There’s an old cliche in selling that says “The customer isn’t buying a drill, he’s buying a hole in the wall.” Or, to take it even one step further, “He’s wanting to hang a painting.” Or even…….he’s wanting to make his living room more beautiful.
It’s so easy to get stuck in our definition of what we sell. Think more about what your customer is really buying. What problem are you solving?
We are currently reevaluating our web site and everything we do through this lens of “What is our customer really buying? What problem are we solving?”