What if You're not Feeling the Pain
Listed Under: Knowledge Base
Every mentor and marketing person will advise that the way to present your product or service to a prospective client is to identify their ‘pain’.
If there is agreement that your proposition can help to ease or eliminate that pain, you can then move to the next stage of the sales process.
Sometimes the pain is all too clear – “I need something and I don’t have it; if I had it then I can be better, I can do more or I can comply with governance and legislation.”
Sometimes the pain is more subtle – “I’m doing something that I know I need but I’m not sure if I’m doing it in the best or most efficient way”.
And sometimes you don’t feel the pain as it is obscured by a belief that you are actually ok – “I don’t need that because I’m doing this instead”.
Particularly where others in your field or in your network are doing the same, you don’t feel that you need to find another way.
Until an advancement or innovation comes along that completely turns conventional thinking around and upside down.
Henry Ford may or may not have said that if he had “asked people what they wanted, they would have said faster horses”. We got the mass-produced automobile.
Steve Jobs said that “it wasn’t the consumers’ job to know what they want”. We got the iPhone, iPod and iTunes.
While not suggesting that Robin Road is comparable to Ford or Apple, the ability that we have to significantly improve the speed and ease to access required information is transformational.
Most ‘new’ ideas are not really new, but better revisions of existing ideas; bringing components together in a slightly different way that changes the overall presentation – and therefore definition - of the product.
Robin Road is no different. We bring together the information usually presented on websites, blogs, email marketing, social media, printed material, etc and organise it in such a way that improves the person’s access to - and engagement with - it.
The reason people don’t ‘feel pain’ when it comes to the usual presentation of their information is that they tend to conceptualise the technological future only as ‘a fancier version of the present’; and therefore not decidedly different to what they are already doing.
Until they experience Robin Road; where they see the positive difference that we make and the benefits that we bring.