Graham Brown argues that customers buy benefits, not products, and that founders pitching investors are really selling a story. The real obstacle is fear of the unknown. Effective entrepreneurs bridge that gap by turning uncertainty into confidence through storytelling, not just facts.
Ultimately, people don't buy stuff. They buy what stuff does for them. And the reason why we need to communicate and why we need comms or marketing as an industry is because we don't understand what stuff does for them or does for us. You know, if you're a startup founder and you're pitching to an investor, you're not pitching anything apart from an idea or a story, but it's the journey that's really important, right? So you have to convince that person that it's a good thing to do. It's an unknown. And this is the interesting part of the human psychology, is that the thing we fear most is the unknown. So that's what good entrepreneurs and good storytellers can do. They can connect the unknown future to the known experience. Why do entrepreneurs have that kind of fear of doing it is because they don't see storytelling as something that they should be doing, or they feel that they should be relying on fact and data. To sell themselves.
2 people, infinite agents, 1 billion dollar idea #AIAgents #Startup #Productivity
