To Sell Your Products and Services, You Must (First) Market Your Problem-Solving Prowess

Clients are concerned with their problems. If you want them to buy your stuff, you need to solve their problems FIRST.

Photo by Kaleidico on Unsplash

Many clients and prospects are obsessed with their own problems. We are no different. We want to talk to people to sell our products and services. All is fair in life.

That is not the case for the customer-facing roles (such as marketing and sales).

I have key-performance metrics that align with company branding and revenue because I am in pre-sales. To be successful (meaning signing more deals, adding more corporate logos into the company’s banner) means I must put the client in front of me, before me.

And that can be problematic.

The problems manifest in many ways. Take, for instance, the following:

• Clients want to understand how you can help them in their daily work.
• Customers want to know why they need to listen to you.
• Prospects want to know how you can supercharge their revenue before the next round of investor funding.