There is a popular sales and marketing axiom that states, people don’t buy goods, services, products or expertise. People buy solutions to their problems.
I believe this statement is true but I have had to clarify it for many of my consulting clients.
In spite of the billions of dollars of merchandise for sale in todays marketplace, customers are really looking for only three things;
1) Good Feelings
2) Solutions to Problems
3) Genuine Relationships
Do you know what your clients are REALLY buying?
Top business consultants generate billions of dollars in fees every year to make companies understand this simple truth.
Most companies engaged in professional services such as brokers, accountants, lawyers and doctors assume that their clients are buying their knowledge and expertise. In these expert industries a vendors expertise is usually ASSUMED by the customer. Rarely is it understood.
I assume that the legal advice you are giving me is correct.
I assume that the estate plan you have created for me is accurate.
I assume that the tax return you spent months working on is legal.
I assume...
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