2-minute read
In today’s economy, selling value is more important than just listing features. Your sales message should focus on a simple, clear idea that explains what you offer and why it matters. If your message gets too long, it can lose its impact.
From Concept to Sales Ideas
Once you have your concept, the next step is to come up with sales ideas that really appeal to customers. Creative techniques can make this easier.
- Vertical techniques use a structured, logical approach. For example, SWOT helps you find strengths and weaknesses, leading to messages like ‘We save you hours every week.’ SCAMPER lets you mix or change features, which can inspire ideas like a ‘speed guarantee’ or a ‘subscription model.’
- Lateral techniques help you think in new ways. For example, reverse thinking asks you to imagine what would push customers away. The answers can show you problems to fix or even turn into selling points. Using analogies can also make your ideas clearer, like calling your product’s reliability a bank vault for data.
Evaluate, Select, Refine
Not every idea will work. Evaluate using four tests:
- Customer appeal
- Differentiation,
- Feasibility,
- Profitability.
After you review your ideas, pick the one with the most promise. Test it with real customers and keep improving it until it clearly shows the value you offer. This way, you turn your concept into a sales strategy that really connects and stands out.
Conclusion
This approach gives you a big advantage: you stop competing on price and start standing out by selling real value. Clear ideas and tested messages help you stand out and succeed, even in tough markets.
Don’t just list your products. Start with a clear idea, create offers your customers will love, and share messages that make you different. That’s how you go from just competing to leading your market.
Cheers, Jim Zitek
I turn complex product problems into creative success
with a competitive advantage.
You can find more information about this topic on my website blog.
