📢 Coaching Moment 📢

No, I think that's. I think it's a great answer, Derek. I mean, you're in a unique position too, because the product that you sell is pretty unique on its own. There's not a whole lot of people in your space.

I mean, that's true. But like, I sell a product that's a lot of times, three to five times more expensive than my competitor. And so. And I can tell you, like, when one. One of my, like, when. So before I, 15, 20 years ago, I worked for America Online. I don't know if anybody watching has ever heard of that. It's actually where I got my sales training from. I was in their cancellation department and they paid millions of dollars to have this company come in and take us through this sales training. I was super interested in the why. Like, like, what are we doing here with this training? And they always had this deal. They called it Feature Bridge Benefit. It's like locked into my head now because they were like, feature Bridge benefit. And then the nail down was the next part of it, right? And so the intention was to keep people from feature blasting and then saying, here's how much it costs, because features don't equal price. And a lot of times, like I tell my guys, I'm like, you really only have to find one thing. I mean, Helltrace does 50 things, but if you try to tell them all 50 things that Helltrace does, they're actually going to see less value because they can't put it all together. So to get the best value out of Helltrace, what you have to do is, is you have to find the one. The one feature. So it goes back to the questions that you ask up front to understand where can we impact their business the most. Give them the one feature and then tell them how it will value their company. And so it was always, you know, at Helltrace, we have this feature that allows you to see, you know, where Golf Ball Size Hell has impacted. That's the feature that doesn't help. That doesn't. He. The contractor is not always going to be able to link that into an roi. So, yeah, we show you where Golf Ball Size Hell. How that's going to help you is you're going to be able to see each of your customers that were impacted by Golf Ball Size Hell, which is going to allow you to get in the neighborhood and start doing jobs back to back to back in that neighborhood very quickly. That's going to equal more money in your pocket right away. Yeah, that's. That's the value that you have to add, but you don't know that value unless you know that they've had a problem with. Maybe they don't sell a lot immediately after they. They get tired of they. A hailstorm happens. They go knock doors, knock doors, knock doors, knock doors. They're just bam, bam, bam on lots of people. But, God, they would have been. If they would have went to their seven customers that were in that neighborhood, they would have been penetrated into that neighborhood where they could have been successful right out the gate. I can solve that problem. That's the value that would have. Would have affected them.

Yeah, that's awesome.