SELL VALUE

You know you need to add value to your product, obviously. But how do you do that? In a nutshell, you need to find a way to make your product irresistible. Not in a cheesy way, but in a way that ensures your customer isn’t umming and ahhing over your price tag because they're convinced it'll add value to their business or lifestyle.

You need to really show your customers how much your product will help them achieve whatever their end goal may be. Think about selling an outcome and not a product.

A lot of companies will spend tons of time and money building their product well—then quickly throw a sales page together and expect customers to fall head over heels.

If only it were that easy.

You need to get emotional and think about what your customer’s deepest desires and fears are.

Write down ways, big or small, that your product can help your audience. And not just the obvious things either. Get down into the nitty-gritty.

• Does your product promise to help a business boost their productivity in the workplace?
• Does your product promise to take 5 minutes to learn how to use?
• Does your product promise to respond to customer questions within an hour?

Now, write down things that differentiate your product from your competitors. Everything. The way the product is produced. Where it’s sourced. How it was created. Anything that's interesting or different.

You can use these points to show your customer how they can be the best in their field, beat their competition, build their business... you get the idea. The key thing to remember is to aim for their heart—not their bank balance.