Now, why does that work

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That works because while it is a piece of objective content, there is still a level of subjectivity. The subjectivity being our developers are based in Uruguay, Argentina, Colombia primarily are our three big countries. And so we're going to put those countries in the best possible light, we're going to make our case for them. But by presenting that information with the pros and cons, you're actually giving people the information they need to make that purchasing decision. I think this netherland whatsapp number is one of the biggest fallacies that companies fall into. They always try and tell every customer or every prospect, oh, we're so amazing, and they try and ignore any downside. They think it's bad to talk about downsides. I've always been of the opinion that actually, if you are radically honest in your marketing, if you're acknowledging where you exceed and where you fall short, you are going to build way more trust with a prospect because prospects are not stupid. They know, they know there are always trade offs every time they make a purchasing decision within this field. So rather than ignore it, why not highlight it? Why not say, if A, B and C is what really matters to you, we're great, but if X, Y, and Z is what matters to you, maybe you'd be better off choosing someone else?




NICK: Yeah. No, I think that's a really refreshing approach rather than we're always talking about qualification of prospects, but you're taking a little bit of a counterintuitive approach here, disqualification, making them essentially qualify themselves to work with you. And that radical honesty piece, number one, it establishes trust and it's just effective because it's rare, but number two, it weeds out bad fits, bad quality leads that you don't necessarily want to waste time on.

PATRICK: Yeah, I couldn't agree more on this piece because the funny thing is I would've thought it was intuitive and yet, I see so many companies avoid this. And especially the transparency, it just keeps winning for us over and over again. I've seen some of the biggest players in our space and without being too harsh, I've often noticed it's tied with when they've recently got investment. And perhaps that's been, they've got unrealistic growth targets, but suddenly-

NICK: ... starts to come through.

PATRICK: Exactly. The service offering really starts to flounder, and I've seen that be a wonderful advantage for us at Rootstrap. I remember very fondly at the start of the pandemic, we got three leads in quick succession, right after one of our biggest competitors got a huge round of funding and all three leads said, "I got screwed over terribly by these guys. I've got a broken product. I still need to deliver this by September or my ass is on the line. Please, can you help me?"