Why Prospects Don't Care About Your Pitch?
Fractional CMO Show
Sell outcomes not tactics
Casey advises selling the desired outcome (the hole), not the tool (drill bit), and diagnosing client pains first.
In this episode of The Fractional CMO Show, Casey tackles the brutal reality every fractional CMO faces: prospects just don't care about what you're offering.
Casey shares a war story about losing a private jet deal the moment he confused "FOB" with "FBO" - instantly revealing himself as an outsider faking expertise. The prospect literally laughed in his face. Most fractional CMOs show up talking about "marketing that isn't working" instead of understanding the CEO whose marriage is crumbling from late nights, or the franchisor terrified about what their FDD will reveal.
The truth? You don't know your audience well enough. Experienced executives don't hire generalists claiming to help "B2B SaaS" or "healthcare." Learn the pains. Speak the language. Become a student of one specific industry instead of pretending you can help everyone.
Key Topics Covered:
-Know your audience deeply: Become fluent in their language and visceral pains, not surface-level problems
-The FOB vs FBO lesson: One wrong acronym cost Casey a private jet client - proving he was an outsider faking expertise
-Real pains business owners face: Crumbling marriages from late nights, embarrassing FDD reports, losing first-to-market position, burnt out from bad consulting advice
-"B2B SaaS" isn't a niche: Go specific enough that you know when companies get funding, what software they use, and speak the insider language
-Nobody knows who you are: Stop waiting for inbound - go talk to strangers, build real relationships, announce yourself as the specialist
-Business owners spend aggressively: They don't want to save money, they want speed - and they'll pay for the right person
-Bridge the awareness gap: Prospects know something's broken but don't know a fractional CMO exists as the solution
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๐ Master the Game with These Must-Read Books ๐
Want to go deeper and build a high-impact marketing career on your terms? These two books from Casey Stanton are your blueprint.
The Fractional CMO Method
Wall Street Journal #1 bestseller. Learn how to attract, convert, and serve high-paying clients while staying focused on strategy and leadership.
๐ CMOx.com/book
Find Your CMO
Hiring a CMO? This guide helps CEOs and founders understand what great marketing leadership looks likeโand how to find the right fit.
Start reading and take control of your marketing future.
Connect with Casey Stanton:
LinkedIn: https://www.linkedin.com/in/caseystanton/
Website: https://caseystanton.com/
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