Have you found that the prospective customers that potentially need us the most are often the ones that understand that the least.
Meaning if they already knew the full value of what we offer, they may be getting it from somewhere else or already have solved the problem for themselves.
I suppose that’s why sales and marketing dollars are often spent trying to steal customers away from the competition. Distinguishing our value can be a little easier than proving our value from scratch.
Those working on truly innovative stuff need to find some other way to show value. Sharing our vision anchored on something already known. Educating consumers to signpost the way. Using word of mouth to spread the good word.
What do you think helps to explain value?