I came across this chapter title in a sales support book for an internet marketing product a contact
of mine was showing me. They were doing the “soft-sell” on me, y’know, just showing me the product, no pressure and all that. The book came as part of the package and it was a really interesting read, if the product had been of interest to me, I would have been tempted just to get access to the book.
Anyway as part of the sales pitch the author talked about how so many businesses present a product/service with all the nice finishes, the nice package, but that it is nothing better than dog cr*p underneath all the fancy topping. I thoroughly loved the analogy and found myself reacting predictably to the descriptions in this particular chapter. That underneath all of that was something that was less than useless to the buyer, that in fact, it was insulting to even consider that they would fall for it. He suggested that our crap-o-meter goes on high alert and jumps from zero to red-alert when we are presented with such a “gift” or “opportunity”. That as soon as we are within smelling distance of the product/service idea our noses start to twitch as a thoroughly unpleasant reaction to the obvious crap wafting our way. I loved the analogy and found myself reacting predictably to the descriptions in this particular chapter.
In today’s market where there seem to be more sales pitches on all types of media there is a constant need to “up your game” and offer only products and services of value. So how do you know whether your product/service is going to set off a potential customer’s crap-o-meter or not? You really like it and can see how it can be beneficial, but will they?.
I’ve listed only five of the suggested ideas the author came up with for checking your product doesn’t fit into the above category. No doubt others will have really good suggestions to add to the list.
- If someone else suggested this to me would I be interested?
- Apart from friends and colleagues has anyone else shown a positive interest?
- How much added value am I bringing along with this, today, more than ever the consumer wants added value on top of a good product/service?
- Is there an after-sales support or is it a sell and run product/service?
- Is it properly priced?
For those of you who do like sugar-frosting-coated-topping my apologies if I have ruined a nice doughnut or cupcake.