A few posts back I suggested that people buy solutions not features. They have seen all the fancy options that you offer at a dozen other places. It is all information overload. In the end, what your potential customer needs is the answer to ‘Why’ they should choose you.
It is easy to get stuck in a rut when you are looking at all the pieces that you have to offer. Think of a car. As an automobile manufacturer you could look all day at every individual piece and share with everyone how wonderfully strong or lasting that particular piece is. But, it is just one piece. Without the rest of the car that piece is worthless.
The question becomes, How can all of these pieces help someone or solve someone’s problem?
One of the hardest things for a sales person to do is think from the customer’s perspective. Some of the best sales people in a field are the ones who used to buy the same stuff! They know what the customer is looking for. They know what would be a nice ‘bonus’.
Take 5 minutes and pretend you are your customer. Go to your competition’s website and write down what they are doing well and what you wish they would do. Remember, you are doing this from a customer’s perspective. Not as a competitor.
1. Be the customer
2. Go to your competitor’s websites and write down 5 reasons why you would not sign up with them.
3. Go to your competitor’s websites and write down 5 reasons you would sign up with them.
4. Review your business and see how you can meld these into the ultimate solution for a potential client.