You know, I started noticing that around 15–20 of my accounts in the UAE were just sitting in the GRR bucket. They were renewing, but there wasn’t really any expansion happening.
So I thought, okay, what can I do differently? Instead of giving them a typical feature pitch, whenever I was taking training sessions, I started slipping in something more personal.
For example, one way is that I personally think the XYZ module is one of the most useful features of the product. So while taking training, I’d say something like, “Hey, by the way, I’ve been using XYZ myself and honestly it makes life so much easier. Why don’t you try it out? I feel it could really save you time.”
And the way I say it is not like I’m selling as a company employee, more like I’m advocating for the customer. Almost like I’m saying, “trust me, this works for me, it might work for you too.”
And guess what? It actually worked. One of my clients, ABC from the automobile industry in Dubai (with an MRR of $ 4,350) started exploring the module right after our conversation, and soon after, 3–4 other clients followed the same path.
That’s when I realised that just being authentic and sharing what I genuinely like about the product has a much stronger impact than any scripted pitch.
