Seth Godin said pitching your product as a money maker to businesses is unlikely to work, what do you think?
Hello,
I saw someone shared a Seth Godin's blog post from 2012 yesterday, Seth Godin said "If you're selling a product or service to a business–to a non-owner, ... a sales pitch that begins with how much money the organization will make is pretty unlikely to work."
Seth Godin said that the primary needs of a business are in this order:
- Avoiding risk
- Avoiding hassle
- Gaining praise
- Gaining power
- Having fun
- Making a profit
I sort of understand that concept, since the people you are selling to do not get a bonus or raise, they probably just want to make their work easier.
What I would love to know is that, for those of you that sell to business owners, what is your experience of what motivate your customers? what do you think the order should be? Thanks!
Here's the blog post:
https://seths.blog/2012/05/a-hierarchy-of-business-to-business-needs/
For most business owners, the primary motivator will be profit. Either higher revenues or lower expenses. At least that's what it is for me.