Stop Telling Prospects What You Do

by Matt Heinz

Not Listening to Sales PitchesYour prospects don’t care what you do. They don’t care how it works.

They’re only thinking of themselves. And can you blame them?

Their butt is on the line if they don’t deliver results, cut costs, delight their own customers. They have their own problems, their own pain, their own priorities.

Your prospects don’t care what you do. They will only care about you if you can solve their problem. Ease their pain. Make their job easier. Make them look like a hero.

Your prospects don’t care what you do. They care deeply about what you can do for them.

There is only demand for your product if there is more demand for the solution it represents.

Sell that way.


Matt HeinzMatt Heinz is principal at Heinz Marketing, a sales & marketing consulting firm helping businesses increase customers and revenue. Contact Matt at matt@heinzmarketing.com or visit www.heinzmarketing.com.

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