This may sound a little strange; you’re probably thinking, “but wait, I signed up to sell these products”or “hold up, I made these products, what else do I do with them?”
First of all, let me remind you…
Not everyone is a prospect!
No matter what anyone tells you, you shouldn’t be selling your products, and you certainly shouldn’t be promoting them to just anyone.
Not even your ideal client wants to buy your products really…
What you should be selling is these three things:
You have to remember that customers, even ideal customers, don’t buy features (your products are features), they buy solutions.
So, let’s put this into context with a couple of examples:
- Customers don’t buy a desk fan, they buy relief from a warm office and comfort during hot weather. The desk fan is a feature, the relief and comfort are solutions.
- Customers don’t buy a recliner chair, they buy comfort whilst watching TV and having an afternoon nap, a quality experience. The recliner chair is a feature, the comfort and quality experience are solutions.
Bear this in mind when you are promoting your products and services… or your benefits and solutions!
As much as possible, try your products yourself and learn the benefits and solutions they have to offer first hand, it really does make all the difference.