Sell not the properties, but the benefits of your product.
“People buy things not for the sake of the things themselves, but for the sake of what these things give them.” Dan Kennedy.
Many people know an example from Kotler’s marketing “bible” about holes and drills. When people buy a drill, they don’t need the drill itself. They need holes in the wall. The result, not the tool itself.
Remember once were slide rules and scores? With the advent of calculators, they disappeared from the market. It turned out that people do not need a slide rule or score. They need the ability to quickly calculate. Continue reading
1) Customer Reviews
The most banal thing – the availability of reviews from existing customers. If we are talking about an online store, then it may be reviews that will be added by registered users. In the case of b2b – this may be feedback from representatives of companies with whom you worked. Not all visitors trust reviews, but there is a certain category for which such reviews serve as a serious guideline when deciding in favor of a separate site and a specific product.
2) Certificates Continue reading
How to ensure your company a stunning success and popularity without spending a penny on advertising? How to make customers tell all your friends, acquaintances and even passersby about you? And only good! In fact, this is not difficult. You just need to start the word-of-mouth marketing mechanism.
How to do this, in full detail and with vivid examples, was written by Andy Sernowitz, in his acclaimed bestseller “Sarafan Marketing. How smart companies make people talk about themselves. ” Continue reading
It often happens that a person becomes in front of a certain stone, as in a good Russian fairy tale about the hero Ilusha Muromts. But in the modern performance, he does not offer us to go in different directions and lose something. Now the question is different: where to go in order to purchase?
A lot of people stood in front of this stone and made their choice. Either go to work for the uncle and try on the barge hauleter strap, or build your barge in perspective that others will drag it. Continue reading
1. “High Resolution”
Here we are talking about your “resolution” in this niche, that is, about your level of understanding, your experience, knowledge. For example, if you enjoy your entire adult life on paragliding, parachuting and other air-extreme things, then it is clear that your permission in this area is great, simply speaking, you are “in the subject”. Accordingly, it will be much easier for you to open an online store of paragliders, rather than an online store of dry mixes for baking.
2. “the suffering crowd” Continue reading