08/11/2025
I’ll never forget the silence on the other end of the Zoom call. 🎯
I had just finished my "perfect" pitch to a dream client. I’d shown them the graphs, the features, the pricing tiers. Crickets.
I took a deep breath and scrapped the entire script.
"Look," I said. "Forget the slides. Let me tell you about a customer of mine, Maria. She runs a small bakery. Every Sunday night, after putting her kids to bed, she'd lie awake, her mind racing with worries: Did I order enough flour? Is the schedule for the week right? Will the new hire show up?
She called it 'The Sunday Scaries.' Then, she started using our software. It wasn't the inventory tracking that changed things—it was what that tracking gave her. For the first time in years, she watched a movie with her husband on a Sunday night without that knot in her stomach. She got her peace of mind back."
The energy on the call shifted instantly. The CEO smiled and said, "You just described my life."
We got the deal. Not because of our features, but because of Maria's story.
Moral of the story? People don't buy software. They buy a solution to "The Sunday Scaries." They buy a good night's sleep. They buy a story they can see themselves in.
What's the real story your business is selling?