How are you marketing your offerings to your prospective customers? Are you focused upon them or your products? Do you have a value proposition that deals with the process and features?
Not only do you have to have a quality offering that is targeted at the correct customer segments, but you must help your potential customers see the offering making their jobs easier, cheaper, less irritating, more effective, etc.
Theodore Levitt wrote in the 70’s that “people don’t want a
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