So how about the first technique?

[rifat28dddd]

Want to sell someone a band-aid? ‘Cut’ them first
by David Priemer
If you want to sell a band-aid, there are two main ways to go about it:

Look for people with cuts, and sell them a band-aid
Look for people who are afraid they might get cut, and sell them a band-aid.
Which approach do you think is most pervasive?

Selling Vitamins
Well, the second sounds like a pretty sensible uae telegram data option. After all, it has a larger addressable market since there are more people who may need a band-aid in the future than those who actually need one now. And if they do get cut, they’ll need one. This approach is often referred to as the vitamin sell because it’s focused on a preventative solution. Circumventing a problem that has yet to materialize. From gym memberships to smoke detectors to car insurance, we see many examples of this approach in the buying sphere. The main issue with it is that buyers may not be sufficiently moved to purchase because they don’t appreciate the magnitude of the problem until they actually have it.


Selling Painkillers
Selling band-aids to people who are already cut is more efficient and pragmatic. With a clear and present pain, buyers are much more motivated to purchase. This is often referred to as painkiller selling because it addresses an acknowledged pain the buyer is experiencing now. It’s not surprising that in the United States, revenue from pharmaceutical drugs dwarfs that of vitamins by a factor of 10-20X! With such compelling statistics, you’d think that most sellers would bias towards the painkiller approach. While that may very well be the intention, vitamin messaging is unintentionally much more pervasive than you think for one key reason: most buyers don’t realize they’re bleeding and most sellers do a poor job of highlighting that they are!

Don’t believe me? Try this little sales science experiment. Pick a random technology company (check out Deloitte’s Fast 500 list for examples). Go to that company’s website. Now in 60 seconds or less see if you can figure out the business problem they solve. Not what they do (although that may be hard enough!), but the quantifiable business pain they solve. I’ll wait. [Girl from Ipanema music paying…] You back? Great. How did you do? I’m guessing, not very well.