The Reason Nobody’s Buying What You’re Selling

That’s right; I don’t really want what you’re selling. Most consumers don’t either. If people aren’t buying what you’re selling, or they’re not buying enough of it, stop and think for a minute what are you truly selling them?

If you think you are selling them your products and services you’re wrong. Consumers don’t want your “stuff and things”.

What we want to be sold, and what we’ll buy more of, are experiences and benefits.

We’re buying from people selling us experiences and benefits – regardless of what the product or service is.

We have no interest in your virtual assistants who can send email for us. We want more efficiency and more productive use of our time.

Forget selling us basketball shoes that have great ankle support. We want shoes that give us the chance to jump higher and be one step closer to Michael Jordan.

We don’t need the huge flat screen TV – sell us the envy of all our friends instead.

You are selling me tax preparation services – sell me on piece of mind that it’s getting done right.

Our wives don’t want a massage because deep tissue muscle stimulation is good for them – they need it because they work hard and deserve the pampering damnit!

Enough with the new 7 new flavors of mango sorbet you’re pushing – Put our imaginations on a tropical island for a minute and we’re sold.

You get the picture.

You aren’t selling us services. You are relieving us of the hassle of doing something ourselves and screwing it up.

Don’t tell me what your product does. Tell me what it does for me, and why I should care.

Quit selling stuff and things — start selling experiences and benefits.

If you enjoyed this post, please consider leaving a comment or subscribing to the feed to have future posts delivered to you