Sell the problem you solve not the product
Most people are searching for solutions to their problems, and not your products. If they can’t see how your product can solve their problems, you may be wasting your time and resources. If
the problem that you are trying to solve isn’t compelling enough, you have a tough road ahead of you as a business.
Find the problem, offer the benefit and explain why your product will solve it.
Figure out what itch your customer wants scratched. Show your prospective customers how your product meets their needs and why your offering it is the right solution. Highlight the benefits of your product in the simplest form. Every feature that you have included in your product should highlight a specific need. Focus on the key reasons why the customer will be better off having what you are selling. Selling a solution decreases the number of resources that the customer can call on to solve their problem.
People want real customer testimonials
People want evidence that your product really works. Ask your satisfied customers to share with you how they benefited from your product.
Focus on educating instead of promoting
It pays to educate people. By educating your targeted customer, they will be more likely to think about your product when they need a solution to a particular problem that consequently, they know you can solve for them.
Start putting customers first. Focus on messages that speak to their problems and address how they can be solved when they use your product.
If you are unsure of the problems that your product solves and you want to identify them, you can follow these few easy steps:
• First, ask yourself what major business problems your solution solves.
• Second, talk to some of your best customers. Ask them what problem they had been trying to solve when they bought from you.
• Third, collate the answers and find out what themes emerge.
• Lastly, craft those answers and themes into your value proposition.
“Stop selling, start helping” by Zig Ziglar
