Why people buy...
As a business person, it is important for you to understand that only 35% of the reason people buy the products or services you offer, is because of the actual product or service itself.
The other 65% of the reason they buy, is because of what you can do or provide for your client beyond the product or service, and what that product or service does for your customer.
In other words, if you are trying to sell your clients and prospects products and services, you are wasting your time. They are only 35% interested in products and services.
Don’t Compete on Price!
But they are 65% interested in the benefits of having you involved.
You see, chances are good that your clients and prospects can buy the same product or service (or at least comparable ones) from any one of several of your competitors.
And with that product or service, your competitor may offer some additional advantages, as well.
They may have a lower price, a better quality product, some added bonuses or extra services, a location that’s more convenient, or a payment plan that fits their budget better.
In today’s tough, competitive market, it’s difficult to compete on price or product. You may be able to command an advantage for a particular period of time because you have a lower price than your competitors, but you and I both know that it will be short-lived.
The truth is, you will never be able to maintain a competitive position in the marketplace – long-term for any length of time because of the prices you charge or the products you provide.
It’ll just be a matter of time before either one of your competitors lowers their prices or duplicates (or even betters) your product, or you raise your prices because you no longer have the necessary margins to justify your prices.
They Want You!
But there’s one thing your clients can’t get from any of your competitors. And that’s YOU, and your empathy, the problem-solving expertise and the knowledge, education, and commitment to service that you bring to their particular and unique situation. As Usual, that’s how it looks from The Passionate Plan Perspective!!
Do you want to have that edge and find out AND be able to articulate your Unique Value? Contact me and get the Passionate Plan edge!
Me a culpa! I was sitting in a business meeting and the facilitator had to step out. We all pulled out our phones, including me, even though I did not have one urgent thing to attend to! I am embarrassed to say, I pretended, so I could look busy. Because busy people are (finish the sentence)….important. Aren’t they? I heard it when one of my treasured clients said she did not want to “bother” me because I was “such a busy woman.”
What she did not realize was that I was “busy” spinning all my plates in the air. That I had caught the national disease of addiction to adrenaline and forgotten how to “learn to be still.”
“Addicted? Isn’t that a strong word?” After all, we are not stealing because of being busy! In fact, we need to be doing all this stuff to survive, stay fit, make money and so on. No, we are Virtuously busy! Oy ve!
Can you imagine the look on someone’s face as you answer their “How are you?” question with: Peaceful thank you. I have been going for long evening walks, meditating and doing contemplative writing, reconnecting with friends and family, eating slow cooked meals and so on. Instead, we help make each other feel good about being in the cult by answering: “So busy!”
Here is a Definition of Addiction
“Doing the same destructive thing over and over, expecting different results.” Some people also use it to define insanity. I sold my home in a big city to move out to a small town to go cold turkey from adrenaline. Twelve years later, here I am again, trying to grow a full business and love a family. Why would I hop back on the maze? As with any addiction, there is always a reward (or else we would not keep doing it) and, a price to pay.
Self importance, we get to belong to the big fat adrenalized meet up that is society, we get to avoid what may bubble up from that “still small inner voice,” and we get to keep the status quo. We don’t have to change anything.
A realization that we are not that important in our little worlds of wash, rinse and repeat. We are so “busy” that we miss our lives. We have forgotten how to breath. (Notice how you hold your breath as you address your sea of emails.) How to be present. How to create. How to really deeply listen. To know what really makes a difference. Our relationships suffer. Our bodies suffer. Sometimes life will slow us down with some ‘warning’ accident or illness. Someone close to us dies and we realize again that “Life is precious”..too precious to be spent “busily” spinning plates supped up on the latest addictive drug, adrenaline.
How are you paying the price in your life for your big or small addiction to adrenaline? Contact me at to find out how to step back, re-evaluate or discover your business and personal passions, and live a life of deeper purpose and meaning.
I love what I do! Facilitating workshops, retreats, speaking, working with people and organizations to help them live lives of passion and engage in meaningful work makes me want to sing and dance.
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