
Lead with the symptom, not the disease
Ditching Hourly
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Ditching Hourly Billing
Jonathan Stark: I try to always begin presentations by explicitly stating the problem to be solved. For example, lots of credit unions have an atrocious onboarding experience on mobile and I do presentations explaining what to do about it. This opening will perk them up because they recognize the problem. You should really talk about problems in the terms that buyers are going to recognize - your ideal buyers.
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