How to Sell Your Product or Service When You Aren’t the Best (Yet)
If you haven’t been in the process of figuring out how to sell your product or service when you know you aren’t the best option on the market…then you haven’t yet realized the situation you are in.
Here is the reality that was beaten into me through motivational speakers, pastors, friends, family: YOU SUCK…
Even when you are REALLY good at what you do…
You still suck compared to someone else…
“There will always be someone better than you.”
Now, call me a nihilist, but that actually gets me fired up.
If there is always going to be someone better than me, then that means I am better than someone else, right? I get to be the “someone better” when compared to someone else.
So, really, when you think about it, you don’t need to know how to sell your product when it isn’t the best…you just need to know how to sell your product or service with the not-yet mindset!
How to sell your product or service with the not-yet mindset
Most new or small businesses start out feeling this sense of I-can-take-on-anything and can-do attitude, but then they realize that someone has already tackled their particular solution before…maybe not in the exact same way, but still.
Then, they move into the phase of, “okay…how do I position this in such a way that it seems like the obvious choice?”
Trust me, I’ve been there (heck, I’m still livin’ there most days).
Bear with me for a moment because I need to pull up a lesson I learned from my ministry days…
There is a phrase used in Christianity called the Here-but-not-yet Kingdom that Jesus talks about. Essentially, it is used to talk about how there will someday be a new creation (hold on just a moment longer) and this creation is in process of becoming the new creation.
It is already here…but also not yet here.
When you realize that you are still offering a great product or service, but it isn’t yet the best on the market…then you acknowledge that there is still growth and opportunity!
To me, this is a freeing concept because I don’t have to be the best at what I do. In fact, to know how to sell my services, I need to be able to recognize that I have a great offer that is only ever going to keep getting better. As I write this, I am simultaneously becoming better (and worse) than someone else.
Let’s talk about apples
Ya know who had this great not-yet mindset? Apple.
Yes, that Apple.
They created this thing called the iPhone, one of the first iterations of the smartphone.
There was a lot they had to learn about how to sell a smartphone when nobody was looking for it, wanted it, or even needed it.
What they could have done was show all the technical details of how it can be used to make their life better and easier and why they really actually need it…
…Instead, they simply showed (and have continued to shown) how it is desirable just the way it is, for what it is.
I am not a fan of Apple products…
…but, boy howdy, do they know how to make one of those iPhones look like everyone has it, wants it, and needs it…and so do I! (okay, not me personally but you get my point)
Now, give it a whirl
Work on convincing people that they want your product. Show them they want it because they believe in you, the mission, the solution you offer, and that your solution actually works.
Think back to that iPhone…in the end, a plethora of features and widgets and details aren’t going to matter…if the thing does what you want it to do!
Price becomes irrelevant as long as you are able to show why they want what you are offering and how they can get it. Then, make sure it works and does what you say it does!
Nothing more, nothing less.
Ready to sell more of what you got?
Now you know how to sell your product or service! Pretty cool, eh?
In reality, my hope was to help you shift your mindset a bit here: become hopeful instead of hopeless and pitch your solution as a want and forget all the details about being the best. Make it work and it sells. Make them want it because it works and it sells like hotcakes!
Like what you see here? Great news! I sling ink for more than just myself!
If you want to get started working on a project together just fill out my easy-peasy contact form and we will get the ball rolling. Otherwise, I’d love to hear from you–just email me!
And, by the way, you can read more content like this on the DSM blog (and hit those social links below to see more goodies from me every week).
I appreciate you, friend!!
