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Selling the Solution for People’s Pain

Becoming known as a problem solver is HUGE in developing your business. Regardless of what you sell, from widgets to services, you need to be able to communicate how your product solves people’s pain. No matter how great your product/service is, if you can’t communicate what it will do for prospective clients you won’t be selling effectively. It isn’t just about features; it’s about what exactly your product/service will do for my business – now! People are constantly focusing on the ‘what’s in it for me’. Sure it’s great that your widget has so many features, but the first step needs to be the business benefits. If your product or service is going to save me time, increase my revenue, or benefit my clients from day 1 – you have my full attention! Grabbing people’s attention right away is critical. Once you have their attention you can then explain a few of the features that are valuable to them.

When you think about your elevator speech are you emphasizing what you do and the features, or are you offering to solve people’s problems? You may need to rework your speech and grab their attention first by addressing their pain. You have the solution, but you need their attention in order to explain your fantastic offering. Feel free to contact me for suggestions in reworking your speech or marketing materials!

Yours virtually,
Heather Nelson



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