The Sweet Lessons from Dubai’s Viral Pistachio Chocolate Bar

Dubai is known for its record-breaking attractions and luxurious offerings, but this time, the buzz is about a chocolate bar. Yes, a pistachio-filled chocolate bar that went viral. It took off with a TikTok post by influencer Maria Vehera, which has over 100 million views.

Confession time: I haven't tried it myself yet. Let's face it: the price is a bit steep. But I love pistachio and chocolate, so I could not ignore the story behind the hype. What interests me more is how well it matches what we do in Presales to win over our own audiences.

Here are five lessons from the bar and what they mean for Presales:

Use Social Media Influence

What Happened? One post. 100 million views. The power of social media skyrocketed this chocolate bar to fame.

The Lesson for PreSales Social media works for B2B too, and most Presales teams barely use it. Take part in industry forums, share LinkedIn posts that make people think, or work with influencers in your industry. That way, more people see your solution.

Action Tip Start small. Identify key voices in your industry and explore opportunities for collaboration. A co-hosted webinar or a thoughtful article can open doors just like a TikTok video did for this chocolate bar.

Create a Sense of Exclusivity

What Happened? Limited production created long queues and even a resale market for this chocolate.

The Lesson for PreSales Exclusivity works. An exclusive demo, a personalized proof-of-concept, or a VIP trial can create urgency and excitement among prospects.

Action Tip Consider offering a "limited-seat" webinar or an invite-only preview of your solution's newest feature. Let your prospects feel they are part of something special.

Cater to Local Preferences

What Happened? With flavors like pistachio and knafeh, this chocolate bar tapped into regional favorites.

The Lesson for PreSales Tailor your demos and pitches to reflect your prospect's industry, geography, and unique challenges. Using their terminology and scenarios makes your solution relatable.

Action Tip Before your next meeting, research your prospect's environment. Integrate their workflows and challenges into your demo to show you understand how they work.

Tell an Authentic Story

What Happened? The founder's personal journey and the handcrafted nature of the product made it relatable and authentic.

The Lesson for PreSales People buy stories, not just products. Share client success stories, the origins of your solution, or the "why" behind your innovations.

Action Tip Build a story into your demo. Start with a real client's problem and show what changed after they used your solution.

Manage Scarcity and Demand

What Happened? By capping production, the chocolate bar became a sought-after commodity.

The Lesson for PreSales While artificial scarcity isn't advisable, pointing out what is unique or time-limited about your solution makes it more attractive.

Action Tip When introducing a new feature or product, offer it only to early adopters or select industries for a trial period.

Why This Matters for Presales

The same moves that made a chocolate bar famous work for a software offer, from building reach to tailoring the experience. You can apply them in Presales directly.

• Social Influence: Expand your reach through industry networks.
• Exclusivity: Energize prospects with limited-time offers.
• Customization: Show that your solution fits perfectly into your prospect's world.
• Authenticity: Build trust with genuine, relatable stories.
• Demand Management: Make your solution feel like the premium choice.

Final Thought

Dubai's chocolate bar is a good lesson in strategy. These lessons apply whether you pitch a product, run a demo or plan how to work with a client. Combine creativity, strategy and empathy.

If you want to learn more about PreSales, please visit www.presales-handbook.com (opens in a new tab), buy the PreSales Handbook (opens in a new tab), or take the PreSales Mastery Course (opens in a new tab).