Your customers don’t care one bit about how great you think your product is.
I’ve been in several situations lately where people are trying to sell me a product or service by explaining how super-terrific certain features of their product are and how their implementation of that particular feature is superior to the way their competitor implements it. It’s nice that those guys are so passionate about their product. I might even have an intellectual curiosity about what they are telling me in a few cases. But mostly, I just don’t really care.
So what do your customers care about?
Well, mostly they care about the effect that your product will create for them. I heard someone explain it this way recently. If someone is shopping for a drill, it’s not because they want a drill. It’s because they need holes.
The next time you find yourself making a sales pitch to someone, take a minute to listen and ask some questions first. Figure out what effect they are trying to create or what need they are trying to fulfill. Then explain what you can do to create the desired effect. I guarantee you’ll get a better response.
What other mistakes do you see people make during a sales pitch?
photo credit, Cayusa
