I Stopped Pitching on Calls. Here’s the Framework That Replaced It.

<p>I stopped pitching on my calls, sales calls included, and now I ask questions to find out whether someone has a project they cannot avoid. The framework comes from Rob Snyder&#39;s founder bootcamp and his book The Power of Pull, which I picked up while digging into product market fit and why people buy.</p><p>Customers buy when a project is sitting on their to do list, and a problem on its own is not enough, since people live with plenty of problems they never pay to solve. I walk through the four parts of the framework: the project to be done, why it is unavoidable, the other options they have (competitors, doing it themselves, doing it manually, or AI), and where those options fall short. Then I apply it to Mylance, where the project is showing up on LinkedIn to demonstrate expertise and attract clients. That is LinkedIn thought leadership, and many founders I talk to have tried AI for their LinkedIn content marketing and found it generic and unlike them.</p><p>I share the twelve questions I ask every customer, including what happens if you do nothing for six months and how convinced you are that LinkedIn works for you. I cover the signs that someone is ready to buy, why I ask people where their head is at, a recent call where I was pitched for ten minutes without a single question, and a UX designer example that shows how this works for any service or software.</p><p>Build your founder brand with Mylance: https://mylance.co<br>Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/</p><p></p><p>00:00 Welcome and what Mylance does<br>00:40 Why I stopped pitching on calls<br>01:25 Rob Snyder&#39;s founder bootcamp<br>01:50 Customers buy to finish a project<br>02:20 The six month do nothing question<br>02:55 The four part framework begins<br>03:30 The other options customers have<br>04:10 The framework applied to Mylance<br>05:30 LinkedIn conviction, AI shortfalls<br>07:00 The 10 minute pitch I sat through<br>08:35 The twelve questions I ask<br>09:45 Any service or software<br>10:15 UX designer example<br>12:45 Signals someone is ready to buy<br>13:10 Asking where their head is at<br>13:45 The customer who went on vacation<br>15:00 Try Mylance and design your voice</p><p></p>