This is a typical question when testing if a person is good in sales and marketing. Why do they ask this question?
They can make it taking into account 2 perspectives or scenarios:
This is a typical question when testing if a person is good in sales and marketing. Why do they ask this question?
– From a sales perspective
– From a marketing perspective
When looking at the pen, some people will just look at it and will just focus on explaining its characteristics, but not in the main advantages it can provide.
What is this question really aiming for?
What it aims to do is to distinguish between the people that aim for the main features of the product, and the ones that aim for its advantages and the promises it says it will accomplish.
Here you also have to understand that a user is supposed to have already thought about buying a pen and wants to know the advantages of this particular one to know if it is the best choice.
So, we will separate the characteristics from the needs, the technique is to create a previously unknown need.
Here nobody concentrates on what the pen is but what it allows, what it can do for you if you’re writing on paper.
There are really no secrets to this. It’s just about thinking a bit more out of the box, and in the end, it will become an everyday habit.
You can think of this as a basic principle and that anyone knows it but at the same time, and when applied to digital marketing, when you visit a website, or even your own website, you realize that you are not showing your benefits, but the main characteristics.
In a practical way it is harder to apply, but when referring to inbound digital marketing, at Mondo we gently lead the customer to the place he wants to be without even knowing.
As with the pen, with proper digital marketing we can help you build what you’ve been thinking about.