th images menu user export search eye clock list list2 arrow-left untitled twitter facebook googleplus instagram cross photos entrep-logo-svg

Selling your ideas

How do you get your message to stick in an age of idea overload?
By Jeff Shore |


 

 

The words “selling” and “ideas” are in many ways indistinguishable. We create value and we sell it. Doing one without the other is meaningless. And there is no more important product for us to sell than our own ideas.

 

But these days, everyone is trying to pitch something. If we’re not careful, we will only add to the noise. I believe the solution is to stop and think like your customer. Really try to understand the way that they process ideas. These four thoughts come to mind when I am thinking like a customer.

 


Exposure

It begins with first impressions, but that doesn’t mean you should present your idea with cannons blazing and trumpets blaring. A far better strategy is to focus on simplicity. In the mind of your customers, easy equals right. Slim down your presentation and ask if your idea will bring cognitive ease or cognitive strain to the table. Is it a simple idea or a complex one? You can always fill in the details later, but in the first exposure, simplicity rules.

 


Contemplation

Your customer will hear the initial idea and ask one critical question: Does this solve my problem? The saying goes that people don’t buy a shovel, they buy a hole. If your idea does not solve the customer's problem, you’re probably wasting your time. Focus on how to improve your customers’ lives. Let them sense the peace and joy in utilizing what you have to offer.

 


Weighing

This is very different from contemplating. Here, your customer moves beyond simply understanding how the idea helps and moves into deliberating whether it is worth the cost (price, time, hassle, change, etc.). Your customer always has a mental scale, and you must be aware of what falls on each side. Your idea pitch depends upon how you understand the negative weights and how you counteract with the positive weights. In other words, design your presentation with the customer’s roadblocks in mind.

 


Acceptance

The last step in the decision process is acceptance. Your potential customer realizes that your idea improves their situation and the value exceeds the cost. But still, your work is not done. Your task now is to make it easy for the customer to say yes. This is where the acceptance question comes into play. Do not miss this critical step. It is so much easier for your customer to say yes when a question is asked – so ask!

ADVERTISEMENT - CONTINUE READING BELOW

 

When we see things through the eyes of our customers, everything changes. And that is when you get to change their world.

 

 

*****

 

 

Copyright © 2016 Entrepreneur Media, Inc. All rights reserved. 

This article originally appeared on Entrepreneur.com. Minor edits have been done by Entrepreneur.com.ph

Latest Articles

What Opportunities are Investors from Other ASEAN Countries Seeing in the Philippines?

A look at the biggest projects registered by Southeast Asian firms with the gov't in the last 6...

byPauline Macaraeg | November 19, 2017 09:00:00

10 Commandments of Successfully Managing a Business Crisis

Commandment number one is beginning preparing before anything has gone wrong

byTor Constantino | November 19, 2017 08:00:00

Help Is on the Way! (for 5 Common Obstacles Every Entrepreneur Faces)

A little creative thinking can solve big problems

byThomas Smale | November 19, 2017 06:00:00

10 Ways You're Being Tracked Without You Knowing It

Everything we do online and with technology leaves a footprint

byNina Zipkin | November 19, 2017 02:00:00

How to Teach Your Daughter Girl Power, According to This Self-Made Billionaire

Teach these lessons to your girls so they can grow up to be strong, confident and happy

byKitty Elicay for SmartParenting.com.ph | November 19, 2017 00:00:00

How Much Does it Cost to Review for the Bar Exams in the Philippines?

The fees vary but are roughly equivalent to new college graduates’ average starting monthly salary

byElyssa Christine Lopez | November 18, 2017 09:00:00

The 3 Types of People at Work Who Waste Your Time and How to Deal With Them

Do any of these time suckers work at your company? Here's how you can avoid them

byDan S. Kennedy | November 18, 2017 08:00:00

by |

5 Big Mistakes Young Entrepreneurs Just Keep Making

The reality of running a high-growth startup is that the company is your boss

byDeep Patel | November 18, 2017 06:00:00

Entrepreneurs Aren't Risk-Seekers -- They Just Handle Risk Better

Managing risk is in entrepreneurs' DNA

byJohn Suh | November 18, 2017 02:00:00

Billionaires Are Teaching Their Kids Mandarin and You Probably Should, Too

There's a reason Mark Zuckerberg learned Mandarin

byYsa Singson for Cosmo.ph | November 18, 2017 00:00:00

Hershey Hilado, Homeless Ilongga Turned Aussie Millionaire, Topbills Speakers at Nov. 18 Entrepreneurship Conference

Event in Miriam College Quezon City is part of Global Entrepreneurship Week celebration in the...

byPauline Macaraeg | November 17, 2017 10:00:00