Saved by sari
The Why before the Why
Does a customer buy a flat-screen TV because he wants to own an electronic device? Or rather because he wants to sit on his couch and consume entertainment? Is the mission of a trip to the grocery store the acquisition of items for the pantry? Or might the underlying mission be a hot meal for the family?
Alan Lewis • Edge Strategy: A New Mindset for Profitable Growth
If you’re the kind of person who likes to have total control of every aspect of your life, boy do we have a product for you. It pauses live TV. Skips commercials. Rewinds live TV. Memorizes your viewing habits and records shows on your behalf without you needing to set it. In this version, all the features and rational benefits serve as tangible pr
... See moreSimon Sinek • Start with Why: How Great Leaders Inspire Everyone to Take Action
People don’t buy WHAT you do, they buy WHY you do it. A failure to communicate WHY creates nothing but stress or doubt. In contrast, many people who are drawn to buy Macintosh computers or Harley-Davidson motorcycles, for example, don’t need to talk to anyone about which brand to choose. They feel the utmost confidence in their decision and the onl
... See moreSimon Sinek • Start with Why: How Great Leaders Inspire Everyone to Take Action
The hard part about figuring out what customers want is figuring out that you need to figure it out