“Shut up and take my money.”
Just this instant remark made me laugh yesterday.
Let me give some context.
We’re in the middle of a 4-week sprint to develop the value proposition for one of my customers. Yesterday, I presented the first draft of a potential Value Proposition back to the team.
The remark was obviously a good sign – but what does it tell?
🔥 – How powerful it is to create immediate clarity with your customer
🔥 – That money is not the issue when the value is obvious.
🔥 – That you can get customers to act if you hit the right nerve
Why am I bringing this up?
Because I see so many SaaS vendors struggle with too long sales cycles and poor win rates. They often tell me that competing on price is their only weapon.
With an economic downturn looming, I think you agree that this won’t likely become a more positive picture. And that’s a risk.
Still – 9 out of 10 times, this has nothing to do with your product being useless, an incompetent salesperson, or a bad prospect.
9 out of 10 times, the problem is foundational
❌ Segmentation is too broad
❌ The problem you’re solving isn’t crisp
❌ Positioning is absent
❌ The value proposition is vague
Question for you to reflect upon:
What would have to be true for your prospect to say (or think), “Shut up and take my money?”
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