“SELL THE PROBLEM YOU SOLVE,NOT THE PRODUCT” – STEVE HARRIS

Steve Harris, fondly called “Mr. Ruthless Execution” is a trusted authority in the fields of Life & Business Strategy.He recently dropped some major KEYS on his social media platform for business owners and Millennial  Entrepreneurs.Read…

“Don’t only sell what you have, sell what the market wants to buy!
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As entrepreneurs, we start off by having a bright idea, fuelled by passion and potential profit projections, we jump in only to find out:
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1. our idea wasn’t so bright after all
2. we start drowning and second guessing ourselves
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My point is, a lot of what we do is GUESS WORK
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And it doesn’t have to be.
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In this economy, people are still spending money… on what THEY CONSIDER URGENT & IMPORTANT TO THEM!
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That’s why I’m asking what VALUE you and your business adds to the customer.
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If you eliminate the guesswork and put some processed thought into it, ask yourself:
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How do I position what I sell as URGENT & IMPORTANT to the customer?
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Remember, don’t only sell what you have, sell what the market wants to buy!
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Your sale must provoke an EMOTIONAL CONNECTION to the customer!
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It must appeal to their sense of luxury (Rolex / Private Jet) , scarcity (Patek Phillippe time pieces), envy (makes others jealous of them) or status,
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Have you noticed that Chanel doesn’t sell bags, they sell LUXURY (that’s what their customers buy and they don’t advertise on Facebook, because their customers aren’t there)
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Is it possible that you’re advertising where your customers don’t hang out?
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The Burj Al Arab doesn’t sell accommodation, they sell EXCLUSIVITY, SCARCITY & ROYALTY for the DISCERNING customer.
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If I stayed at the Burj Al Arab, I’d probably freak out at their rates, but their ideal type of customer is concerned about things like “thread count”, “Egyptian linen” , “feathered pillows from Arabian geese” and all what not and for him, price is no object.
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Your product is valid…. when you sell what the customer wants to buy!
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Remember, money doesn’t disappear from circulation, it only moves from one place to another
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Its time to Find where your money is going and FOLLOW IT.”

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