Every business solves a problem–they solve it with a product or service that does something to fix or improve a situation, a result, an outcome, a feeling, something. This is how value is created–you have a problem that needs resolving, you go and find a product or service that can do this, you’re happy to pay as you can’t do it yourself, or do it as well/quickly/cheaply/cleverly, etc.
Now you may have to ‘remind’ people that they have this problem–or you may need to educate people that there is a solution (which they may not have realised and were perhaps up to now putting up with said problem). But for you to make sales, you need to be solving a problem and you need to know what that problem is.
Oh, and if you’re already thinking "But I just sell nice things that don’t solve a problem in the true sense", then know you are solving the problem of decoration, or feeling great, or joy or admiration, or excitement, etc. You can’t always be saving the planet with your Thing (although there’s the argument that if you’re making someone feel/look better they will be in better energy to go save the planet of course).
But without have a clear ‘solution’ to a ‘problem’, you’re going to find it hard to demonstrate the value of what you offer. And if you can’t demonstrate value it’s going to be a hard sell for you...
Value can look like:
- Time saving
- Money saving
- Energy saving
- Emotional saving (e.g. removing stress!)
- Increasing output
- Improving well-being
- Improving health
- Improving profits
- Improving appearance
- Maintenance (time saving in the long run)
- Accountability (keeping results on track)
If you’re not already sharing what the VALUE is of what your Thing does in terms of the problem it solves, jump on that in your Marketing and your messaging right now...
PS. My Thing is a combo of time saving, money saving (by doing Things and marketing that are right for you, improving profits, and emotional saving–removing the frustration of not having clarity!). Also, I can help with maintenance and accountability if you want it.
Want to talk more about this?