Friday 19 June 2009

Sell the Sizzle, Not the Steak

It's an old fashioned sales line.

Focus on what excites people NOT the product, NOT the thing.

I love the smell of open air BBQs in the summer.

The smell and smoke makes me salivate and want to eat sausages!

What makes your prospects salivate?

It ain't your products, it's how it makes them feel.

Market that! Go on make them salivate!

Pass the ketchup.

1 comment:

Anonymous said...

It's an element that is mostly forgotten, how can you get your customer to react appropriately to your product? In other words, how to do action that reaction? Step into your customer's shoes (especially if you are selling shoes), and really get to understand exactly what's going on inside their heads (or feet), and the only way to find out is to ask questions. Lots and lots of questions - and then react to them!