What do they already have and what do they want next?
Do they want more of what they already have?
Or something very different? Something a little different?
If you are selling someone another refrigerator on the basis of ‘if one is good two is better’…that’s a pretty tough sale.
It’s a lot easier to sell someone another fridge if yours is better, more efficient, smarter, smaller, bigger, better design.
And in the same breath…if they already have a refrigerator they are happy and content with, you might consider selling them on microwaves or toasters or dishwashers rather than fridges.
We see this in music too.
Lots of people who already liked Nirvana wanted Pearl Jam next. Probably not a huge surprise. They’re different enough to be stepping stones.
But also…
Lots of people who liked Tim McGraw then went on to like Jay-Z. These people decided that what they wanted next was something really different than what they already had.
My guess is you and what you offer fit in here somewhere…
What do they have?
What do they want now?
And what do they want next?
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Drop me an email: gabe@gabethebassplayer.com