Wednesday, April 20, 2011

Telling what you do.


Do you tell people what you do, or what you do better? Odds are, you are not the only one in your field. Other people sell the same thing. How do you sell yours?

I hear a lot of demos for a lot of products. Some good some not so good. Even really good demos sometimes miss the mark. They do a great job of telling the generic product and need, but not the specific.

If you have a headache, which product would you use? Aspirin, Acetaminophen, or Ibuprofen? Once you pick a product, which one do you choose? Tylenol, Bayer, Bufferin, Ecotrin, Advil, Motrin IB, or Nuprin? What form? Pill, capsule, gel-cap? So if you had to demo one of these products, how would you make it the product I would want to buy?

They all can help a headache, but why your product? What does your product do better than the rest, not the same as the rest?