Comments on: Stop selling what you do http://www.candocanbe.com/marketing-small-business/stop-selling-what-you-do/ Helping small businesses attract the right clients Mon, 06 Feb 2012 20:15:55 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: Karen Skidmore http://www.candocanbe.com/marketing-small-business/stop-selling-what-you-do/comment-page-1/#comment-1742 Karen Skidmore Fri, 09 Jul 2010 10:47:06 +0000 http://www.candocanbe.com/?p=1963#comment-1742 Thanks Gillian - certainly a theme worth considering. It could be a great topic one month for my new marketing club coming out this Autumn. Thanks Gillian – certainly a theme worth considering. It could be a great topic one month for my new marketing club coming out this Autumn.

]]> By: Gillian http://www.candocanbe.com/marketing-small-business/stop-selling-what-you-do/comment-page-1/#comment-1740 Gillian Thu, 08 Jul 2010 21:01:33 +0000 http://www.candocanbe.com/?p=1963#comment-1740 I think also being able to make the switch from giving people what they want rather than what your own experence tells you they need is possibly a function of personality and or work experience. If you are nurturing by nature, if you work in education then you tend to want to help people and so you seek to give them what they need whereas if you are more a sales type then you want to sell so you sell them what they want the heck with what they need. Karen I feel a need for a course on mindset issues such as these - you should put it on your to do list and offer it to people like me who struggle to make the switch in mindset. I think also being able to make the switch from giving people what they want rather than what your own experence tells you they need is possibly a function of personality and or work experience. If you are nurturing by nature, if you work in education then you tend to want to help people and so you seek to give them what they need whereas if you are more a sales type then you want to sell so you sell them what they want the heck with what they need. Karen I feel a need for a course on mindset issues such as these – you should put it on your to do list and offer it to people like me who struggle to make the switch in mindset.

]]> By: Karen Skidmore http://www.candocanbe.com/marketing-small-business/stop-selling-what-you-do/comment-page-1/#comment-1739 Karen Skidmore Thu, 08 Jul 2010 20:28:11 +0000 http://www.candocanbe.com/?p=1963#comment-1739 A common problem this need v want! And so many businesses just don't get it. Thanks for adding this important point A common problem this need v want! And so many businesses just don’t get it. Thanks for adding this important point

]]> By: Karen Skidmore http://www.candocanbe.com/marketing-small-business/stop-selling-what-you-do/comment-page-1/#comment-1738 Karen Skidmore Thu, 08 Jul 2010 20:26:29 +0000 http://www.candocanbe.com/?p=1963#comment-1738 Thanks for taking the time to add your thoughts Liz. Great points you've made. Thanks for taking the time to add your thoughts Liz. Great points you’ve made.

]]> By: Gillian http://www.candocanbe.com/marketing-small-business/stop-selling-what-you-do/comment-page-1/#comment-1735 Gillian Thu, 08 Jul 2010 09:56:10 +0000 http://www.candocanbe.com/?p=1963#comment-1735 as an extension to what you say Karen - the crucial word is WANT as opposed to need. I know from extensive experience that people need to evaluate their business ideas, do market studies, feasibility studies etc but if I offer those services - other than to corporate clients via my 'conventional' website - I know I will have zero clients. People do not WANT boring old time consuming market and feasibility studies they WANT a business that brings in money working from home as of now. Took me a while to move away from the 'I know what they need' to the mindset of 'offer what they WANT'. I actually offer the same things but present them in a way that ensures that the potential client gets what they WANT. as an extension to what you say Karen – the crucial word is WANT as opposed to need. I know from extensive experience that people need to evaluate their business ideas, do market studies, feasibility studies etc but if I offer those services – other than to corporate clients via my ‘conventional’ website – I know I will have zero clients. People do not WANT boring old time consuming market and feasibility studies they WANT a business that brings in money working from home as of now. Took me a while to move away from the ‘I know what they need’ to the mindset of ‘offer what they WANT’. I actually offer the same things but present them in a way that ensures that the potential client gets what they WANT.

]]> By: Liz Machtynger http://www.candocanbe.com/marketing-small-business/stop-selling-what-you-do/comment-page-1/#comment-1732 Liz Machtynger Thu, 08 Jul 2010 08:45:49 +0000 http://www.candocanbe.com/?p=1963#comment-1732 Great article. From my experience a lot of organisations do not really understand what customers buy. It is important to ask people "why did you buy from me?" but also "why didn't you buy from me?", to find out what you might have sold. Also to remember that speaking to a couple of people (usually the ones we like and who are like us) and assuming that customers are buying the same thing and trying to sell that may be a huge disadvantage to your business. Take care to understand some different reasons for different groups to be buying from you. One persons "end results" are another persons "starting results".. :) Thank you for the article Liz Great article. From my experience a lot of organisations do not really understand what customers buy. It is important to ask people “why did you buy from me?” but also “why didn’t you buy from me?”, to find out what you might have sold.
Also to remember that speaking to a couple of people (usually the ones we like and who are like us) and assuming that customers are buying the same thing and trying to sell that may be a huge disadvantage to your business. Take care to understand some different reasons for different groups to be buying from you.
One persons “end results” are another persons “starting results”.. :)

Thank you for the article
Liz

]]> By: Karen Skidmore http://www.candocanbe.com/marketing-small-business/stop-selling-what-you-do/comment-page-1/#comment-1730 Karen Skidmore Thu, 08 Jul 2010 07:56:57 +0000 http://www.candocanbe.com/?p=1963#comment-1730 Thanks Matt. Sell the memories and not the photos and you'll get a better price for your service too! Thanks Matt. Sell the memories and not the photos and you’ll get a better price for your service too!

]]> By: Matt Pereira http://www.candocanbe.com/marketing-small-business/stop-selling-what-you-do/comment-page-1/#comment-1729 Matt Pereira Thu, 08 Jul 2010 07:21:24 +0000 http://www.candocanbe.com/?p=1963#comment-1729 What a super interesting article, and very true too! I will try this approach at my next wedding fair. Thanks for this one :-) What a super interesting article, and very true too! I will try this approach at my next wedding fair. Thanks for this one :-)

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