A letter from you to a prospect:
Dear Customer Who Won’t See Me…
Have you heard of DeepSeek? Depending on how close you keep your ear to the ground, this might be a foreign word to you. DeepSeek is an AI company out of China. A few weeks ago, they snuck up on the world and announced their solution requires a fraction of the computer chip power as, say, Chat GPT.
Stick with me. There is a point to this.
Anyway, after the announcement the stock market took a hit and $1 trillion in value disappeared (including $600 billion from 1 company alone, Nvidia). Journalists started looking into how they did it and one interesting factoid stuck out to me…
The founder of the company does not hire experienced engineers. To the contrary, he hires recent graduates or those with one or two years in the field.
Why would he do that?
Why not hire someone who knows what they’re doing and has done it before? Well, the answer to that question lies in the question itself: They have done it before and because of this, they have pre-established rules and assumptions.
New engineers have none of this. Their inexperience is their strength. They ask questions. Often, dumb questions. They challenge assumptions. And in doing so…
… Perhaps they could find a way to, oh, I don’t know, come up with a way to do what everyone else is doing except use a fraction of the computer chip power necessary?
It’s this thinking you should consider and then accept my next attempt to get on your calendar. I come in with the same naivete and assumption-challenging questions as those new engineers.
Maybe I, too, can come up with a better way.
Look for a number to pop up on your cell phone soon. It will end with “7036.” That’s me.
I look forward to meeting with you.
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Bill Farquharson spends a lot of time reading between the lines and seeing sales lessons all around. He has gathered what he knows and locked it up inside The Sales Vault. Go to SalesVault.pro for more or call Bill at 781-934-7036.
