It is important to know what you have to offer, as I wrote about previously. However, that is not everything you need to know. At best, it is 30-40% of what you need to know.
Too many times I’ve met with someone who is trying to sell me their services, and all they tell me is what they are selling. The only offer is for me to give them my money.
Every day people connect with me online to sell me services. They is no indication of the impact that they aim to create for me. In one of those conversations, I asked one guy how he would market to people and businesses in transition. He was honest. He had no idea. He said that his firms markets to the titles in an organization.
To fully understand what you have to offer, you need to be aware of three areas that are important.