Pushing the pitch too far — The Daily PPILL #197

Pushing the pitch too far — The Daily PPILL #197

Selling customer outcomes instead of just features is a better way to connect with their needs. It will always be a better way to sell the value of a product or a service.

But as automobile commercials like to say, “your mileage may vary”, and you can share all you want the outcomes that other similar customers have experienced, but for every new customer, their outcomes can depend on a wide range of factors.

Because of this, there is an element of subjectivity in selling customer outcomes, and pushing them too far may create unreasonable expectations, making a customer that would have been just ok, unsatisfied.

If you have to push your pitch, know where the line is.

As published on The ChannelMeister