Lisa that's a great point. For the company, it honest comes down to understanding the customer. Being very intentional in thinking about how and why the customer would use this product. If a company can get in the mindset of thinking about the possible CHANGE that their product could make for a customer, then the benefits become much easier to spot. Thank you for making me think, Happy Friday!
Yes to all of this bro. I also wonder how often companies overlook the benefits of selling because they're too close to their product. Sometimes it takes stepping back and asking, What are people really buying from us? Peace of mind? Confidence? Time? Thank you for your article.
Thank you, sis! That’s a great point, so often we learn something then once we do, we forget the POV of the person who is new to the topic. Same applies to products. The executives and managers who know and understand their products may assume that everyone else sees it’s worth and value when most people do not. They forget what it was like for them before they were sold on the concept, they forget what it was about the product that did convince them it was worth supporting. Thanks for bringing up a great point, as always!
Sell the sizzle, not the steak.
Sometimes the benefits are so intangible or emotional, it can be hard to define them. What's your tip for that?
Lisa that's a great point. For the company, it honest comes down to understanding the customer. Being very intentional in thinking about how and why the customer would use this product. If a company can get in the mindset of thinking about the possible CHANGE that their product could make for a customer, then the benefits become much easier to spot. Thank you for making me think, Happy Friday!
That makes sense and resonates with me, Mack. Describe the change they can expect. Enjoy the weekend!
Yes to all of this bro. I also wonder how often companies overlook the benefits of selling because they're too close to their product. Sometimes it takes stepping back and asking, What are people really buying from us? Peace of mind? Confidence? Time? Thank you for your article.
Enjoy your Thursday!
Thank you, sis! That’s a great point, so often we learn something then once we do, we forget the POV of the person who is new to the topic. Same applies to products. The executives and managers who know and understand their products may assume that everyone else sees it’s worth and value when most people do not. They forget what it was like for them before they were sold on the concept, they forget what it was about the product that did convince them it was worth supporting. Thanks for bringing up a great point, as always!
Yes! It's that empathy gap. We forget how much we didn’t know before we knew and that gap can be the difference between connection and confusion.
Enjoy your Thursday evening :)