There’s nothing like buying something that makes you feel like you really need it. Out with the basic sell, sell, sell business plan, this is now how consumers decide when buying a product. And it’s called solution selling.
So many products of the same category now pop up, so customers are becoming more discerning than ever before. Why is this happening? It’s mainly market saturation, but it also includes other factors like the rising costs because of inflation and even sustainability.
There needs to be a very compelling reason why customers should buy from your brand. If you inspect current marketing trends, you’ll notice a push toward personalization – making products relatable for your customers. That’s the hook.
Changing up your marketing approach toward more solution-based strategies should do the trick. Find out how solution selling works and how to develop an effective strategy for applying it to your business.
What is Solution Selling?
Have you noticed that many sales tactics put consumers in the back seat? What we mean by this is that there’s much less customer experience and more quick product-pushing marketing that provides a sort of instant relief.
Six out of ten customers even say “no” before saying “yes,” so it’s a complicated process that doesn’t provide an all-in-one solution.
What customers today are actually looking for is something that puts the time and effort into understanding them more. This is how the solution-selling approach works.
Solution selling involves getting to know the pain points of your customers. Rather than just offering your products and services, you revolve your marketing around asking the right questions. You actively listen to your customers, and with them, create the right solutions. This is a way more hands-on approach, and today’s customers want that.
With solution selling, you not only made a sale but also forged a strong mentor-like customer-brand relationship that is so hard to come by.
Solution Selling vs Product Selling
Solution selling and product selling are two popular marketing strategies, but they couldn’t be any more different.
Product selling works when you need your product to take the spotlight. There’s a reason why this is a classic marketing strategy: it’s fast and straightforward. For example, your customer already knows the product they want, let’s say, a printer. Focus on highlighting the printer’s features and price. The features impress them; you make a sale. End of story.
Solution selling, on the other hand, shines when the customer’s needs are more complex or need more digging.
Let’s say that you’re a software company selling to a small business owner. What won’t work is just telling them the basics – flashy features that you could easily read in a pamphlet. What works, however, is knowing what concerns them. Concerns about data security? Offer them how your software can be the solution they need to protect their information online.
In this case, you worked in collaboration with your customer to identify the problem and how your product can serve as a solution. Solution selling is a truly comprehensive strategy that requires time and ongoing support but is well worth it to keep your customers throughout their journey.
How to Develop a Solution-Selling Approach
Considering a more solution-based approach? You will need to combine your usual product know-how, but this time with a touch of empathy. Here’s how you do it.
1. Research and Understand the Customer’s Needs
Before you can offer solutions, you will need a deep understanding of the problems your target audience usually faces. This will require some thorough research and some active listening. This will let you better understand your customers so you can offer solutions that suit their specific needs.
2. Identify and Create Tailored Solutions
Now that you know your customer’s needs, it’s time to roll up your sleeves and get creative. Whether it’s product bundles, add-on services, or personalized recommendations, tailor your offerings to deliver maximum value and relevance.
3. Empathize with Expertise
Effective solution selling requires some empathy. Put yourself in your customer’s shoes. Get in touch with their frustrations and aspirations, and show some genuine care and understanding.
At the same time, use your expertise to provide valuable insights. This is where you can provide some recommendations based on your products. By doing so, you can position yourself as a trusted advisor in solving your customer’s problems.
4. Showcase Your Product’s Value
While solution selling focuses on the broader context of addressing customer needs, you will still need to showcase the value of your products or services. Highlight how your services can specifically contribute to solving the customer’s challenges and achieving their goals.
You can share case studies, testimonials, and even demos to demonstrate the tangible benefits and outcomes that your solutions can deliver.
5. Close the Sale and Keep the Trust
Finally, it’s time to seal the deal. But be sure to maintain the trust and rapport you’ve built throughout the sales process.
Clearly communicate your value proposition, address any remaining concerns or objections, and guide the customer to purchase with confidence. Continue to nurture and support your customers to maintain long-term satisfaction and loyalty.
Effective Solution-based Marketing Starts with The Three Marketers
The path to business success is making your products solve problems. Embrace a customer-centric approach and make sales while nurturing customer relationships. It’s a win-win.
That being said, the competition is fierce, and you will have to keep up the pace. We know that it takes a lot of effort to master, and the uncertainty can be pretty stressful. That’s where we come in.
At The Three Marketers, we specialize in crafting tailored solutions that drive results. Let’s take the guesswork out of your marketing efforts and guide you toward success.
Contact us today to discover how we can help your business thrive with the right solutions in place from the start.
