Sell What Your Prospects Are Buying

You have to be selling what a prospect is buying.

You want to know what most prospects are buying … their problems solved.

I can’t stress this enough but if you’ve been in business for any amount of time then you’re well aware that: nobody wants what you sell.

They just want their problem solved. Which means they see you and your services as the way to solve those problems.

So the question is, what problem are you solving?

A lot of times it’s not the core service that you provide.

For example, we work with a local tree service in the Louisiana area and they feel like their competitive advantage is that they own a 300-pound piece of equipment. They invested a lot of money into purchasing it.

There are people coming from the outside, big national chains coming into the city, and so they felt like their advantage is that they are that tree service business that can handle specific jobs with this equipment.

Well, when we looked at all of their client reviews and spoke with some of their clients, we kept hearing over and over again that what their clients loved is that they don’t leave tread or wheel marks in the yard and they clean up the job site when they are done.

I know that sounds kind of simple and basic, but that’s the problem that their clients were having.