3 ms·
I recommend Kathy Sierra’s Badass, making users awesome. The gist is, no one cares about the thing you're trying to sell. anyone considering your offering is
by andrei_says_ 5y ago
I recommend Kathy Sierra’s Badass, making users awesome.
The gist is, no one cares about the thing you're trying to sell.
anyone considering your offering is trying to get something done. Help them get their job done so well that they feel awesome about it.
The book is not fluff. Highly recommended.
Also look into the job at o be done framework.
- hargup 5y agoSkimmed the through the book, I felt the book is great about how to build a product, but selling is an orthogonal art. Unless you belive "Build and they will come". Selling is especially important if you are in any kind of B2B business where the user doesn't necessarily make the buying decision. For example, if a company is buying a Customer Support software, the executive making the decision won't probably be using the software on day to day basis.
- im_down_w_otp 5y agoI suppose this framing may be generally true, but there's nuance that has very little to do with their nominal job in many cases. For instance, if you're selling a solution to certain ecosystems of software engineers, then you're not selling them a thing for the job they have. You're selling them a thing for the next job they want, that they want an excuse to play with at the job they're at. All of which is to say, it's not always enough to look at a person's tasks and work to find high-value "pain points". Often you need to look more closely and a bit obliquely what their actual ambitions might be, and sell to that.