Sell Solutions Not Products

August 15th, 2016 by

It’s Not About You

Your job is to sell Solutions not products. Always remember that you are not marketing to yourself.

No one cares about your widgets. What people care about are their own needs and wants. Sometimes you just have to rearrange the way you are approaching what you’re selling.

Examples of how you sell solutions not products:

  • Bob doesn’t want a new drill, he wants to finish his to-do list faster so he can go golfing.
  • Mary doesn’t want a dress, she wants to look thin at the party this Friday.
  • Alice doesn’t want an investment newsletter, she wants to find a great investment that will let her retire at 45.
  • Ted doesn’t want a recipe book, he wants new ways to impress his friends at dinner parties.
  • The young man in the photo doesn’t want a new compass, he wants to find his way out of the forest.

When you look at the products you’re selling, select your target list and carefully craft your message to sell solutions.

For example, at Dataman Group, we are not selling mailing lists. We are providing our customers with an opportunity to grow their business and increase their profits by helping them reach the right people at the right time. That’s my example of how we sell solutions not products!

 

Thank you to Melissa Thompson from Small Business Trends for some great insights!

 

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