Could Two Questions Determine If Your Successful Or Not

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Could How Much Money You Make Be Determined By Two Questions?

I've worked with tech companies, chiropractors, dentists, coaches, consultants, and more. I can immediately tell if they're making money or not by two simple questions. And it's these two questions that become my entire marketing and sales department.

What Do You Sell?
Who Do You Sell To?

Every solitary struggling business I've met has been unable to answer these two questions. What do you sell? Who do you sell to? That doesn't mean they look at me and don't have an answer. It means that they have gotten caught up in the rhetoric of what it means to do what they want to do, and have divorced themselves from their customers and their market.

Such as the tech company I worked with, explaining their business as, "We revolutionize the technology, bringing enterprise level computing to small businesses at small business prices." They thought this was great and explained everything. What did they sell, a new server system run on an OS written on Freebsd pretty much bringing Mac Speed and Security to a PC, and backed up with custom written freeware meant to meet any businesses goals. And yet that's still not what they were selling. They had wrapped themselves up in the product and the idea, that they missed out on the big thing. The system and the result.

When I asked who they'd sell to, they said Start-ups, but after three meetings with start-ups, they realized that people needed 5 work stations minimum to be effectively worth it, and needed a full knowledge of their growth.

Each part of the way, their lack of understanding of the two questions, What Do You Sell (In this case, a Faster, More Secure, and Reasonable Server System For Small businesses to make them more effective, for 10,000 dollar installation, and 500 monthly) and Who Do you Sell To? Stopped them from creating a sales process or speak to an audience.

Again and again, any business that wasn't making money couldn't answer these two questions. So the question becomes. Can You?

Do you know what you really sell? Without the charade, the bolstering, or the feel good end results. What is it you actually sell that will create a specific end result? And if you know this, does your marketing clearly and efficiently show this?

Do you know who you're selling to? Who is your ideal market? What people can buy your services and what people would want to buy your services? Knowing what you're selling is the most important thing in the world. But if you don't know who you're selling to it means you can have a great computer that you're selling to the Amish. And no matter how great it is, it won't sell.

Not having the answers to these two questions doesn't mean that you won't succeed, it means that you need to find these answers, and get clear on them.

So, I guess it's time to ask.

What do you sell?
Who do you sell it too?
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