And that is the best testament you need
Posted: Wed Dec 18, 2024 7:55 am
NICK: Yeah. No, I think that's a really refreshing approach rather than we're always talking about qualification of prospects, but you're taking a little bit of a counterintuitive approach here, disqualification, making them essentially qualify themselves to work with you. And that radical honesty piece, number one, it establishes trust and it's just effective because it's rare, but number two, it weeds out bad fits, bad quality leads that you don't necessarily want to waste time on.
PATRICK: Yeah, I couldn't agree more on this piece because the funny thing is I would've thought it was intuitive and yet, I see so many companies avoid this. And especially the transparency, it just netherlands girl number keeps winning for us over and over again. I've seen some of the biggest players in our space and without being too harsh, I've often noticed it's tied with when they've recently got investment. And perhaps that's been, they've got unrealistic growth targets, but suddenly-
NICK: ... starts to come through.
PATRICK: Exactly. The service offering really starts to flounder, and I've seen that be a wonderful advantage for us at Rootstrap. I remember very fondly at the start of the pandemic, we got three leads in quick succession, right after one of our biggest competitors got a huge round of funding and all three leads said, "I got screwed over terribly by these guys. I've got a broken product. I still need to deliver this by September or my ass is on the line. Please, can you help me?"
because as much as we might think that yes, we live in a capitalist economy, yes, there is a lot of competition, but there is still a way to do business in an ethical and responsible way that actually helps people accomplish their goals without having to tread on people. As much as I like to believe that, it's nice to see demonstrable examples where people who have acted in the wrong way get punished for it, and then when we act in the right way, we get rewarded for it.
NICK: Yeah, absolutely. That's the best case scenario, but it does take, I think, a certain level of comfort and a certain level of confidence in knowing who those ICPs are, the ideal customer profile. And you were marketing hire number one, did you play a role in formulating those ICPs? Was that part of what you did in the beginning? Because it sounds like you understand the ICP really well, and you've really customized the entire funnel around this persona.
PATRICK: Yeah, I couldn't agree more on this piece because the funny thing is I would've thought it was intuitive and yet, I see so many companies avoid this. And especially the transparency, it just netherlands girl number keeps winning for us over and over again. I've seen some of the biggest players in our space and without being too harsh, I've often noticed it's tied with when they've recently got investment. And perhaps that's been, they've got unrealistic growth targets, but suddenly-
NICK: ... starts to come through.
PATRICK: Exactly. The service offering really starts to flounder, and I've seen that be a wonderful advantage for us at Rootstrap. I remember very fondly at the start of the pandemic, we got three leads in quick succession, right after one of our biggest competitors got a huge round of funding and all three leads said, "I got screwed over terribly by these guys. I've got a broken product. I still need to deliver this by September or my ass is on the line. Please, can you help me?"
because as much as we might think that yes, we live in a capitalist economy, yes, there is a lot of competition, but there is still a way to do business in an ethical and responsible way that actually helps people accomplish their goals without having to tread on people. As much as I like to believe that, it's nice to see demonstrable examples where people who have acted in the wrong way get punished for it, and then when we act in the right way, we get rewarded for it.
NICK: Yeah, absolutely. That's the best case scenario, but it does take, I think, a certain level of comfort and a certain level of confidence in knowing who those ICPs are, the ideal customer profile. And you were marketing hire number one, did you play a role in formulating those ICPs? Was that part of what you did in the beginning? Because it sounds like you understand the ICP really well, and you've really customized the entire funnel around this persona.