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Is it what your customers are buying?
Too often the focus is on the product or service. How much will we charge? How can we package it? Let’s have a sale! But let’s change the perspective, because people aren’t buying your product or service. They are buying what they get from that service.
For example, what does a pet rescue animal shelter sell? Cats, dogs? What are animal shelter customers buying? Cats, dogs? Nope. They are buying things like companionship, a new member of the family, or personal satisfaction that they are saving a life.
Now, consider your own business. What are customers buying? They are buying a feeling, an experience, status, comfort, safety, etc. They are buying what they get from your product, not the product itself. And that’s what you should be selling. It’s time to re-position how you promote yourself.
So what are your customers buying? How would you change how you sell your product?
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