Speak Carrot

"If you want to catch a rabbit, get in the bushes and make a noise like a carrot…. Understand what people want and become that. Speak carrot." — One of our wise users

What's in It for Them?

When you're trying to win someone over, whether it's a user, a customer, a partner, or a teammate, start from what they want, not from what you want to say. Work out their carrot, and speak to that.

It's tempting to lead with the thing you're excited about: the clever design, the feature you just shipped, the reason you're sure you're right. But people act on their own problems, not yours. Understand what they're trying to do, put your idea in those terms, and you'll get a lot further.

A Language for Every Room

As Menlo grows and expands into new verticals, this matters more and more.

We work with a wider range of people than ever: clients, customers, partners, and teammates from every technical and non-technical discipline. Each of them speaks a different language, and the better we get at speaking theirs, the further our ideas and our work travel.