Larry Brauner
I spoke this morning with a very pleasant chap from the Westchester County Business Journal.

In the course of conversation I had occasion to mention that “nobody buys drills, they buy holes,” an aphorism attributed to Theodore Levitt, the late economist.

A drill is but a means to an end.

Similarly, few people care about social networking sites.

While I’m able to get excited about a minor Facebook tweak,  a juicy little Gwave tidbit, a new Twitter tool, or even the latest Wordpress release, most people using social media care only about friendship, love, wealth, power or fame.

A Drill, Not a HoleIf you’re selling a product or service, people care not about your product but what it can do for them. Your product or service is but a means to an end, a drill, not a hole.

In your marketing, think about the problems potential customers and clients want to solve. Address those problems. Offer to solve them, and let them pay you for your solutions.

Nobody buys drills, they buy holes. Sell them the holes.

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