When you sell solutions not software, you need to be as concrete as possible about the buyer’s use case so you can describe your solutions in the same terms they use to evaluate it. For example, if their burning problem is too much manual work—dig into what the manual work is and how they decided this was a big problem, then describe the solution in terms that match (e.g. how many reports, hours, mistakes, etc. does the solution save).
- Beware of solutions disguised as problem statements—the problem is not “because you don’t use our thing!”