Should you give the impression that you are bigger than you are when talking to potential customers?
I’m wondering what the best approach is here. My users are currently individual researchers but I’m building the B2B side. Should I be upfront with potential corporate customers that I have great tech but am at an early stage?
Absolutely be upfront about where you are in the process. You want a client that knows what it's getting into buying/partnering with your company.
You still have credibility with individual researchers to draw from. It doesn't mean you're less compelling than established competitors. Instead, it means you're focused on their needs for the success and survival of your company.
Some angles you can take:
Describe the headache their researchers have sifting through all the papers and research
Describe how it hurts when their researchers are behind on their deadlines
Tell them how much time you'll save the org summarizing abstracts * how many researchers they have
How your AI tech means you solve the same problems that your competitors do at a better price
How easy it is to start a pilot or trial for their org or how simple your pricing works
Customize your demo based on their specific headaches rather than a long show and tell regular demo.
Thanks Vanessa, this is really helpful. I really appreciate these insights - I'm too close to what I'm building and it's hard to see a way forward sometimes.
Feeling much more motivated, thank you!