You Can’t Paint the Walls Before You Build Them
Many of our buyers are not technical.
Some have never purchased software before. Others have never been through an implementation process. Yet, here they are, tasked with making a big decision that could shape their company’s future and their future success at that company.
And that’s where we come in—the Presales team.
Our job? To show them the art of the possible. We paint a vision of what their business could look like with our solution. We demonstrate all the cool, cutting-edge features and seamless workflows that will make their lives easier.
But here’s the catch: buyers (especially the inexperienced ones) tend to fall into one or both of these traps.
- They want it all at once. Like, yesterday.
- They don’t understand the build. They expect all the magic to happen at the push of a button.
And that’s where I hit them with my favorite analogy: Your building a house.
Presales = The Architect
In Presales, we are the architects. We design the vision alongside our post-sales team. We hand over the blueprints. We suggest layouts, wallpaper, even the fancy floor tiles. We help buyers imagine the final product—what their dream home (or, in this case, their software implementation) could look like.
The Platform = The Foundation
But here’s the deal: you cannot paint the walls before you build them.
During implementation, our customers (with the help of our post-sales team) become the builders. They’re laying the foundation, putting up walls, running electrical, and making sure the AC works before worrying about decor.
This is the crucial phase where the core system gets set up and functional—because without a solid foundation, the whole thing crumbles.
Advanced Features = Interior Design
Now, let’s talk about the fancy stuff.
Many platforms (mine included) have advanced features that simply have to wait for Phase 2. Not because we don’t want to deliver them, but because they require the foundation to be solid first.
Think of it this way:
- You can’t install a chandelier if the ceiling hasn’t been built yet.
- You can’t pick out paint colors if there are no walls.
- You can’t expect smart home automation if the wiring isn’t even done.
This analogy really lands with prospects—especially the ones who are new to software implementation. Instead of telling them, “No, you can’t have this for another year,” we’re helping them understand why things need to be done in phases.
By shifting the conversation from “delays” to logical sequencing, we help them set realistic expectations and buy into the journey—not just the destination.
And when they finally get to that beautifully decorated house, with all the bells and whistles they dreamed of? They’ll appreciate the solid foundation that made it all possible.
So next time a prospect is talking about the bath bombs they will be using in their luxury bathtub before pouring the concrete slab, remind them: one step at a time.
