Here is a Spring exercise that you don’t have to put on sneakers to do, hooray!

Let’s ask the question:

What are you really selling? 

I think sometimes people may overlook this fundamental part of their business. When I work with clients, I enjoy trying to get them to push past themselves and their preconceived notions of what they think the “should” be offering.  Sometimes we can fall into the trap of offering our genius in the easiest form, sometimes we even get a tad lazy because we may not want to really think about WHY someone is making a purchase from us.

We forget that consumers have more options now than they have ever had before. It pays to shift your framework on your offerings and put yourself in your customers emotional shoes. It may be just the difference of why someone would choose what you offer over someone else.

Your services as well as your good need this exercise…so no skipping out.

 Example:

Take the tulips above. Why would you buy them?

Maybe you chose them because they remind you of  a set of your grandmother’s dishes.

Maybe you bought them because they represented Spring and warmth even though it is still quite chilly outside.

Perhaps going into the florist and picking out something that will only last a week symbolizes a bit of decadence for you during a hard week.

You may have picked them up as an inspirational jumping off point to create something new.

Gabriella Buckingham greeting card.

 Carrie Underwood’s lovely tulip dress.

Now apply the emotional response that someone may have to your own offerings or services?

 Ask yourself these questions:

Are you selling assurance? Do you clients know that they are getting your absolute best work that will always be on time?

Innovation? Do people think what you offer is coming from an innovative and uncommon mind?

Prestige? If your name or brand is attached to a project, will that alone add value?

Maybe it is knowledge, someone might be buying a bit of your personal perspective and wisdom.

You might be selling comfort or even joy, helping someone tap into the secure feeling of childhood or an exuberant feeling from their past?

By asking yourself these questions, you maybe able to help pinpoint what offerings make sense for your brand as well and to how and where you put your marketing efforts.

The tulips inspired me to add another design to my upcoming scarf collection.

Last night, I went to the car dealer with Tom so he could buy a new car. My marketing Master husband bought the new Subaru Crosstrek not only because it was a good solid car (a lot of cars are good solid cars) he responded to their advertising campaign! Their commercials have a young puppy hopping into the back of the Crosstrek and then it shows the dog growing old with the car as the car ages. Warmth, puppy. Joy, dogs make people happy. Assurance, this car will grow lovingly old with you just like your dog will. Dogs! They even have looping dog advertisements on a TV in the dealership. He could have bought any other sporty small SUV but in the end he went with the “dogs” and the emotional response that it gave him!

So what are you REALLY selling? Let me know!