Hiya you!
No one tells you this when you start a business, but…
Explaining what you do is WAY harder than building the damn thing.
At first, it’s easy. You talk about it every day. It makes sense.
Then you scale.
More people.
More products.
More markets. (Great problem to have, right?)
But now you’re here, realizing:
→ Your sales team is pitching one thing. Marketing, another.
→ Your website sounds like it’s stuck in the past.
→ You find yourself re-explaining your value again… and again… and again.
Problem? Prospects are confused. And confused prospects don’t buy.
Here’s the science behind why:
⇒ Being confused can make people feel stressed and uncomfortable. For nerds (like me) this is called a “stress response.” When we're stressed, our brain tells us to avoid doing anything that makes us feel this way.
Bottom line: As you scale, you have to evolve your message with intention. Don’t and your growth will stall.
Let me paint you a picture of what's probably happening right now in your business:
☞ Your go-to narrative is outdated. What worked for your first 10 customers doesn't work for 1,000.
☞ You've got the "Curse of Knowledge." You assume people get it—but they don't.
☞ You scaled your business but forgot to scale your message. You've added complexity but lost clarity.
And the biggest mistake? You're waiting until it's a crisis to fix it.
But most businesses don't think about messaging until it's already a mess.
The 5 Messaging Moves That Scale With You
1. Clarify Your Core Message
If you can’t explain what you do in one sentence, neither can your customers.
→ Imagine you’re pitching a stranger in an elevator. If you can’t make them understand (and care) within 10 seconds, your messaging needs work.
2. Create a Scalable Messaging Framework
A simple, repeatable structure your team can follow:
- The Problem We Solve → Start with what’s broken in the world. Why does our company exist? → "Companies waste 40% of their marketing budget because their messaging isn’t clear."
- How We Fix It → Explain our unique approach, in simple terms. → "We help businesses clarify their message so customers instantly understand their value and buy faster."
- Why It Matters → Show the big-picture impact (so people care). → "When your messaging is clear, sales increase, marketing becomes more effective, and growth accelerates."
3. Simplify for Impact
No jargon. No buzzwords. Just clear, compelling communication. Your audience isn’t as close to your industry as you are. If a 12-year-old wouldn’t understand it, simplify.
→ Don’t say: We leverage AI-driven synergies to optimize enterprise productivity.
→ Say: We use AI to help companies work faster, with fewer mistakes.
4. Evolve With Proof
As you grow, your messaging should grow with you. Add case studies, customer wins, and data that reinforce your story. Messaging without proof is just opinion. Show real results, not just claims.
→ Instead of saying, “We help businesses scale,” back it up with specifics:
→ “We helped [Company X] triple revenue in six months.”
5. Stay Consistent Across Teams
If sales, marketing, and leadership aren’t aligned on messaging, you’re confusing your audience. Period.
Your website, pitch deck, and customer calls should all reinforce the same story.
→ Regularly review how your team talks about your business. Run internal messaging audits to spot inconsistencies before your customers do.
The Messaging Pyramid (3 Levels of Clarity)
🎯 Your Action Step
The Messaging Alignment Test
Your team should be able to explain what you do—clearly, consistently, and without hesitation.
Here’s how to test it:
- Ask three team members to describe what your company does.
- Compare their answers. If they don’t match, neither will your messaging.
- Refine & align. Your message should be repeatable, simple, and unmistakably yours.
Inconsistent messaging creates confusion. Confusion costs you sales.
The companies that win aren’t just the best at what they do, they’re the best at explaining it.
🧠 GPT Messaging Clarity Challenge
Want to know if your messaging is actually clear, or if you’re just too close to it?
Copy and paste this into ChatGPT to find out::
"Act as a skeptical, no-nonsense potential customer (or investor). I’ll explain what my company does, and I want you to:
- Repeat it back to me in one sentence. If it’s unclear, tell me why.
- Challenge me. Ask the tough questions a confused prospect would ask.
- Tell me where I sound generic or forgettable.
- Rate my clarity on a scale of 1-10—and tell me what would make it a 10.
Here’s my explanation: [Insert your company’s core message].”
🔄 Your Turn
Your message is your growth engine. If it’s unclear, misaligned, or outdated, everything slows down. So—when’s the last time you pressure-tested it?
