This blog will show salespeople and business owners how to win sales even when you’re a smaller, lesser-known brand, so that instead of losing to big brands, you start closing deals with confidence.
Table of Contents
Introduction
You know your product is good and it can deliver results, but every time you pitch, there’s an unspoken wall you keep hitting. The prospect says things like “We’ll get back to you” or “We’re already working with someone.”
And deep down, you know what’s going on. They’re comparing you to the big names who are trusted, flashy, popular brands with better logos, bigger teams, and more testimonials. And even if they don’t say it, you can feel it. You’re the underdog, and it’s frustrating.
And it’s not about your skills or product, but it’s just that in their mind that small is risky. But the truth no one tells you is that underdogs win all the time. Not by pretending to be big or offering desperate discounts, but by knowing how to sell differently.
If you’ve ever felt ignored or underestimated in a sales call, even when you knew your solution was better, this blog is for you. I’m going to show you exactly how to sell when you’re the underdog, so you don’t just compete with the big brands, but you outsell them.
However, before showing you exactly how to do that, it’s important for you to understand what even goes on inside the buyer’s head when they pick a bigger brand.
Understanding why clients prefer bigger brands
A while back, someone in my circle was pitching a consulting offer to a mid-size company. Clean pitch. Good case studies. Clear delivery system. But after the call, he messaged me saying:
“They said they’re also talking to [big competitor]. I know what that means. They’re going to go with them. I’m just the backup option.”
And that’s what most people feel when they’re the underdog. The moment a big brand enters the picture, it feels like the deal is already slipping away, like your chances just dropped to zero. But trust me, the truth is something else.
When buyers name-drop bigger brands, it’s not always because they’re excited about them. It’s because those brands feel familiar. And familiar feels safe.
What’s actually going on behind that decision has nothing to do with your skills or your product. It’s mostly about the fear and assumptions running through the buyer’s head. Here’s what they’re really thinking:
- They don’t want to get blamed. If they pick a big brand and something goes wrong, they can say, “Well, we chose the safe option.” But if they choose you and it fails, it feels like their mistake. So they stick to what looks safe.
- They assume you won’t have backup. They think if something breaks or if there’s a delay, there won’t be a team behind you to fix it fast. Even if you’ve never dropped the ball before, they imagine what could go wrong.
- They think you’ll disappear in a year. It’s not fair, but a lot of people assume smaller companies won’t last. That you’ll switch industries, take a job, and shut down. So even if they like you, they wonder, “Will he still be around next year?”
- They don’t want to re-explain everything. With the big brand, they assume the team already understands their space. But with you, they think they’ll have to walk you through everything from scratch. That sounds exhausting before the work even begins.
- They’ve had bad experiences with small players. Missed deadlines. Ghosted after payment. Overpromised, underdelivered. So even if you’re nothing like that, they’ve already built a mental wall. And now you have to break through it.
- They expect a desperate pitch. They’ve seen small vendors throw in discounts, add-ons, anything to close. So the moment you start sounding eager or overly flexible, they start zoning out, even if your offer is better.
- They assume big means better, even if it’s not. They just believe bigger brands are more polished, more prepared, more process-driven. That might not be true at all, but it’s the narrative running in the background.
But the good news is that none of this is permanent. All these thoughts are just emotional defaults. The buyer is protecting themselves and trying to stay in control. But once you show up with clarity, confidence, and proof that you’re not a gamble, those walls start to drop.
And the moment you stop trying to “prove you’re as good” and instead start showing what makes you better in a different way, everything changes. That’s how you stop being the backup option and become the no-brainer choice.
The step-by-step method that you must use to thrive as a small and new business
Before we get into it, let’s be clear that this isn’t about trying to sound bigger than you are. It’s not about faking authority or pretending you’ve worked with Fortune 500 clients just to impress.
It’s also not about bashing the competition or throwing random discounts, hoping someone gives you a chance. What we’re going to do is set up a simple system that flips the usual script.
One that makes buyers actually see your edge because you’re not the biggest name in the room. A method that helps you win deals without acting desperate, overexplaining, or feeling like you’re chasing. Ready? Let’s break it down.
Step 1: Pick a fight, but make it strategic
This is where the whole underdog strategy starts. When you’re going up against bigger brands, you can’t play the same game they’re playing because they’ll always have more reach, more budget, more features.
And if you try to sound like them, you automatically lose. Buyers will just pick the safer option. So instead of trying to match them, you contrast them. You draw a clear line that makes people look twice, not because you’re louder, but because you’re sharper.
You don’t attack everything. You pick one specific flaw that buyers are already frustrated with, and you position yourself as the fix. That’s how you go from invisible to interesting. Not by being better at everything, but by being clearly better at one thing that actually matters.
1. Start by finding what people secretly dislike about the big players
You don’t need to invent anything here. Just listen. Think about what your buyers are already tolerating in the market leader, not what they love, but what they silently put up with because they think there’s no better alternative.
It could be the fact that support is slow and robotic. Or that onboarding takes weeks. Or that the product is bloated with features no one uses. Or maybe they’re locked into long contracts with zero flexibility.
Every industry has these pain points, those small annoyances that feel normal because “that’s just how it works.” That’s your opportunity. That’s where you poke.
For example, if everyone else forces clients to go through five layers of approvals, and you can get things done in one call, that’s your wedge. That’s what you highlight.
2. Now, pick one specific weakness to build your contrast around
Don’t try to call out everything that’s wrong with the industry. That turns your brand into noise. Instead, pick one core flaw that buyers actually care about and that you genuinely solve better.
If your strength is being fast, then fight on speed. If you’re more personal and involved, fight on the service. If you’re simpler and cleaner, fight for usability. What matters is that the contrast feels real. You want the buyer to think, “This fixes the exact part that annoys me.”
For example, if the big names take weeks to onboard, and you can do it in one day, then that’s a fight worth picking.
3. Write one sharp line that highlights the difference
This is your positioning line. Not a slogan. Not a tagline. Just one sentence that shows how you fix what they hate and why they should care. It should be short, confident, and crystal clear. You’re not trying to sound clever. You’re trying to snap them out of autopilot.
For example: “We’re not the biggest CRM. We just get you live in under 10 minutes with no contracts and no fluff.” Each one draws a clean line, saying this is what they do. This is what we do. You choose.
4. Run it by real people and check their reaction.
Once you’ve got your line, test it. Show it to actual prospects, past clients, or even people in your network who match your target buyer. Ask them, “If you saw this on a website or LinkedIn, would it grab you?”
If they pause and say, “Yeah… that’s exactly the problem,” you’ve nailed it. If they say “meh” or “sounds like everyone else,” then you haven’t made the contrast sharp enough yet. Go back and tighten it.
This feedback is worth more than any copywriting trick, because it shows you what people actually feel. This step is everything. It’s what makes you stand out in a sea of sameness.
When you position yourself against one frustrating truth in the market and solve it better, you instantly become more interesting, more memorable, and way more trustworthy. You don’t need to be everything. You just need to answer that one thing they’re tired of dealing with.
So pick your fight. Make it strategic. And just like that, you stop being the small player they overlook and start being the one they actually want to hear from.
Step 2: Build an obsession-worthy offer
This is where most underdogs fall flat. They spend all their energy explaining what they do with the features, the process, or the tools, but they forget to package it in a way that makes someone instantly want it.
And when you’re not the biggest name in the market, your offer can’t afford to be average. You don’t have brand recognition. You don’t have a hundred testimonials. You don’t have the credibility shortcut that big players enjoy.
So your offer has to do the heavy lifting. It has to hit harder, sound clearer, and feel easier to say yes to. You don’t win by offering “more.” You win by offering something that feels sharper, faster, and easier to try. Here’s how to do that:
1. Start by cutting the fluff and locking in one clear promise
Most small businesses make the mistake of listing everything they do. But people don’t want to read 17 features. They want to know one thing, which is, “What’s the result I’m buying?”
So instead of building out a feature-packed offer, start with one strong outcome. Pick the single result your ideal client is craving and make that your bold promise. For example, “We’ll help you book 10 qualified sales calls in 14 days.”
When the promise is clear and focused, it immediately feels more valuable. And more believable. Because people don’t buy vague lists, but they buy results.
2. Make it feel easier and smarter than everything else out there
This is where you inject the underdog edge. You don’t need to match big brands on resources. You just need to make trying your offer feel like the smartest, lowest-risk move available. Ask yourself, “What’s one way I can reduce the risk or friction for the buyer?”
It could be something like offering a free setup call, removing long contracts, adding a ready-to-use template, or even turning it into a 7-day challenge. Whatever makes the person think, “Wait… that actually sounds doable,” is what makes the offer irresistible.
Big brands rely on reputation. You rely on making the next step feel obvious and low-effort.
3. Now package the offer like it’s a challenge or shortcut
People don’t get excited by generic services. They get excited by frameworks, timelines, and names that tell them exactly what’s going to happen. So instead of saying “We offer landing page redesign,” say:
“The 5-Day Landing Page Revamp, where we rebuild your page to convert better in under a week.”
Giving your offer a shape with a finish line, a timeframe, and a branded name instantly makes it feel more real. More exciting. More worth trying. And that’s what people need when they’re choosing the underdog.
4. Add one bonus that feels like an easy win.
This doesn’t need to be big. But it should feel like a gift, something extra that makes the buyer feel like they’re getting more than they paid for. It could be a bonus checklist, a quick audit, a strategy session, or even a plug-and-play template.
What matters is that it feels thoughtful and generous. That one extra flip changes the decision from “Should I do this?” to “Why wouldn’t I?” This is how you build an offer that cuts through the noise, not with hype, but with clarity, speed, and simplicity.
You show the result. You reduce the risk. You give it structure. And you make it feel like a win. Because when your offer is easier to say yes to, even without a big brand behind it, people stop ghosting and start leaning in.
Step 3: Be ridiculously close to the customer
This is the part most people overlook, but it’s actually your biggest weapon as the underdog. You don’t have the ad budget. You don’t have the brand clout. You don’t have a support team working in shifts.
But you have something most big brands lost long ago, which is the ability to care at scale. Because here’s what buyers actually want, even if they never say it: They want to feel like a real person. Not a number. Not a ticket. They want to feel seen, heard, and understood.
And big brands? They pretend to care. But they move slowly, send canned replies, and treat everyone the same. You? You don’t need to fake it. You can actually be there. You can actually respond. You can actually help.
And that’s what this step is all about, that is, using your size as an advantage, not a limitation. Here’s how to do it:
1. Start by tracking every lead like a real person, not a CRM entry
Don’t just save names and emails in your CRM and call it lead management. Build a live doc, even if it’s just a Google Sheet where you actually track what matters.
Note where each person came from, what problem they mentioned in DMs, what you last said to them, when you followed up, and what they need next.
Because when you treat every lead like a relationship instead of a pipeline metric, your follow-ups feel more thoughtful. And people notice that. They feel it.
It’s the difference between sending a generic “Just checking in” and saying, “Last time we spoke, you were stuck with landing page conversions. Want me to send you that case study we talked about?” That’s what builds trust. And trust is what makes people convert.
2. DM people like a human, not a script
This is where 90% of people mess up. They connect with someone and immediately send a pitch. Or worse, a link. That’s the fastest way to get ignored.
Instead, treat the first message like a real conversation. Mention something specific you noticed. Ask a small question. Show them you actually paid attention. Even if they don’t reply, you’re already doing better than 99% of people in their inbox.
You can say something like, “Hey, saw you checked out that last carousel — curious what you’re working on right now?” That one moment of care, that one real message, is often all it takes to stand out in a sea of robotic DMs.
3. Obsess over your first 10 users like they’re gold
These first few buyers? They’re everything. When someone says yes to you early on, your job isn’t to just deliver. It’s to over-deliver. Message them mid-way. Ask how things are going. Send a surprise tip. Offer to jump on a call. Help them win.
Then take their actual results and use them everywhere in your copy, in your case studies, and in your content. Not just the numbers, but the words they used, the feedback they gave, the moment they said, “Wow, that actually worked.”
Because when someone feels like you genuinely care about their outcome, they don’t just stay, but they promote. They become your loudest fans without you asking. That’s how trust turns into word of mouth.
4. Answer every question like it’s your only job.
When someone asks something in a DM, a comment, or an email, don’t reply like a support agent. Don’t say “Check our FAQ” or “Here’s a link.” Say, “Great question… let me show you how we usually fix that.” And then actually walk them through the answer.
While big companies take 48 hours to send a reply, you reply in 5 minutes with a real explanation. That one moment and one reply is often the thing people remember most about working with you. Because responsiveness isn’t just service. It’s your brand and advantage.
This step has nothing to do with tools or budget. It’s about effort. It’s about showing up. Track people properly. Message them like a friend. Follow up with a purpose. Make them feel like they’re your only client, even if they’re one of fifty.
Because at the end of the day, people don’t leave brands they trust. And they don’t ghost people who actually show up. Do this consistently, and you’ll build the one thing big brands can’t compete with, which is real relationships that actually drive sales.
Step 4: Make noise in one place (not everywhere)
When you’re the underdog, your most limited resources are time, energy, and attention. You don’t have a content team. You’re not batch-recording videos for five platforms. You’re probably writing, selling, and delivering, all at once.
So, trying to be “everywhere” will just burn you out. It spreads your energy too thin. And when you spread yourself too thin, you show up weak. But the good news is that you don’t need to be everywhere.
You just need to be loud in one place. One platform. One message. One channel where your buyer actually hangs out and sees you show up again and again. When you do that, you stop looking like a beginner and start looking like someone who’s dialed in.
1. Pick the platform your buyers actually use, not just where you like scrolling.
Most people post where they’re comfortable. But what matters is where your buyers go when they’re looking for answers. If you sell B2B, LinkedIn is usually the move. If you’re in the creator, beauty, or lifestyle space, Instagram or TikTok is where the action is.
If you target founders, niche thinkers, or tech-heavy users, Twitter (X) or Reddit might make more sense. And if your audience is local or community-driven, something as simple as WhatsApp or Facebook Groups can work better than any feed.
The key is to look at where your last 10 clients came from, or where they spend time when they’re not buying. That’s your spot. Pick it. Stick to it. Ignore the rest for now.
2. Post every single day for 30 days, even if it’s simple
Now that you’ve picked the platform, commit. Not to perfection, not to polished content, but just to consistency. One post a day for 30 days. That’s the goal.
You can share lessons from client work, small wins, results in progress, a behind-the-scenes snapshot, a mini story about something that worked, or even a strong opinion on what’s broken in your space.
The format doesn’t matter. What matters is showing up. Because when someone sees you post every day for a month, they stop thinking of you as “new” and start seeing you as someone serious. That’s how you flip perception. Not with virality. With consistency.
3. Spend time engaging like your DMs are your sales team
Posting is just step one. The next move is to start conversations, because that’s where the sales come from. After you post, spend 15–20 minutes engaging properly. Not “nice post” spam. Actually, reply to comments with thought.
DM people who engaged with something relevant. Start casual conversations that show you were paying attention. You can say something like, “Hey, I saw you mentioned struggling with XYZ. Happy to share a checklist we use if that helps.”
These aren’t sales pitches. They’re trust builders. And trust is what creates inbound interest.
4. Double down on the one post that hits hardest.
After a week or two, one of your posts will land. Maybe it’s a story. Maybe it’s a short case study. Maybe it’s a bold take that makes people nod.
That post is now your asset. Pin it. Refer to it in your follow-ups. Mention it on sales calls. Reuse it in your email list. Screenshot the replies if they’re good. Because one post that proves you get results is more powerful than thirty posts that just share thoughts.
This step isn’t about “content marketing.” It’s about creating presence, without burning out or blending in. Pick one platform. Show up there daily. Talk to people like a real human. Watch what lands. And when something works, double down on it.
Because you don’t need to go viral. You just need to be visible. Not everywhere, but just in the right place, with the right message, in front of the right people. That’s how underdogs build authority. Not by being big. By being focused.
Step 5: Weaponize your size
This is where most underdogs mess up. They treat being small like a weakness, so they hide it, downplay it, or sound almost apologetic about it. And the second you sound unsure of yourself, the buyer picks up on it. The energy shifts.
And suddenly, they’re questioning the deal, not because your offer isn’t good, but because you sounded like you don’t fully believe in it. But being small? That’s not a problem. That’s your edge.
Big companies are slow. They take weeks to make decisions. They push you through five layers of approvals. They assign you an “account manager” you’ve never met. You? You reply fast. You adjust instantly. You get things done without asking five people for permission.
And this step is all about using that speed, flexibility, and closeness as your strategic advantage, not something you’re trying to grow out of, but something you’re proud to lead with. Here’s exactly how to do it:
1. Start by listing what you can do that the big guys can’t
Forget the features for a second. Think operationally. What’s something you can pull off because you’re small that they physically can’t?
It could be your 5-minute response time. It could be that you do all your onboarding yourself. Or that you adjust your delivery based on each client’s working style. Or that you’re flexible with pilots, pricing, or quick scope changes.
You don’t need to list everything. Just pick 3 or 4 sharp points that actually matter to your buyer. These are your weapons, so use them with intent.
2. Now, turn each one into a confident power line.
This part is crucial. Most people say these things in a weak, passive way, like they’re apologizing for not being bigger. You need to flip that energy completely. For example, you can say: “We’re lean and focused and we move faster than teams 10x our size.”
This flips your size into strength, and that changes how buyers see you.
3. Use these power lines in your calls, pages, and messages
Once you’ve reframed your advantages, start dropping them everywhere. Mention them on your sales page. Use them on LinkedIn. Say them out loud on discovery calls. Drop them in DMs when someone asks why you’re different.
Because when you repeat this narrative enough times, people stop seeing your size as a risk. They start seeing it as an advantage they want.
4. Back your claims with quick, real stories
Don’t just say “we respond fast.” Prove it. Share a short, true example like: “One of our clients sent a feedback email at 11 PM. We fixed the issue overnight and had the updated version live before lunch.”
That hits 10x harder than saying “we care more” or “we’re agile.” It’s the difference between a pitch and proof. And underdogs always win faster when they lead with proof. This is where the script flips.
You stop trying to act like a “smaller version” of the big brand and start showing why your size gives the buyer a better experience. Faster, closer, more flexible. Less fluff, more results. And when you say that with confidence, everything shifts.
People don’t see you as the small option anymore. They see you as the smart one. So, list your edge. Sharpen the language. Use it everywhere. And boom, you’re no longer the backup choice. You’re the one who makes more sense.
Step 6: Prove it with social proof, even if you’re just starting
This is where most underdogs freeze up. They think, “I don’t have 100 clients yet,” or “I’m still new — what do I even show people?” So they either stay quiet or keep tweaking their offer in silence, hoping one day they’ll be “established enough” to share proof.
But the truth is that people don’t buy because you’ve been around for 10 years. They buy because they believe what you do actually works.
And to build that belief, you don’t need a big name in your corner. You just need proof. Even a small proof. Even messy, early-stage, screenshot-in-your-DMs proof. Because buyers don’t trust what you say. They trust what they can see.
1. Start by collecting every single win, no matter how small it looks
Don’t wait for some magical ₹5 lakh case study before you share anything. That mindset keeps most underdogs invisible. If someone DMs you and says, “That post made my outreach way easier,” take a screenshot. Save it.
Small wins are still wins. And most buyers relate to those more than massive, polished results anyway. They want to see, “Will this work for someone like me?”
So start documenting the tiny breakthroughs. Because that’s what builds momentum and credibility faster than anything else.
2. Turn every win into a story, not just a result.
You don’t need to shout stats. You need to show moments. Instead of saying “My client made ₹30K,” say, “On day 3 of working together, Anna messaged me at midnight: ‘I just closed 3 leads today. Didn’t expect this to work so fast.”
That one message tells a bigger story. It shows emotion. It shows surprise. It feels real. You can use a DM screenshot, a WhatsApp reply, a one-liner from an email, or a short video clip.
It doesn’t need polish. It just needs to feel like something a buyer could see themselves saying. Because the more human it is, the more powerful it becomes.
3. Don’t hide your proof; instead, put it everywhere people are deciding
This is another mistake most underdogs make. They collect testimonials but bury them on a “social proof” page that no one clicks. Don’t do that. Take your best reactions, screenshots, or quotes, and put them where the buyer is thinking, “Should I trust this?”
Add them right next to your offer on your landing page. Drop one in a sales email. Show one inside your follow-up DM. Share it in a carousel post on LinkedIn. Mention it on a discovery call.
Buyers don’t read every line of your pitch. But they scan for proof. And when they see it in the right place, that’s when the deal clicks.
If you have no proof yet, go create micro-results on purpose. You don’t need to wait for a paying client to get social proof. You just need one small transformation. Offer something for free or super low-ticket, just to get a result you can show.
Fix someone’s email sequence. Help someone improve their landing page. Write one cold message that books a call. Then screenshot the outcome. Share the reaction. Because that one result, if shown right, can bring your next five clients.
And once people see that you help people win, they stop asking for case studies. They just start asking for a slot. This step isn’t about faking authority. It’s about showing that what you do works even in small doses.
You don’t need 100 testimonials. You just need one person saying, “This helped.” So start collecting those wins. Turn them into stories people feel. Put them right where buyers hesitate. And if you don’t have any yet, go make one happen.
Because when you’re small, every single proof point becomes a weapon. You’re not pitching anymore. You’re proving.
Step 7: Close with confidence
This is the moment where everything either clicks or collapses. You’ve built the offer, shown proof, handled objections, and got them nodding. They’re right on the edge. But then you pause, hesitate, and wait for them to make the move. That’s when the deal starts slipping.
Because most buyers don’t close themselves. Even when they’re interested, they hesitate too. They overthink. They stall. They wait for a sign from you. So if you don’t confidently show them the next step, the moment passes. The momentum dies, and they go cold.
This final step is about removing that hesitation from both sides. No pressure. No pushy lines. Just clear, confident direction that says, “I believe this can help. Let’s do it.” Here’s how to do it:
1. First, write a one-liner CTA that actually sounds like you
Skip the aggressive “Book now” or fake countdowns. You’re not trying to scare them into a yes. You’re just nudging them forward like a normal person. So write a line that feels natural in your voice. For example: “Want to try this out next week?”
It should sound like something you’d say to a friend, not a line from a sales template. The more human it feels, the easier it lands.
2. Then, say it out loud.
Before you post or send it, speak the line out loud to yourself. If it feels stiff or weird, tweak it. If it flows naturally, keep it.
Because your close should feel like a smooth part of the conversation, not a shift in tone. Buyers sense when you suddenly “switch into sales mode.” But if your CTA sounds like everything else you’ve been saying, it doesn’t break trust. It builds it.
3. Now, put this CTA at every key touchpoint.
This is where most people miss out. They write great content, great DMs, and great landing pages, but they end with nothing. No next step. No invitation. Just silence. Every single piece of communication should have a clear CTA. Add it:
- At the end of your posts
- In your LinkedIn comments
- At the end of your emails
- Right after a sales call
- Inside every DM you send
Without it, you’re just giving information, not moving people.
4. Finally, follow up with quiet confidence, not desperation
If someone doesn’t reply right away, don’t spiral. Don’t double-text. Don’t send “Just following up :))” three times. Wait a day or two. Then follow up like this: “Hey, just checking… should I hold your slot or pass it to someone else?”
This line works because it’s calm. It assumes value. And it puts the decision back in their hands without sounding needy. That kind of confidence is rare. Which is exactly why it stands out. And that’s the point of this step.
Most underdogs don’t lose because of their offer. They lose because they don’t ask.
Conclusion
Most people think the only way to win is to be the biggest, loudest, most established player in the market. But I hope now you can see that’s just not true. I’ve just walked you through a clear, step-by-step system that shows exactly how to sell when you’re the underdog.
How to shift the buyer’s focus from brand size to actual value. How to use your speed, your clarity, and your care as weapons that the big guys can’t compete with.
So from now on, no more feeling like you’re too small to compete. No more second-guessing your pitch just because a bigger name is in the room. No more playing it safe and hoping someone notices you.
Now it’s your turn to take everything you’ve learned here, use it in your next pitch, and show buyers why the smartest choice isn’t the biggest brand, but it’s you.
Frequently asked questions (FAQs)
- What if the buyer directly says, “We prefer working with known brands”?
That’s your cue to flip the conversation. Don’t argue. Just ask: “Totally get that. Can I show you why some clients chose us instead, even when they were working with bigger players?” Then tell a short story, show a win, or explain your edge. You’re not trying to be bigger. You’re just showing what they’d miss if they didn’t consider you. That’s what makes them listen.
- I’m scared to sound salesy when I ask people to buy. How do I close without sounding desperate?
Closing doesn’t have to be pushy. Just keep it human. Say, “Want to try this out next week?” or “If it sounds like a fit, I can set it up for you.” You’re not forcing. You’re guiding. Buyers respect clarity. And if they’re already interested, they’re waiting for that signal from you. Say it with calm confidence, and it won’t feel salesy, but it’ll feel helpful.
- Can I still use this system if I’m in a boring industry or selling something technical?
Absolutely. Boring industries have the best opportunities because most players sound the same. Use this system to simplify your offer, highlight a single painful flaw in the market, and show up like a real person instead of a robot. When everyone else is playing safe, being human and sharp stands out fast, even in technical spaces.
- What if I feel like I’m too new to charge real money?
Charge based on value, not history. If you can solve a real problem, you’re allowed to charge for it even if you’ve only helped 3 people so far. Say, “We’re still small, but here’s what we’ve done and how we work.” Buyers don’t care how long you’ve been in the game. They care whether you can help them win.
- What if I get nervous on sales calls when they mention the big brands?
Pause, breathe, and reframe. You don’t need to compete on brand. You just need to compete on clarity. When they mention a big name, say, “Totally understand, they’re great for X. But if speed and personal support are more important right now, that’s exactly where we shine.” Don’t flinch. Own your difference. That’s what makes you credible.
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