How Does What You Do Benefit Those You Serve?
How are your customer’s lives or business improved by your product or service? The procedures, materials, formats and other features of your product or service are important to you. But those who need your product or service only care about what those features will do for them. Your job is to answer your customers question: What’s in it for me? (WIIFM). Clients want to know that what you provide will meet their needs; what they can count on from you; and what improvement or benefit to their life, job, or business will they get for the money they will spend.
What benefit does your product or service provide? Will it save your customers money, time, or effort? Can you make them compete better in their market? Can you make the buyer look good to his boss? Can you give them peace of mind?
Put yourself into your customer’s shoes, then if you talk, promote and advertise from that perspective, your potential customers will be more likely to take notice, become interested, and decide to buy.
To help you shift your thinking from seller to buyer, pretend you are buying the product or service from someone else. Do role playing with both you as the buyer and then as the seller. Talk to those who use your products or services, either from you or your competitor. Listen to them and find out their needs and concerns. How does your product or service meet those needs and concerns?
So this is the marketing shift #1.
Global Marketing Plus was started to help small businesses compete on the same level as large corporations but for a lot less expense.
April 20th, 2010 at 10:26 am
I would like to express my appreciation for your post. That’s really great to know that there are such people like you who do their job very well and with such enthusiasm.
February 10th, 2012 at 7:53 am
Wonderful web site. Lots of useful info here. I am sending it to some friends ans also sharing in delicious. And of course, thanks for your effort!