Timberlake: Pitching customer pain and loss beats pitching product solutions
Hope Timberlake · The 90-Second Story That Gets Investors Curious Enough to Ask · Apr 6, 2021 · at 29:25
Executive communication consultant Hope Timberlake explains psychological storytelling principles to Sean Weisbrot when pitching investors and customers.
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“Often we focus way too much on the solution. And while that's intuitive, like here we are, we created a solution. We really want to picture, paint the picture of what it's like to not have that solution. What is happening right now that makes this so important right now, that's dire, that makes this timely. And that piece of focusing on that pain point on that, that potential loss is much more effective Then all of the bells and whistles and reasons why your solution is bright, shiny, and perfect.”
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