MiFi Fanboy – Episode 11

Podcast: Download (10.6MB)

What the hell is a “MiFi,” you say?

Sandy wondered that too until Howard showed her the product, raved about why he liked it and then painted a specific verbal picture as to how she might use it in her own world. Kind of like an unpaid evangelist, or a fanboy.

Funny thing is…most folks that are paid to peddle new products or technologies often miss the mark on this seemingly obvious format. Why? Maybe it’s hard to explain. Maybe the peddler is an untrained advocate. Or maybe they just don’t give a crap.

The question to ask yourself is, do you need to be a Marketing GURU to communicate beyond what’s on the specification sheet? We don’t think so. But you have to be a fan of what you are selling. You have to honestly believe in it.

Sample BAD Script:

“The MiFi 2200 supports 802.11B…and it also supports 802.11G…it receives the Internet over a 3G network. It has VPN compatibility, NDIS support nodes, yada yada blah blah blah…”

I can read the spec sheet myself. Tell me why I should give you money to walk away with a smile on my face and this gadget in my pocket.

It starts by speaking in your own voice, and saying why something is applicable and relevant to you and your customer. This evangelizes products and services better than a well memorized features list. You might even find that your customers will do the tricky selling for you.

So…are you going to be a Fanboy? Or will you find yourself saying, ”Hmmm, I’ve never sold one of these before.”

WARNING: Equestrian Crossing Ahead