HOW TO SELL
MORE PRODUCTS ONLINE
JON ROGNERUD
Time for Re-Thinking Traditional Marketing
In an article from the Harvard Bu...
B2B marketers who continue to embrace the 4 P’s model and mind-set risk
getting locked into a repetitive and increasingly ...
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How to sell more products online

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Learn how to sell more products online when re-thinking the traditional 4 P's of marketing. This works extremely well for B2B, but should be considered in all aspects of online business.

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How to sell more products online

  1. 1. HOW TO SELL MORE PRODUCTS ONLINE JON ROGNERUD Time for Re-Thinking Traditional Marketing In an article from the Harvard Business Review stated that it’s time to “rethink the 4 P’s of marketing”. Here’s what Richard Ettenson (Professor at Thunderbird School of Global Management) suggested: 1. PRODUCT Instead, focus on SOLUTION. Define offerings by the needs they meet, not by their features, functions or technological superiority. 2. PLACE Instead, focus on ACCESS. Develop an integrated cross-channel presence that considers customers’ entire purchase journey instead of emphasizing individual purchase locations and channels. 3. PRICE Instead, focus on VALUE. Articulate the benefits relative to price, rather than stressing how price relates to productions costs, profit margins, or competitors’ prices. 4. PROMOTION Instead, focus on EDUCATION. Provide information relevant to customers’ specific needs at each point in the purchase cycle, rather than relying on advertising, PR and personal selling that covers the waterfront.
  2. 2. B2B marketers who continue to embrace the 4 P’s model and mind-set risk getting locked into a repetitive and increasingly unproductive technological arms race.” – Richard Ettenson Use the S.A.V.E. framework instead as the centerpiece of a new solution- selling strategy. More information on www.jonrognerud.com/blog

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