May

Are You Selling Prevention or Cure?

Swine flu is sweeping (well, more kinda trotting) across the world.

And on Friday I watched the film “28 Days Later” about a ‘Rage’ virus which escapes and decimates the the UK’s population. Good film.

Scary stuff - Tracey has had nightmares ever since.

As soon as there’s any kind of ‘viral outbreak’ the whole world seemingly goes into over-drive to find a cure.

And so it should.

For the pharmaceutical companies ’selling their wares’ (i.e. vaccinations - and yes they are a prevention but in effect a cure of the spread) becomes so easy it’s not a case of whether or not anyone will buy the ’stuff’ it’s a case of whether or not they can make enough!

However, had one of the big pharmaceuticals like Roche or Glaxo gone to the government BEFORE the outbreak and said:

‘Hey, I’ve got a feeling there’s gonna be a flu outbreak - you’d better spend a LOT of money with us so we can get everyone vaccinated’.

The response wouldn’t have been a little muted to say the least.

And herein lies a lesson for us ALL.

It is INFINETELY easier to sell CURE than it is to sell PREVENTION.

It’s very hard to sell fire alarms to someone who has never had a fire. But, find someone who has and they’ll ’snap’ one up.

In fact (and excuse me, my memory has failed to remind me exactly where this was) in one area of the US where a fire-safety immediately dispatches salesman to areas where there are ‘bush’ fires because they know they’ll sell a bucket load.

Similarly, it’s much easier to sell:

- Creams that remove wrinkles than creams that prevent them.

- Tablets that help you lose weight than tablets that stop you getting fat (or is that exercise).

- Products that remove stains than products which prevent them.

- Products which remove scratches on your car than products which prevent them.

And on and on…

So, which do you sell?

If you HAVE to sell prevention then my advice is to look for something you can cure too…

Dedicated to your success,

Henry.

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