Why should people buy your product or your service?

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When you are trying to sell your product/service to someone, remember there is really only one reason that people buy something from you.  It is “You can solve a problem for them”.  I’ve broken this down even further into these 3 categories:

1. You can increase their bottom line.

2. You can make their life easier, better or safer.

3. You can make them “cool”, “hip”, or whatever.

Let’s take a look at each of these.  With my business, for example, I can help someone increase their bottom line by 1) helping them cut their taxes, 2) helping them cut their expenses, and 3) helping them increase their revenue.  You might be able to help a client cut their expenses by buying your product instead of a more expensive one.

With my business I can also make my client’s lives easier by taking on the burden of taxes, accounting and payroll.  Who starts a small business to be an accountant?  (Unless you’re me:)  You might have a product that makes a person’s life easier, better or safer.

The third category doesn’t apply much to my business but that is okay.  In order for me to get new clients I need to focus on making sure that potential clients understand that I can make their lives easier and increase their bottom line.  The third category could apply to things like clothing, jewelry, extravagant cars, extravagant gifts, etc.

Make sure you understand what your are selling and why so that you can show your customers the benefits.