Practical Sales Training™ > How to connect with your buyer > Small/Lite Version
What is it?
Creating a physically smaller or cut down version of your offering can help you not only differentiate, but reach a new audience too.
Why does it work?
It works for 2 reasons:
- Being smaller / doing things in a more efficient manner is attractive for early adopters who like to be at the edge of innovation.
- Having a smaller / lite version of your offering allows you to reach a lower price point and thus a new audience of potential buyers.
How can you use it?
There are 2 ways you can approach this:
Differentiate – Create a smaller, more efficient/streamlined version of your offering and use this to compare yourself to the existing options in the marketplace.
Promote pricing – Create a smaller, more efficient/streamlined version of your offering and promote the lower price point it allows you to operate at.
Examples
iPod Nano is a great example of this – especially with Steve Jobs telling us it’s the answer to that tiny pocket in your jeans that no-one knows what it’s for (!)
See also
- The Parts Effect
- The Starter Kit
- The Budget Version
- 150+ ways to connect with your buyer
- 100+ ways to differentiate
