Should your ad or brochure counter your product’s weak feature?

Maybe.

It depends on whether that product feature is widely recognized by your market as a negative. While dealing with a product problem directly in your market is often the best way to retain credibility in the market, drawing attention to the problem when your market doesn’t really perceive it as an issue suddenly makes it an issue. Customers who had never given any thought to it before are now saying, “Hey, wait a minute…” and using it as a reason not to buy.

Be careful. Be certain that an issue truly exists before you attempt to counter it.  An objection by one customer probably doesn’t confirm that you have a problem. Your sales rep just might be using the supposed issue as an easy excuse for poor sales performance.

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One Response to Should your ad or brochure counter your product’s weak feature?

  1. dui lawyers says:

    […] Should your ad or brochure counter your product???s weak feature? | Smart Ideas for Your Small Business […]

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