When you’re building a product (and a business), the biggest shift in thinking you need to make is this: people will never buy your product or service because . . .
- you worked hard on it,
- you passionately built a wonderful product/service,
- or because you demanded (or even politely asked) that your product/service be bought.
The only reason people will buy your product/service is if it solves a problem for them, or delivers a much higher value than its costs.
However, before you even get to selling, people will have to choose to try your product or explore its value—for which you need to first earn their attention.
With so many new product launches happening every day, understand that customer attention is priceless.
Once you have your customers’ attention, acknowledge that they have already paid you with their “attention time.”
Now it’s your chance to deliver back—by nurturing their attention, understanding their problems, working on probable solutions, and trying to give back in value the attention that your customer initially paid you with.
Once you have delivered enough value, it is easy to earn customer enthusiasm—which then soon converts into customer buying.
To review:
Get customer attention –> Pay them back in value –> Earn enthusiasm –> Sell