Show the Value

When I started with Blockchain at Eneco, I too fell in the pitfall of going for a ‘Tech-Push’ approach. Enthused (or blinded) by the possibilities I was looking for the problems this technology could solve. I was explaining how things worked under the blockchain-hood. And had some, but little success in getting people on board.

 

“First show the value”

 

That changed when I changed the narrative and focus more on what this technology-enabled. Instead of trying to explain hashes and cryptography to people, we talked about the things that became possible when you put blockchain into the equation. First show the value.

Showing the value of the proposition first, then explain how it works later. I bet it is standard in sales training. Having learned this myself the hard way, I still see this happening a lot around me.