Mapping the Business Problems You Solve

I mentioned Grant Leboff and his seminar on how marketing has changed in my last post, 'Benefits are only benefits when someone is ready to buy'. A couple of people asked me yesterday how they can work out the real problems they solve with their business services. Grant's book, 'Sales Therapy: Effective Selling for the Small Business Owner' includes a whole section on Problem Maps.

It's worth buying the book for the section on Problem Maps alone without the other good stuff! For an example see this blog from Grant on the Marketing Donut, 'Get your sales messages right: Part 3 – Getting clarity in your sales process'. Helpful stuff for your networking and marketing in general.

Good Networking!
Dave Clarke
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