The Gilman Company Blog

What other problems do your customers have?

Isn't it frustrating? You product or service is great. It's going to solve a lot of problems, move your potential clients forward, make them more happy, improve their lives, save them tons of money, and no one can be more convincing or charming than you, but....

At least address the issues that are surrounding the problem that you're trying to solve for your clients, for your buyers.

How most offers work:

1. Here's the stuff
2. Here's why it's better than the stuff other people are selling and why you need it
3. Here's how much
4. Wanna buy?

Talk to your clients or customers about what they need, the unique problems they have and sort those issues out. Anyway, you're an expert in your industry, right?

Ask a question.

How not to pass your costs along

At the end of the day, you are passing along certain costs to your customers. There are many ways to pass these costs along.

When you are in a market where price is everything (wireless service, banking, etc.), a market where your product or service being 5% higher means you lose sales, you end up with things like hidden fees, watered down products and services, etc.

If you're not in that type of market, why would you ever consider inviting consumer angst with something like a "fee" or an additional cost when you can pass your cost along strategically?

Get a Gilman consultation.