Evaluate Product Positioning
September 12th, 2009 ~ Posted in: Boulder Bashing, Business DevelopmentBuilding trust and confidence, whether with your business or with your products/services, is about painting a picture of how you benefit the client and having passion for what you are doing. By answering certain questions about your products and/or services, you become clear about how to paint the right picture. Consider the following:
- What do you sell? What service do you provide?
- Who is most likely to buy it?
- How does it benefit my clients?
- How does each product/service benefit my company?
- Why am I excited to sell each product/service?
For example, if you’re an accountant providing monthly bookkeeping services for your clients, your story might go something like this:
“I give busy mechanics extra time with their families by providing bookkeeping services. My dad owned an auto-repair shop when I was growing up and I used to watch my mom stay up late at night struggling over balancing his books. By trusting me with this work, my clients say they spend 4-5 more hours each week with their families and worry less. We all try so hard to find more family time and it makes me feel good to know I’m able to provide it to even a few.”
How powerful is that! Is hiring a bookkeeper suddenly at the top of your to-do list? Connecting with your prospects on an emotional level is essential to long-term commitment. If you run this theme through every product or service your company offers, the all-important cross-sell becomes so much easier.
Evaluate your products and services and tie them in to your Powerful Positioning for your company. If a product doesn’t fit into how you make meaning with your company, LET IT GO. You’ll be happier and more profitable for it.
Very good post. Thanks for sharing.