Small Biz Marketing: A solution, not a product

Tim Miles asks “What is it that you’re trying to make happen?” I have noticed this theme in many different scenarios, business and personal.

Humans seem to have a difficult time getting REALLY specific about what they want. And business owners have a hard time getting past “I want to make money” or “People need to buy my product.”

It goes back to the principle of “you’re not selling a drill; you’re selling a hole in the wall.” A solution, not a product. A result, not a sale.

This is where all of your marketing should begin.

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About Robert B. Wallis - Marketing Outsider

Robert B. Wallis is The Marketing Outsider ™, a speaker and consultant who helps business owners increase sales by looking at their business through the eyes of their customers. He is the author of "Seven Ways to Run Your Business (Into the Ground)," which is available from his website, www.thewallisgroup.com. Reach Robert at outsider@thewallisgroup.com
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