Marc Andreas, the CEO of NetValue is the creator of one of the premier defensive measuring systems for the NBA. His service has the potential to create winning teams by helping coaches train players on not only offensive strategies but measure their defensive strategies effectively. In addition, his system is able to create the best defensive matchups for each player by measuring and comparing the opponent’s defensive skills.

The challenge Mark had was reaching out to the decision maker with his service in a very finite and closely guarded universe. To reach an assistant coach in the NBA is a long shot. To reach the head coach and get them to listen to a presentation for 20 or 30 minutes is next to impossible, especially when that presentation is online through a computer screen.

Nevertheless, we were up for the challenge. We interviewed people in the niche to really understand what the primary drivers were of the coaches – what their fears were, what their deep desires were, and their level of urgency. We crafted a script in a very simple presentation format that did not overwhelm with too much information, or give information that the viewer simply wasn’t ready for.

In addition, we created an offer that they couldn’t refuse. It would cost them no time or money to accept but allowed Marc to fully demonstrate the effectiveness of his system.

The big test came when our presentation was used after Marc was able to secure a phone meeting with the Detroit Pistons. After 20 minutes into the presentation, the coaches were so excited about what they were hearing, they did not let him finish the entire presentation. They were hooked, took him up on the offer, and became clients.