Do you sell a product or do you solve a problem?
The topic was Selling Drupal with the idea that the audience, mainly Drupal developers, would learn how to do a better job selling Drupal to their clients and prospects.
In preparation for the discussion I spent some time thinking about how BWC typically sells Drupal and realized that we don't sell Drupal!
We never walk into a client or prospect meeting trying to figure out how we can sell one thing or another. We do, however, walk into every meeting with clients and prospects thinking about how we can understand their problem and how we can help them solve it.
And, sometimes, that includes Drupal.
I know this is simple stuff and that you already know marketing should be value-focused. All marketers are focused on solving a problem, meeting a need, scratching an itch, right? But, how often do you see, of have you succumbed to, marketing that hawks a product or service without any recognition of the value it provides it's targets?
If you feel like you've fallen into that trap think for a moment about what problems you solve. Forget your services, products and unique offerings for a minute and just focus on your prospects' needs. How does your company meet those needs? How does it solve those problems?
If you can answer those questions you've got the foundation for great messaging; you can stop trying to sell product and start solving problems.