I talked to a founder last week who's built a specialized solution for Series B+ startups.
• Already has FIVE paying customers (Series B/C startups)
• Already raised a round
• Has cash in the bank
His biggest problem:
"When potential customers hear we're a small team based in India, they drop out of the sales funnel."
I asked him the obvious question: How do they find out you're a small team based in India?
"We tell them."
🤦♂️
On the internet, NOBODY KNOWS YOU'RE A DOG.
You just punched yourself in the face and then asked me why your nose is bleeding.
• Your website looks legit
• Your product works well enough that five Series B/C startups are ALREADY PAYING YOU
• You're landing 20 demo calls with EXACTLY your target customers
And then you volunteer information that kills your deals?
→ If Nike told you the truth about where and how they make your shoes, you'd never buy them.
→ If McDonald's showed you how they actually make those perfectly circular eggs, you'd never order breakfast again
But they don't talk about it - they sell you a dream.
This isn't about lying. It's about SHUTTING THE F*CK UP about details that don't matter to your customer's experience.
Does being a small team in India affect your ability to deliver what you promised? No?
Then why are you bringing it up?
You don't have a sales problem. You have a self-sabotage problem.
Just. Stop. Talking.
Let your product speak for itself.
BOTTOM LINE:
Would you punch yourself in a street fight? No?
Then stop doing it in your sales calls.
--
PS: Sometimes it's about what NOT to say, as much as what TO say.
This can make the difference between $0 and $1M in revenue.
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