elling a whole new lifestyle and a whole new person. You help clients move through life with more strength and less pain. You are selling self-esteem, confidence and even a little sex appeal.

3: As a computer tech you think you sell computer trouble

So what do you sell? Dumb question, I know – but humor me.

Answer out loud if you need to, “What is it that you sell?” I’ll bet you that you’re wrong!

Chances are, 86% of the small business owners that answer this question are going to provide an answer that is severely limiting their ability to gain more customers, more market share and more revenue. Are you one of those people?

Let’s take a quick look at some right and wrong answers, for example, you are a(n):

1: As an accountant you think you sell tax services – ouch, not what you want to say

As an accountant you really sell peace of mind, time, hassle and frustration savings, avoiding the dreaded audit, and expert knowledge that will help your clients get back as much money as possible from the government.

2: As a personal trainer you think you sell workouts to clients – oh that’s not good

As a personal trainer you really sell the feeling of looking better, feeling better and performing better in life. You are selling a whole new lifestyle and a whole new person. You help clients move through life with more strength and less pain. You are selling self-esteem, confidence and even a little sex appeal.

3: As a computer tech you think you sell computer trouble

an answer that is severely limiting their ability to gain more customers, more market share and more revenue. Are you one of those people?

Let’s take a quick look at some right and wrong answers, for example, you are a(n):

1: As an accountant you think you sell tax services – ouch, not what you want to say

As an accountant you really sell peace of mind, time, hassle and frustration savings, avoiding the dreaded audit, and expert knowledge that will help your clients get back as much money as possible from the government.

2: As a personal trainer you think you sell workouts to clients – oh that’s not good

As a personal trainer you really sell the feeling of looking better, feeling better and performing better in life. You are selling a whole new lifestyle and a whole new person. You help clients move through life with more strength and less pain. You are selling self-esteem, confidence and even a little sex appeal.

3: As a computer tech you think you sell computer trouble

you think you sell tax services – ouch, not what you want to say

As an accountant you really sell peace of mind, time, hassle and frustration savings, avoiding the dreaded audit, and expert knowledge that will help your clients get back as much money as possible from the government.

2: As a personal trainer you think you sell workouts to clients – oh that’s not good

As a personal trainer you really sell the feeling of looking better, feeling better and performing better in life. You are selling a whole new lifestyle and a whole new person. You help clients move through life with more strength and less pain. You are selling self-esteem, confidence and even a little sex appeal.

3: As a computer tech you think you sell computer trouble

as possible from the government.

2: As a personal trainer you think you sell workouts to clients – oh that’s not good

As a personal trainer you really sell the feeling of looking better, feeling better and performing better in life. You are selling a whole new lifestyle and a whole new person. You help clients move through life with more strength and less pain. You are selling self-esteem, confidence and even a little sex appeal.

3: As a computer tech you think you sell computer trouble

elling a whole new lifestyle and a whole new person. You help clients move through life with more strength and less pain. You are selling self-esteem, confidence and even a little sex appeal.

3: As a computer tech you think you sell computer trouble shooting – stop the bleeding

As a computer tech you really sell increased productivity with a faster, smoother running machine, security that the computer is virus free, security that the irreplaceable data is backed up and secure, expertise in helping to provide your clients with invaluable advice on what technology to invest in.

Starting to get the picture? So, what exactly do you sell again?

Small business owners often get all mixed up in selling the features and benefits to their clients rather than the true value to the client. If you knew this already, congratulations, if you not only know this but you’re marketing it as well – you’re really ahead of your competition!

If you need help in this area, call me at 480.391.0704 and let's talk about how to get your marketing materials to say what you REALLY want them to say.