Stop Selling the Sock: Sell Warm Feet
In sales, we often get caught up in promoting the features of our product or service.
We keep selling the sock.
- How many socks?
- The color of the sock.
- The patented sock technology.
In short, we focus on THE SOCK!
Socks Aren’t Exciting:
Let’s face it; socks, on their own, aren’t the most thrilling purchase. They’re functional and necessary, but hardly something people get excited about.
So why do we often focus on selling socks, hours, sessions, and modules in our marketing and sales pitches?
What people truly desire isn’t the sock; it’s the delightful experience of having warm feet.
You’re after the comfort, the protection, and the satisfaction of knowing your feet will stay snug.
You want the RESULT that the sock brings.
Benefits Over Features:
Changing up your sales game means shifting the spotlight from the nitty-gritty features to the glorious benefits. Instead of boring your customers with endless technical jargon, paint them a vivid picture of what life looks like after they’ve embraced your offering. Show them the transformation, the cloud-nine comfort, and the sigh-of-relief satisfaction it brings.
Shifting your sales approach means focusing on the benefits, not the features. Rather than listing the technical specifications of your product, paint a vivid picture of what life looks like after using it.
Describe the transformation, the comfort, and the relief it provides.
What Warm Feet (The Benefit) Really Means:
When you emphasize warm feet in your sales strategy, you’re communicating:
Comfort: Your product or service makes your customers’ lives more comfortable.
Protection: It shields them from discomfort, just as warm socks protect against the cold.
Satisfaction: Using your offering brings contentment, just as having warm feet does.
Applying the Warm Feet Principle:
Consider how you can apply this principle in your business:
- Shift your messaging from features to benefits.
- Describe the experience and transformation your customers will enjoy.
- Showcase the satisfaction and comfort they’ll feel.
1. Pinpoint the Game-Changing Benefit for Your Audience:
Identify the single most significant benefit your product or service brings to your audience. What makes it a game-changer for them?
2. Create an Impactful Statement:
Fill in the blank:
“Our [Product/Service] is your secret weapon for [key benefit].”
Here’s an example of a filled-in statement:
“Our marketing software is your secret weapon for skyrocketing your audience engagement.”
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