talking about how amazing my product is, and not listening to the help they need.

Instead, I want to present myself as having skills, and talent and capable of delivering a solution to my customers needs, and importantly, I want to invite them to contribute and collaborate with me to build something that is exactly what they need.

Example

My example here is the engagement with the law firm. We showed them a beta product, but sold them our talent. We then partnered with them to solve their unique problem, using the scaffolding of our product to solve their problem.

So What Now?

I need to stop pushing my polished product and pack. That fixes me to one spot that doesn’t move and likely isn’t on target yet.

Instead, I need to actively listen to the customer problem, and collaborate with them on a solution, and forget about the product.

Act more like a consultant, with a specialization, not a product sales man with a product that may or may-not fit their needs.