Is “find a need and fill it” bad marketing advice?
by: Jon MillerHere are 13 more blogs about b-to-b marketing, bringing the total on the complete Big List of B2B Marketing Blogs to 89 blogs. B2B marketing as a group is still lagging far behind other categories of marketing blogs....
Tracked from: Marketing & Strategy Innovation Blog on Friday, May 18, 2007
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I really appreciate that you differentiate needs and wants. So often they are thought of as opposites when in fact they are just related. I think needs range from need for survival and need for comfort. Wants are more like desires. Somethings we do not need but we desire them. Other things we do not desire but we need them.
Too, often people think that they can enter a field because the item they want to sell is highly desirable and needed. The trouble is that unless they are the only one who knows that the field will be crowded. Sometimes it is better to sell something less desirable but needed - Merck took the “Viagra” effect out of Rogaine because they thought it was undesirable. (And you thought the guy who came up with New Coke made a big mistake.)
New businesess need to focus on value added not me-too at a low price.
Great post!
Submitted on Monday, May 21, 2007
Is “find a need and fill it” bad marketing advice?
Found a great new blog today with a post focusing on “Is find a need and fill it bad marketing advice?”
This post really takes the same slant as my Need vs. Want post from a few weeks ago, but I think it might clarify the point a bit more.
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Tracked from: Brett's Blog on Wednesday, May 23, 2007
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i am intersed in marketing , as i have a little software company and i need to market my products outside my country and i also to know how to find the needs of the others software makerts in other areas , could you help me ?!!!
Submitted on Monday, June 11, 2007
Is “find a need and fill it” bad marketing advice?
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Tracked from: Site Stealer - Fully Legal Way Of Stealling Sites on Friday, July 20, 2007
Is “find a need and fill it” bad marketing advice?
The normal person would be under the impression that taking the time to produce news on this topic of thought is a waste of money.
Tracked from: make money off on Friday, October 26, 2007
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Michael,
People buy and pay for solutions to their problem… they don’t necessarily buy something just because they need it or want it. Naturally, price, or should I say ‘value’ will always be an issue with most people but if you have the best solution to solve their problem, then price will be much less of a concern.
Submitted on Monday, November 19, 2007
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Michael,
It is refreshing to find others like me willing to post our opinions on contrarian topics in b2b sales arena.
“Self Commoditization” is essentially epidemic among most b2b sales people, especially in the industrial services market.
Sales people just don’t seem to make the connection between the nuts and bolts of an opportunity and the emotion that customers have.
While I don’t agree that we should throw out the baby with the bath water, I do advise all my clients to drive their customers’ buying decisions through emotional mechanisms. Sure…filling the need is important…and justifying your customer’s purchasing decision (and helping him/her to justify it to his/her peers) with quantifiable benefits is important…
...but YES! NEVER let us forget that all customers, whether they are b2c, b2b, p2p…whatever…ARE PEOPLE…and they all have some level of emotion that top sales people always strive to understand.
Cheers on your contrarian bravery.
I will chime in on this and other similar topics on occasion on my blog if you are interested. http://www.SalesRaceHorses.com/blog/
Submitted on Tuesday, January 08, 2008
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http://www.leadsmarketer.com/emailappending_service.htm
Submitted on Friday, January 25, 2008
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The smartest comppanies know it has always been about the emotion. TAp inot what consumers feel and you tap into a strong emotional core that drives sales.
Good points. Enjoyed the post, and put a link to it for my readers on wwww.roundpeg.biz/blog
Submitted on Saturday, February 02, 2008
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It is correct whoever said tap into emotions and you make sales.
With me, what I want I still bargain for somewhat. I feel grumpy if I have paid retail for something I want. Maybe its just me. But you are right, I definetly only want to pay bottom dollar for something I NEED.
With the iPhone, it has something magical about it. Some kind of revolutionary product that taps into peoples emotions and thoughts. Which is probably the reason why Steve Jobs has put a premium price tag on it, because he knows he can sell it for a premium.
Submitted on Friday, February 15, 2008
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Come’on. Find a need and fill it is what built this country. Of course, people buy from those they like, and they can only like those who are more interested in them than those people interested in themselves. I started the Sales Lead Management Association last year and we have great cooperation and traffic. People tell me this is a good example of find a need and fill it. At the same time people will only return if there is something of personal value. 75% of the people visiting the site are unique, but 25% are people returning. Over time the return visitors are going up and we hope they will increase as we introduce more articles press releases, etc. I guess that is the other end of your equation which says that none of us can deliver just a product without service.
Submitted on Saturday, February 16, 2008
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Research shows that success comes when you help people buy what they NEED in the way that they WANT it.
Local Business Will Prevail.
Local Online Marketing
Submitted on Tuesday, March 11, 2008
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http://www.teleseminarpower.com
Submitted on Wednesday, March 12, 2008
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I believe in trial and error so. I can’t tell u if thats the way to go
Submitted on Sunday, March 23, 2008
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The smartest comppanies know it has always been about the emotion. TAp inot what consumers feel and you tap into a strong emotional core that drives sales.
Submitted on Tuesday, March 25, 2008
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your feed doesn’t seem to be working
Submitted on Wednesday, March 26, 2008
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It is one of the best companies in the category
Submitted on Monday, April 07, 2008
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Correctly, excellent idea, you are right, buy that goods which is necessary to people.
Submitted on Monday, April 07, 2008
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I as support your idea!
Submitted on Monday, April 07, 2008
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The “Find a need and fill it,” approach is great for getting in the door, particularly if you’re the first to knock on the door and the need is urgent…But that approach may not win or retain the long term business.
The simple marketing quip I like and believe remains true: “Find your niche and protect it.”
Submitted on Monday, April 07, 2008
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Don’t listen any advices. You have your own had - use it.
Submitted on Wednesday, April 23, 2008
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Many needs can be translated into want with the right message sent to consumers.
People may not need to get the latest brand new car every year, but they want to feel secure and successful by showing off to friends they got a new car.
Submitted on Friday, April 25, 2008
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Ah, how the era has changed. I believe in the past, companies are built on satisfying people’s NEEDS. Now, it’s more about WANTS. The real question is if people actually understand what they need vs what they want?
Submitted on Tuesday, May 20, 2008
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My business philosophy is learn to create ‘win-win situations’. There is no other business I want to be in.
If your business is struggling, here’s a tip: go through several years of invoices and hand pick the very bets win-win situations you can find; deals that both you and your customer where tickled with, then mass produce those win-win situations. Start with a small affordable ad; test market,,, tweak and expand.
Submitted on Sunday, May 25, 2008
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find a need and fill it, sounds feasible enough to be accurate.
Submitted on Wednesday, May 28, 2008
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Filling a need is what business is all about. If you have no need why bother. Lots of people see needs that never materialize but in their own minds!
Submitted on Thursday, May 29, 2008
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I am not in favor with “Find a need and fill it ... that is the key to successfully marketing a business.” According to me marketing is done to archive the things which are beyond our need and expectation.
Submitted on Tuesday, June 17, 2008
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If you can find a need and fill it with exceptional service and more than what was expected, you should do well.
An example I work with is electricity. Everybody NEEDS it, but if a company also provides rewards and excellent customer service, you fill a need and also provide a premium service.
Submitted on Sunday, August 17, 2008
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Great stuff.. Thanks a lot for sharing this. Much appreciated1
Submitted on Saturday, September 06, 2008
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Submitted on Sunday, September 07, 2008
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I agree with that, new businesess need to focus on value added not me-too at a low price.
Its a exceptional critique.
Thanks for sharing.
Submitted on Saturday, September 13, 2008
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Impressive work, really a marketing strategy, first find need and fill them with satisfaction.
Submitted on Sunday, September 21, 2008
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yes, its a very great strategy
Submitted on Wednesday, October 01, 2008
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I personally believe that “find a need….fill it…and then find another” is perhaps the best marketing strategy of them all.
Submitted on Tuesday, October 07, 2008
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For success in marketing sector, a well plan play a role as a key factor. At the first time of starting the business the entrepreneurs have to ensure his marketing plan.
Submitted on Sunday, October 12, 2008
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Submitted on Sunday, October 12, 2008
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yes, this is a great marketing strategy. i will see how this work when i put it into action
Submitted on Saturday, October 18, 2008
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Nice concept for investing.
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Submitted on Thursday, October 23, 2008
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Submitted on Thursday, October 23, 2008
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Correctly, excellent idea, you are right, buy that goods which is necessary to people.
Thanks a lot for sharing this.
Submitted on Saturday, November 01, 2008
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Submitted on Thursday, November 06, 2008
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this is a great thinking for investing. i loved reading this post
Submitted on Monday, November 10, 2008
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Now that is a very good question, businessmen would then wonder if it is a bad marketing advice or not..Thanks to your post, they will think otherwise.
Submitted on Friday, November 14, 2008
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I believe in the past, companies are built on satisfying people’s NEEDS. Now, it’s more about WANTS. Whatever thanks Michael to review such an important article.
Submitted on Saturday, November 15, 2008
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It’s holiday time and I think businessman are investing in things they can work in this Christmas.
Submitted on Friday, November 28, 2008
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I am always looking for good marketing advice, I will be back to check the site again.
Submitted on Friday, December 05, 2008
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Marketing is ever changing, some people just do not have an ability to think outside the box, while to others this comes easily.
Submitted on Monday, December 22, 2008
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hello. Find a need and fill it is the best way to go. Having a niche and knowing that there is a demand for it makes for a sureshot success formula. seo company offer the best consultations in this regard.
seo company on Sunday, February 01, 2009
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linko on Monday, March 02, 2009
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rockin arcade on Friday, March 06, 2009
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deluxe room on Tuesday, March 10, 2009
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Your blog is already bookmarked and the feed is subscribed.
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Marcos on Thursday, March 12, 2009
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I’m actually ok with you, the price will be much less acute if wages were higher.
voyant on Monday, March 23, 2009
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Great article, I have seen a mix of people only focusing on their niche product/service, and people focusing on the value that their product or services brings. Over the last few years and I would have to say that I believe that more people are beginning show the value that they bring, over just the product/service. Even major Insurance companies are doing this; with the “We will compare our prices with other company’s” showing how much customer service they have and how easy they will make it for you, compared to the average mindset people have from the last time they called their insurance company. This is great example of a company marketing and advertising towards what a person wants not just what they need.
Baer Edge Advertising Agency on Thursday, April 09, 2009
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I am total agree that Research shows that success comes when you help people buy what they NEED in the way that they WANT it. There are still many dialogue going on that what are the parameters of bad marketing. Even if we fly for flights to amsterdam
flights to boston on Saturday, April 18, 2009
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I understand what you are saying but im not sure if it works.
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Jovan on Sunday, May 24, 2009
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Finding a niche to market is the key to many small business startups. With no need, there are no sales.
Taking the approach of providing premium products can help lower the number of sales required.
Aaron Acai on Friday, May 29, 2009
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I sort of disagree with your opinion. “Need” is where you should always start, “want” is your second step. People want luxury stuff but they won’t buy it in 98% of the cases because they don’t really need it. So if you first identify the “need”, you can then think about shaping your product so that it’s wanted as well as needed. We sell promotional products, so we know that other businesses really need them, and we come up with design to fulfill their needs first. They might want something different but they still buy what works.
Lauren Johnson on Thursday, June 04, 2009
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Eventually as the market becomes more sophisticated and competitive, people can believe that their “wants” are actually “needs”.
Italy Wine Tours on Monday, June 08, 2009
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57 comments