People Buy You - Not Your Product
I've just read a great article on Better Marketing, and I have to say, I couldn’t agree more with its central idea: people don’t buy your product or service—they buy you.
This is such a critical mindset shift, especially for anyone in business who doesn't think of themselves as being in sales.
But let me ask you something, based on three of the key points from the article. Would you buy you?
1. People buy trust, not just a product
Think about it: when you’re choosing who to work with or where to spend your money, trust is everything. If a potential client doesn’t feel like they can rely on you, it doesn’t matter how good your product or service is.
Now ask yourself: Are you projecting that trust? Are you consistently showing up in a way that reassures your customers and builds that relationship? If you’re not, then would you buy you?
2. People buy your energy and enthusiasm
Whether you're aware of it or not, your energy has a powerful impact on how people perceive you. If you're passionate and excited about what you do, others will pick up on that and feel more confident in their decision to buy from you.
But if you come across as indifferent or disengaged, it’s a harder sell. So, how do you come across in your conversations and interactions? Is your enthusiasm contagious?
Would you buy from someone who displayed the same level of passion you do?
3. People buy clarity and understanding
The article makes a brilliant point that clarity is king. Customers want to feel confident that you understand their needs and that you can solve their problems.
You can only understand their needs if you are prepared to listen, which means asking deeper questions. Are you doing a good job of communicating that?
Do you explain things in a way that’s clear, concise, and focused on what they need to hear? If you confuse your potential customers or fail to speak directly to their concerns, would you buy from you?
These are important questions to reflect on, and if your honest answer is “maybe not,” then that’s your cue to reassess how you present yourself.
Remember, people are making buying decisions based on you, your attitude, your energy, and your ability to communicate clearly and build trust.
Nail those things, and the sales will follow.
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