Anyone who follows sports knows that it is inevitable that someone on the team will complain about their salary at some point.
Take for instance, last year in the NFL.
The Seahawks Kam Chancelor signed a four-year extension worth $28 million in 2013 and was scheduled to make $4.55 million in 2015.
Despite being one of the top 10 paid safeties in the NFL, Kam decided to holdout and skipped the first two weeks of the season.
He complained about his contract largely because of comparison.
I’m sure Kam looks at this list and thinks he’s the best safety on it. Yet nine other players are paid more.
The thing about the NFL is that there are open salaries and statistics to back up someone’s feeling.
But at the end of the day it is still a feeling that Kam has about his talent vs. compensation.
How does this apply to your work?
When it comes to selling your product or service the distinctions between you and the competition might be even less clear.
A customer can use price as one indicator but a lot of the purchase will still come down to what they feel is the best choice.
One simple technique is to focus on the benefits your product/service provides instead of the features.
A seat belt is a safety feature of a car — A benefit is that it can save your life so you can see your children grow old
A remote for your garage door is a feature of your garage — A benefit is that you can stay in your warm car in the winter and you don’t have to manually raise the garage
The two statements above don’t actually change the product, they just reposition how we think about them.
Your customer is going to choose someone, it’s up to you through your marketing and sales to change how they feel about you.
Focus on the benefits of your product so when they compare their options they feel best about you.
Safety salaries – spotrac.com