Being too simple gives a false impression, so the buyer underrates work that is actually hard. Getting specific about the problem and method makes expertise obvious.

Detail and name the problem you solve, explain and name your method, and talk about the pitfalls of trying to DIY it.

This works best when your service is truly complex, since a buyer might otherwise think they could do it themselves.

Practical Sales Training™ > How People Work > Recomplicate

Recomplicate

TLDR: When your pitch sounds too easy, buyers assume they could do it themselves, so recomplicate it to show the real skill behind your work.

Sometimes you explain what you do, and it sounds too easy.

So the buyer thinks, why would I pay for that? I could do it myself.

That’s the trap. You need to recomplicate, so the real skill behind the work shows through.

Why Does It Work

It works because being too simple gives a false impression.

So the buyer underrates the work, even when the work itself is truly hard.

Get specific about the problem and the method, and expertise becomes obvious.

So DIY stops looking like a real option.

How Can You Use It

Detail And Name The Problem

Detail the problem you solve, then name it.

Because a named problem sounds real. A vague one sounds like nothing much to worry about.

So spell out exactly what goes wrong without you, and give that problem a label.

Explain And Name Your Method

Explain, visualise and name your method.

A named process feels like real expertise, not a vague promise.

So show the steps. Give the approach a proper name.

That alone makes the work feel earned, not obvious.

Call Out The Risks Of DIY

Talk about the pitfalls of going the DIY route.

Because most buyers haven’t seen where the amateur version goes wrong.

So walk them through a real mistake people make without your help.

That single story often does more than any list of features.

When It Works Best

This works best when your service is truly complex, since the risk of sounding basic is high. Consultative and expert-led work needs this most.

So use it whenever a buyer might think, I could just do this myself.

When It Becomes Dangerous

It becomes dangerous when you use it to inflate something that’s actually simple.

Because buyers can smell padding, and jargon without substance erodes trust fast.

So only recomplicate where real complexity exists. Never invent it.

Common Mistakes

Using Jargon Without Substance

Using jargon without substance is the most common mistake I see.

Because fancy terms with nothing behind them just sound hollow.

So back every term with a real explanation. Make it mean something.

Overcomplicating A Simple Job

Overcomplicating a truly simple job is the second mistake.

If the task really is easy, dressing it up will backfire. Buyers spot the gap fast.

So save recomplicating for work that’s actually hard.

Recomplicate – An Example

The Lead Generation Consultant

A marketing consultant tells a prospect something simple.

“I help businesses get more leads online.”

This sounds generic. So the buyer thinks, I could just run a few Facebook ads myself.

Instead, the consultant recomplicates.

“I specialise in diagnosing lead-generation gaps using a 5-point Conversion Framework™. We analyse everything from audience targeting to ad sequencing and landing page psychology to keep your cost-per-lead sustainable. Many businesses try to DIY this, but without the right testing method, they waste money on ads that don’t convert.”

By naming the approach and calling out DIY pitfalls, the work sounds expert.

So it stops looking like something anyone could replicate over a weekend.