Don’t Sell the Superficial

A friend shared with me the following exchange which took place on Craigslist. It has since received a great deal of media coverage. Aside from being funny on its own merit, it reminds me of many shallow data sheet pitches of high-tech service offerings. They miss the real value drivers. I remember an enterprise-targeted service offering that emphasized parts turnaround time with a guarantee. The customer didn’t care about how quickly the part got to his site – he cared about downtime. After you read it, remember this… Sometimes what we have to offer is not what the buyer wants. Don’t place too much value on the “icing” rather than the “cake” Here’s the post, quoted exactly as written. Enjoy! Original Post: What am I doing wrong?