Don’t sell what you have…

Many Business Owners I talk to start with building their products, and then they are trying to sell it to their clients. They struggle, they suffer, they are puzzled over why people are not buying what they have built. 

I prefer a different sequence: start talking to people about their problems and fears, dreams and desires, and then sell them what they want. And you change whatever you need to change in your organization to give people what they need.

If you have to rebuild your entire organization, so be it. Break departments, fire, and hire, change your processes, burn everything, and start from ground zero if needed. I still think you will be better off in the end.

Sell people what they want, not what you have built.

This idea is so obvious and still one of the most disregarded ones. 

What are you selling?