Wednesday, September 02, 2009

Why Do You Buy?

Think about the last purchase you made... Hmmm... Was it the overall value proposition, or was it what the features could do? WHAT MADE YOU BUY?

Let's look at a few products and consider:

1. A toothbrush:
- Interested in clean teeth
- Or excited about the new ergonomic handle

2. A bike:
- Want to go from point A to point B
- Or excited about the new carbon braking system and the cool color

3. Software:
- That it will improve your business
- Or that the sales/marketing team will love the instant web page creation tool for email marketing

Is it the features you are interested in, really? Or the business proposition?

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