Tamsen Webster says most problem-solution pitches miss the story. You need a belief that makes the problem unavoidable and the solution the only sensible choice. That's the moment of truth people actually respond to.
There's something missing from how we typically go about explaining to people the power of our ideas. What's missing? Well, that's what we're talking about on this Message in a Minute. I'm your host, Tamsen Webster of tamsenwebster.com. Most of us, you see, have been taught to present our ideas as the solution to someone's problem. And to focus more on that problem and solution than on the story people are going to tell themselves about why that solution makes sense for that problem. See, we're not rational decision makers, we humans, we are rationalizing decision makers. And that story that we tell ourselves is the logic of our mind. And that means we need to have all the elements of that story in place. Now, what's missing when we only focus on the problem and the solution is what's known as a moment of truth. That's in every story. It's the point in that story where the main character must make a decision between something they want, something they believe, and what they're doing right now, how they're thinking about it, how they're approaching it right now. So that's what you need to add back into your messages. You need to present a problem, of course, and your idea as a solution, but you also need to create and include some belief that makes it impossible for them to ignore that problem and makes your solution the only one that makes sense. If you want even more information on how to do this, then go to tamsenwebster.com/content and look for the blog post that matches this particular video. If you want to get those posts right when they come out every time, sign up for my newsletter at tamsenwebster.com/newsletter.
