Wednesday, December 24, 2008

The Big Question

You're trying to sell something to an entrepreneur. What's top of mind for him or her?

Himself or herself, of course. (No points for getting that one right.)

I was reminded of this when talking to a Western Canada business owner this week. "What can you do for me?" was his first question. "What else can you do for me?" was his second question. And his third.

This show the importance of the old adage, "Don't sell features, sell benefits." All your target market cares about is, "What can you do for me NOW?"

1 comment:

Dat said...

You are right. Every time we lose sight of that basic human need to worry about oneself first, then we become ineffective and are not working in the real world.