Saturday, 3 May 2008
What is the impact of what you are saying?
| Often in business we personally know the impact of our product on people's lives and we expect other people to fill in the blanks themselves. We talk about the features of our product (it has 10 widgets) without talking about the what that means for the customer (which means you can mow your lawn in half the time with less hassle). I was talking with Liz Cattermole, Milk 2 Sugars from my Chamber of Commerce and she was telling me that all our videos only have a realistic life of about 10 years. "Yeah, so what" I thought ... then she made the comment "That means all those videos you have of your baby's first steps, ultrasounds, special moments in your life are slowly fading away and soon will be gone unless you transfer them to DVD now". Now that got my attention. Liz is right - many of us have shelves of video memories that due to the design of the tapes are now breaking down, which means that the next time we go to watch them we may only end up with snowy pictures or shadows of memories. Liz understood that people like me need help "joining the dots". She explained simply and powerfully in a way that I could get what her service could do for me. When you talk about your service or your product do you stop at the features or the description? Take some time to convert that to deeper meaning for your customers. Until next time Ingrid Cliff Heart Harmony Putting your business into words Labels: features and benefits |
