Understand Your Buyer > How To Lose The Sale > Knowledge Blindness
What is it?
It can be all too easy to lose touch with the value of your knowledge, advice, experience or contacts. As such, we can undercharge or even give things away for free to our detriment.
Why does it work?
Knowledge blindness can lose you the sale because you either give away too much for free and the client doesn’t buy, or you make your offering sound so easy that they don’t really value it or even consider doing it themselves.
How can you use it?
To make this work, you need to reconnect with the true value of what you do and there’s a number of things to consider.
Focussing on what your buyers “get” rather than simply what you “do” is the only way to solve this.
- Attract clients/staff/visitors
- Retain clients / staff
- Save time
- Quicker result
- Longer lasting result
- Save money
- Exclusive access
- Make money
- Can do more (volume)
- Can do more (ability)
- Improve conversion
- Learn something
- Evoke a feeling
See also
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