10 (Startup) You Don’t Know
You’re Making By @VladBlagi, ScaleMyBusiness.com

Selling to the
WRONG CUSTOMER

 Acute need or pain
 Customer is aware of the need  Got or can acquire a budget

Selling the
WRONG PRODUCT

 Be open to new
opportunities  Uncover Barriers to adoption

Selling the
PRODUCT
Feature Pusher

 Sell a solution, a
BETTER world  Sell an experience iPad is one big, beautiful display — 9.7 inches of high‐resolution photos, movies, web pages, books, and more. It makes surfing the web, checking email, watching movies, and reading books so natural, you might forget there’s incredible technology under your fingers.

Not providing any PROOF &
FIGURES

Not showing the
DIFFERENCE

 What makes you unique
 Do customers care about it?

UNDERPRICING
your product

 Risk loosing Money 
Attract customers from hell

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Convincing and Defending… instead of
LISTENING

Not Proactively Answering
QUESTIONS

Financial risk ROI, Speed of
reward Product-needs fit information about product features, FAQs, demo, free trial… Competitor risk better / faster /cheaper? Compatibility risk fit their way of working integration

Not FOLLOWING UP only 12%
make > 3 contacts # of follow ups

Failing to
CLOSE

Not Conscientiously
EXPERIMENTING

Overpromising and
UNDERDELIVERING

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