You have a product or service that does something. What I want to know is can you get me there? Can you get me where I need to go?
So often, as entrepreneurs we feel compelled to sell ourselves to you. Trying to pump you up with all our credentials, process overviews and oh yea, a list of the things we do. But do you want to know what consumers really want to know?
Consumers want to know if you can get them to salvation; to the benefit; to relief. Can you solve the problem? Here are 3 mistakes that you want to stop making:
- Stop expecting consumers to believe your list of credentials as the reason to choose you. Lots of people list credentials some real, some manufactured. What they really want to hear are testimonials from the customers who love you.
- Stop hoping that through digital osmosis, customers are going to understand the benefits of working with you. Consumers today are not taking much time to discern or decipher sales messages. So you must go straight for identifying the problems your product/service addresses and then benefits of solving that problem with your company.
- Stop trying to sell based on your process. You can share your sequence once they’ve said “yes.” Otherwise you’re likely to lose their focus and attention. See reason #2 above.
You have the power to create dramatic change right away. Show them that you can get them there.
By: Karyn Pettigrew
"Award winning small business expert and CEO of BeyondBlindSpots.com Karyn Pettigrew shows entrepreneurs how to stand out in the market so they struggle less, earn more and enjoy life."
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