When your product and your client go out on a date
Have you ever wondered how the connection between your product and your potential client happens?
When I started my business, marketing and sales felt quite foreign to me. To make matters worse, the sales methodology many followed, did not sit well with me at all, so I really felt lost.
I decided to become curious and very open to new ideas. I watched what others in the online space were doing and saying. I did my research. I’m slowly edging towards an understanding about how this magical dance between our product or service and our potential client plays out.
If you think about it, sales and marketing is a courtship.
… and so I wondered
- What would it look like if our product or service went out on a date with our potential client?
- How would our date lead to a commitment so our potential customer becomes a buying client?
It all starts with our product making itself known to our client in an easy-going, non-threatening way.
Imagine our product saying: Hi, how are you? How can I help you?
… and then start listening!
What is our date saying? What is really going on for her?
Let’s assume out potential client is a woman? Would we immediately come up with an ‘I’ll-fix-this-for-you’ solution?
If you are a woman, you know that’s not how we are wired.
No, we would dialog with her about what’s going on for her and gently take the conversation towards a place where she starts to see how our product can lighten the load, offer her a sense of hope and be THE solution?
We would paint the dream where both our potential client and our service offering become a match made in heaven.
Our date is not only into feelings, she is smart and intuitive.
She will have questions on what exactly we are offering and why our product is the real deal!
- Does our service or product express competency?
- How has it demonstrated results for others?
- Do we address her objectives without hesitation?
Developing trust takes time.
Ultimately, feeling safe and forming the belief that our product is the answer to her desires leads to the successful sale.
It’s a journey; and as product creators we need to create the space for it.
Applying the ‘going out on a date’ scenario to marketing and sales has lead me to adapt a version of the Value Proposition Canvas which describes how our product magnetizes our ideal clients. For the first time the question, how our products create value just clicked for me and the puzzle pieces fell into place.
If you have not heard of the the Value Proposition Canvas before; it is based on the work by Alex Osterwalder of Strategyzer.com, Seth Godin, Steve Blank, Peter J Thomson and others.
Masterclass on preparing your Value Proposition
In this Masterclass I’ll show you:
- How your client thinks and feels about your product (you’ll want to take notes as it helps with writing your Sales and Marketing copy!)
- The BIG secret behind why most people get the messaging wrong (You may think it’s just about “clarity”. It’s not. There’s another BIG reason why …).
- How to explain your product to your ideal client (the secret? yes, it helps increase sales, but it also does this ONE thing).