2~20 min
The open owner
The situation
You reach the decision maker and they give you room: "Okay, what's this about?" One of the best situations you can get — and the easiest to ruin.
What it actually means
They're giving you thirty seconds of attention, not permission to explain everything. Your goal is to start a conversation, not describe the platform.
How it sounds
Customer
Okay, what's this about?
SDR
I'm with Valido. We work with contractors on the financing side — helping them give customers more options instead of relying on one lender.
SDR
Quick question — are you offering financing to your customers today?
[ STOP. Let them answer. ]
What we did not do
We did not spend two minutes explaining Valido. Enough context to justify the call, then a question.
Never
- — Keep talking after the question. The silence is doing your work — don't rescue them from it.