Do we understand the “why” of our client? What is their need or motive? And if they don’t have one, how can we create it? (the more the need is emotional the greater the sense of necessity). The marketing and sales world focuses on the “what”.

Do we understand the “why” of our client? What is their need or motive? And if they don’t have one, how can we create it? (the more the need is emotional the greater the sense of necessity).

The marketing and sales world focuses on the “what”. What are the advantages of a service or product? What differentiates it? What is the price? There were many “what” is sales pitches or marketing videos that lead companies to explain “how”. How do you purchase? How do you use? How will purchasing the product make all our problems disappear. Bottom line, we hardly understand what is the “why” of our client.

Nowadays, in a world of infinite possibilities, we must first realize what is the “why” of our client. The “why” is at the heart of the matter. It’s the ignition button and the motor for igniting the sales process. How would you like to find your clients “why” or create a new “why” and from there, generate marketing messages that hit the target with excellent accuracy time and time again?