As a follow-on to my last post about why customers say they’ll buy early-stage solutions but do not, “You love me but you won’t buy”, I read an article in a recent Fast Company that discussed the same issue. Written by Dan and Chip Heath, co-authors of, “Made to Stick”, they discussed the difference between a product considered a vitamin, a nice-to-have – versus an aspirin, a must-have. Some people will pay money for vitamins to stay healthy but everyone will pay for aspirin to cure a headache.
I encourage you to read the article. Too bad there’s not a recipe for turning your vitamin into an aspirin but they have several examples that can help you brainstorm how to turn your own product into a must-have.
All About Referral Selling 