No matter how many shiny, cool features and benefits you cram into your marketing messages, brochures and presentations, you better find ways to help the prospect get what they really want. And, no matter if you sell heating and cooling services, legal services, hand painted greeting cards, or consulting, at the end of the day, your customers all buy some variation of the same five things.
So you better make sure you show them how you and your products and solutions are going to:
1) Make them more money
2) Save them more time
3) Allow them to avoid the frustration of doing stuff they don’t like (like wasting time and money)
4) Help them save or not lose money today and in future
5) Help them feel better about themselves
Copy these five points and refer to them often as you develop your marketing and sales pitches.
Now, you can focus all of your energy around selling one of these points or you can come up with ways to mix and match. Some lead to getting another, for example people want more of #1 to get them more of #5. Understand though that just because you tell a prospect they will save money or look and feel better doesn’t mean they will buy – they’ve also got to believe your solution will work for them and sometimes the hurdle is they don’t trust themselves – in fact, this is often the most frustrating “no” for a salesperson.
I know this can seem like an awfully simple and somewhat cynical approach to marketing, but I’m not suggesting you understand this concept so that you can paint your products and services in ways they are not, and I don’t really even mean that you should change your core marketing messages to address one of these five points.
What I am saying is that at some point this is how a decision about you, your products and solutions will be made, so you must answer one or all of these questions along the path to yes.
Image credit: Tanel Teemusk
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