stand in the buyer's world
the buyer isn't thinking about your product. they're thinking about their day, their fear, their boss, their money. start there.
you think about your product all day.
your buyer thinks about it for maybe four minutes.
the rest of their day is their world.
the rent. the team that didn't show up. the parent asking questions.
the thing they're scared to get wrong.
your product only matters where it touches that world.
what being in their world looks like
you know what happened right before they searched for you.
you know who else they have to convince.
you know what they're afraid of losing, not just what they want to gain.
you know what "expensive" means to them, in their money, not yours.
what being outside looks like
you lead with features.
you answer questions they didn't ask.
you follow up on your schedule, not theirs.
you call it "a lead". they call it "my problem".
the question to ask yourself
what was your last buyer's day like on the day they reached out?
if you don't know, ask the next one.
then shut up and listen.
how aligned is your business with this?
talk it through with PROXe. it will show you, using your own words.