PMA Added.. Personally I prefer not to sell but offer..
“Success lies just one inch beyond your perceived limits. Every day you have a choice whether or not to take that inch and transform success from uncertainty to inevitability.” – Akshay Nanavati
Selling to people who haven’t bought yet
The portion of the population that haven’t bought from you or your competition yet is not waiting for a better mousetrap.
They’re not busy considering a, b and c and then waiting for d.
No, they’re not in the market. They don’t believe that they have a problem that’s worth the time and money they think it’s going to take to solve it.
As a result, smart marketers don’t market to this audience by saying, "hey, ours is better than theirs!"
If this group thought that they had a solvable problem, the would have solved it already.
No, they won’t respond to a better-than-them pitch. Instead, they’re much more likely to respond to a new statement of their problem and a new statement of the solution. Don’t ask them to announce that they were wrong when they decided that they didn’t need a tablet, a survival kit or an anti-impotence drug. Instead, make it easy for them to make a new decision based on new information.
The easiest and the best
The easiest customers to get are almost never the best ones.
If you’re considering word of mouth, stability and lifetime value, it’s almost always true that the easier it is to get someone’s attention, the less it’s worth.
If you think that’s what we want, why don’t you give it to us?
The sign in front of the breakfast bar at the hotel says, "from garden to table."
Really? Virtually every item I see has been processed four times, steamed, stored and steamed again.
Marketing pitches are finely tuned to resonate with the audience in mind. Too often, though, the marketer is only in charge of the pitch, and someone else in the organization has to make the thing.
So the marketer brags about how tasty the food on the airplane is, or how reliable the cell phone service is or how magically transporting the aromatherapy of the soap is–and then someone else, someone under different pressures and constraints–has to deliver. And they rarely do.
They rarely do because the paying customer isn’t their customer. Their customer is the quality control department, the accounting department and the "don’t-rock-the-boat" department.
Marketers need to spend less time making promises and more time keeping them.
The future of our economy lies with the impatient. The linchpins and the artists and the scientists who will refuse to wait to be hired and will take things into their own hands, building their own value, producing outputs others will gladly pay for. Seth Godin
Your Vision of the future, lies from within
The greatest freedom is to be responsible. -Lazaris