The Importance of Selling the Problem, Not the Solution –

It is definitely not easy for an entrepreneur to get their products or services noticed. After all, competition in the business world is pretty tough. What can you do to make your idea stand out? It’s all about your approach. If you try to sell the problem rather than the solution, you will get people to pay attention to what you have to say.

Let’s take an example. Do you know how YouTube was conceived? The founders hated the lack of a suitable video sharing platform. And they decided to take matters into their own hands. Yes, YouTube was originally advertised as a video sharing platform. Sure, it got a lot bigger, but that’s how the idea gained momentum.

If you convince people they have a problem, they are more likely to give your solution a chance. And this is your key to success!

Why sell the problem and not the solution?

“You have to start with the customer experience and work your way back to technology.” – Steve Jobs

Jobs realized in time that until people feel the need for your product, they will not change their lifestyle. Think about it. If people didn’t realize how the lack of technology is holding them back, would they consider abandoning traditional ways and embrace innovation so wholeheartedly?

Good sellers usually sell the solution. But the people who are actually selling the problem are real! Because they figured out how to grab attention and stand out from the crowd! So, if you want the best results, this is what you need to do. If you follow this approach, you will see your product or service get the boost it is supposed to.

If you watch the best sellers, you will notice that before they introduce any product to their customers, they find out the requirements of their customers. They seek to gain insight into the problems of their customers. And then prove to them that this or that product can help to cope with the problem in the best way.

How to understand your customers in order to sell the problem?

It’s hard to come up with unique ideas. One thing you will notice about most startups is that the ideas are very similar, but the difference is all in the packaging. And this is what you must learn.

Think about it. What is the best way to solve the problem? First, you must understand this! Of course, you can hope for luck, but it rarely works. If you want consumers to give your product a try, you must make them feel like they need it. This is where your marketing comes into play.

For example, Snapchat was introduced as a secure way to share photos or videos. But if people didn’t realize that sharing photos or videos could lead to problems, would they use Snapchat?

Would people want to use filters in their photos if they didn’t feel like the images lacked fun and humor without them?

The founders and marketing team of successful startups made sure that people felt that something was wrong. They identified the problem and then tried to tell people about it. And then bam! Presented your product or service as the perfect escape.

Here’s what you need to keep in mind. Your customers don’t really care about cool features until they understand how those features can make a difference. You must show them how the solution you propose can make a difference.

win customers

One thing you will notice when you try to sell something is that people will look at you with suspicion. They will think that you just want to sell them something, so you are trying to convince them that your product can solve their problem.

But what if you introduce them to a problem they haven’t even noticed until now? This way you won’t have to convince them to buy your product. Naturally, they will be attracted by the solution of an impending problem. And it will boost your sales in ways you never imagined!

You must use the words of the clients. Try to make your idea more understandable. Present a problem and show it to the world. Prove that the problem has existed for some time, but has not received adequate attention. And then let the world see how the problem can be solved with your services.

Remember, it’s not easy for a startup or a new product or service to get attention. There are simply too many options. If you don’t want your idea to get lost in the crowd, you need to work on your approach. Sell ​​the problem and you’ll get the results you’ve been looking for!