When you run a small business it’s personal. You’re selling YOU – your time, your expertise, your creations.
When it comes to marketing, your natural tendency is to market it for someone like you, who understands why your product or service is so fabulous.
You don’t share the benefits. You don’t say how great it is.. You don’t show how it can help them.
You don’t sell it. It’s because you don’t want to brag or sound big-headed or show-offy because you’re not like that.
It even affects your pricing because you price based on what YOU think it’s worth to you.
The thing is, it’s not about you. Let me explain.
When I buy something I don’t buy it based on what it’s worth to you. I buy it based on what it’s worth to me.
I know if it’s right for me or not and if I can see the value, I’ll buy it.
What I DO need to know though is whether it’s right for me.
I need to understand how it can help, why it’s perfect for what I need.
I need to know about the extra bits you incorporate to make it even more special.
I need you to sell it to me.
You can do that.
Claire Mitchell is a best-selling author of the Awesome Marketing Planner and founder of The Girls Mean Business, a mum and business owner. She has been featured in Marie-Claire, The Guardian, Closer Magazine, Essentials, The Huffington Post and on the BBC.