“The meeting was so much more productive than what I expected.”
That’s an email response from a new customer meeting we had at NACS. So, two things could have happened - one - we didn’t set appropriate expectations, or two, we demonstrated a deep understanding of their business and how we solve real workflow problems.
We’re biased, but it was definitely number 2.
The pain points are notoriously the same. When people describe their workflow we’ll tell them where their breakdowns are, and they confirm it’s correct. Then, it’s up to them to decide if status quo is ok, or if a modern solution to old problems is a better way to go.
We don’t sell, we solve problems. And fortunately for us there are a lot to solve.