I sell services, what the $%# should I sell (Part 4-- reducing risk)(mimiran.com)
mimiran.com
I sell services, what the $%# should I sell (Part 4-- reducing risk)
http://www.mimiran.com/proposals/i-sell-services-how-the-should-i-sell-part-4-reducing-risk/
1 comments
True-- customers often don't know what they want. This can be frustrating when you are trying to sell them something, but think of a time you had to buy something when you didn't have expertise.
I often think about the time my wife and I did some landscaping. The vendors had to deal with 2 stakeholders who didn't know what they wanted, and didn't have the exact same priorities or budgets. The vendor had to help step us through the decision making process, presenting us with options and trade offs. In many cases, customers aren't ready to implement the whole vision, but may just want to do a phase or 2.
An even more extreme example is the doctor-- they have to deal with situations where there are big consequences for the patient, but the patient has little knowledge. The doctor has other lock-in benefits that most professionals lack, but the basic process is the same.
I often think about the time my wife and I did some landscaping. The vendors had to deal with 2 stakeholders who didn't know what they wanted, and didn't have the exact same priorities or budgets. The vendor had to help step us through the decision making process, presenting us with options and trade offs. In many cases, customers aren't ready to implement the whole vision, but may just want to do a phase or 2.
An even more extreme example is the doctor-- they have to deal with situations where there are big consequences for the patient, but the patient has little knowledge. The doctor has other lock-in benefits that most professionals lack, but the basic process is the same.
I like the ideas behind this blog series. I need to revisit continually as I put together proposals. Thanks!