I just read a ridiculously-awesomely-written post from Johnny over at IttyBiz about selling holes, not drill bits. Remember, people will pay almost anything for a solution to their problem. If they truly are in dire straits and you have a solution (read:not necessarily the perfect solution), you will most likely make a sale.

So the trick, then, is to create this problem (by making something people have to have, not by kicking them you-know-where  and giving them a problem) and create a solution they’ll pay for.

Also note: when people are really aching for a solution, the cheapest, quickest solution is usually what they’ll want. This is not the time to upsell. They don’t want the extra-shiny widget for ten bucks more–they want a quick fix, now! If you are selling something that can/does fall into this category, offer one simple solution. If you’re the only person who can offer it, charge much more.

And here’s the great post I read:

Johnny Asks: Are you selling solutions? Or are you selling some stupid-ass product? | IttyBiz.

Related posts:

1. Selling 101 by Zig Ziglar
2. The Definitive Guide to Making Money Blogging
3. 5 Ways to “Systemize” Your Blogging
4. 10 Reasons Why Your Business Needs A Blog
5. How to Increase Your Blog’s Readership