Don’t Be Tempted
When you tell your story to prospects who want to hear it, you are tempted to “stretch” the story a little to improve it.
Peter Theil, the Venture Capitalist, assumes most people say their product performs 20% better than it does.
So he wants to invest in companies with ten times better products than the competitors.
We don’t know if 20% is the right amount of exaggeration, but it does bring up an important point.
We are exposed to so many competing stories 24/7 that this “standard” exaggeration may no longer work.
Today, you will get caught, your audience will tell others about your overkill, and you will end up the loser.
Remember, a story that resonates with people who want to hear your story are likely to believe it is true.
They will find instances that reinforce this truth, called cognitive bias, and tell others.
How can you prove your product, service, or value proposition is true (metrics, testimonials, studies, case studies, referrals, etc.)?
