………….. anything many people think they buy from us.
People don’t really buy products from anyone.
What they do buy are solutions to their problems.
- People don’t buy a jumper. They buy the solution against being cold.
- People don’t buy a car. They buy a solution to the problem of getting to where they want to go.
- People don’t buy food – they’re buying the solution to the problem of starving to death.
Understanding that people buy solutions to their problems is the first step to getting your marketing right.
Understand your customer’s motivations and you understand why they buy.
Only then can your marketing make sense to them.