Geoffrey Moore: belief

Transcript context

…Awesome. I'm glad you went there, because that's essentially the root of this Crossing the Chasm idea that people after the chasm, the pragmatists, wait for references and social proof, and they're waiting for someone to tell them, "This is worth using," versus visionaries right before the chasm. They're like, "I just want to use the future. I need to be there before anyone else." You're right. One of the ways we try to capture that in a thought bubble is before the chasm, the customers you work with are people who say, "We believe what you believe." So in other words, they're on the same side. After the chasm, they say, "I'm not sure about that, but we need what you have." So transitioning from, "We believe what you believe," which is how you sell to visionaries to, "We need what you have," which is how you sell to pragmatists. That's the shift. Let's actually spend some more time there on what it is that each of these segments needs, and how you convince them to use it, because this is really useful. So in these pragmatists group, you're saying the pitch there is you have a pain. I will solve this pain, and it's important pain. I think people always assume that's the pitch. But interestingly, your point is earlier in the two segments and maybe share what those two are, they use your product for a different reason.…

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