What Sells and What Repels in Business

Recently I have been thinking about what sells and what repels in the business world.

In the last two Saturday mornings my family and I have soaked up the beauty of the Gold Coast in the winter at a local farmers market, complete with sunshine, good food and some great music. On the Saturday just gone we wondered around munching on freshly picked strawberries, slurping our smoothies and were drawn to a stall that sold muesli, of all things. We tasted it and were impressed. And then something ‘sold’ me. 

I skimmed through the ingredients and smiled warmly when I came across the last ingredient, ‘love’. It seemed that I was about to purchase more than just muesli. When I ‘buy’ it is a decision made so much easier when I purchase someone’s passion, someone’s expertise, I am compelled to experience something that has been made with love.  

The same is true in the service industry, when often you are selling the intangible.  

When you think about your products and services what do you put in that expresses your passion, your expertise, your purpose, your ‘love’? 

When selling the intangible consider the following: 

1. Find a way to make the intangible tangible - write personal notes to clients, give away books relevant to your topic area or to what your client is interested in, package up your materials.
2. Wear your heart on your ‘business sleeve’ - using your website, Facebook page, twitter, marketing materials. Express your passion, ‘why’ you're in business, declare the ingredients you put in your ‘products’
3. Don’t underestimate value - the muesli cost us 3x the price of store bought ‘equivalent’. But it is soooo much better it cannot be measured. We, and plenty of others, were happy to pay a premium because of the value.

As Seth Godin says, the race to the bottom (price, service and connection) isn’t the end game. The race to the top is. The best way to get to the top? Try a little more love in your ingredients.

Loving connecting with you again,  

 

Warm wishes, 
Darren & Alison

Invite your friends and colleagues to sign up to our newsletter

Are we friends yet? Find us on Facebook. 

Have you checked out www.darrenhill.com.au?  Check it out and leave your lasting impression.

---------------------------------

The PLUG: Dealing with the Tough Stuff Program General Sessions

After the amazing success of our Dealing With the Tough Stuff Exclusive Showcase, three general sessions will be presented between Brisbane and the Gold Coast.  Want to know why you don't want to miss them?  Check out our Rave Reviews!

Brisbane
Thursday 28 July 2011
Time: 9:00am to 4:30pm
Location: John Wiley and Sons. 42 McDougall St, Milton. Qld.  4064.

Gold Coast
Thursday 25 August 2011
Time: 9:00am to 4:30pm
Location: Australian Institute of Management (AIM) Gold CoastParking available off Waterfront Place, Robina.  4226.

Having trouble delivering results from critical conversations?

'Dealing with the Tough Stuff' gives you, your management or organisation practical tools to deal with the really tough conversations within your workplace.

Many managers struggle with the process of dealing with tough conversations and in many cases actually avoid them completely.  This strategy of avoidance reinforces undesired behaviours and may precipitate further problems.

One of the biggest responsibilities with a leadership position is the importance of addressing and dealing with staff issues.  At times this requires you to 'step up to the plate' and ultimately deal with the tough stuff.

Visit www.toughstuffprogram.com for more information on Dealing with the Tough Stuff.

To register your interest  for a Dealing with the Tough Stuff program either on the Gold Coast or in Brisbane on please contact Matt on 0418 577 277 or matt@pragmaticthinking.com. 

THE GIFT: Darren Hill on Reputation

This weeks gift is a vidcast from Darren talking about 3 ways to build a strong reputation.  Check it out and tell us your thoughts below!