In product development, there’s a well-known concept: the Minimum Viable Product (MVP). It’s the simplest version of a product that solves a real problem for early adopters — something functional, valuable, and ready for feedback.

But here’s a twist: Why not apply the same principle to our communication?

Introducing the Minimum Viable Answer (MVA)

The next time a customer asks about your service or solution, resist the urge to deliver a long-winded explanation. Instead, offer the Minimum Viable Answer — the most concise, complete response that directly addresses their question.

The MVA isn’t about being vague or evasive. It’s about being clear, relevant, and respectful of your customer’s time.

Why Use an MVA?

• It’s engaging. A brief, pointed answer to a thoughtful question invites real conversation.

• It builds trust. You’re signaling that you’re listening, and you're respectful of their attention span.

• It differentiates. Most salespeople think extensive feature lists matter. Customers just want to know what they want to know.

A Quick Example

Customer asks:

“Can your system run detailed monthly reports?”

The Typical Sales Response:

“Absolutely. Our system uses a robust database and datacube architecture with a user-friendly report designer that includes drag-and-drop functionality, customizable formatting, a full Pantone palette, and native mobile support. Plus, it integrates with third-party tools and features an executive dashboard with drill-down graphs and KPI alerts...”

The MVA Response:

“Absolutely. Are there specific reporting features you’re looking for?”

One version talks at the customer. The invites a conversation, and checks a box.

Let the Customer Talk

Using an MVA approach does three key things:

1. Confirms capability - you’ve answered their question clearly.

2. Respects their time - no unnecessary info dump.

3. Encourages dialogue - you’re giving them space to share what matters most to them.

Know When to Expand

Sure, there are times when detailed explanations are needed. Some customers want the full technical rundown — and that’s fine.

But more often than not, less is more. Most customers would rather talk than be talked at. And the more they talk, the more you learn.

In Summary

The Minimum Viable Answer isn’t about saying less — it’s about saying just enough to:

• Answer the question

• Engage the customer

• Encourage discovery

Because when customers feel heard, understood, and respected, they’re far more likely to buy.

Minimum Viable Answer → Maximum Customer Engagement.