Monday, September 04, 2006

Easy to sell...

Always Be Closing

I worked with this great salesguy once, a guy named Jeanne (je-nay). Think Alec Baldwin in Glengarry Glen Ross, but with a wicked sense for product marketing thrown into the bargain. The engineers in the company grew to have a grudging respect for this flawlessly tailored sales dude with the slicked back hair, because listening to him helped them move beyond cool technology to create products people would actually buy.

Among his many principles was one we called Jeanne's Law. According to the law, if you want to make a product that will sell, then you have to make sure that it's:

  • Easy to buy

  • Easy to install

  • Easy to maintain

Not many products of any kind satisfy the Law completely. Cars are hard to buy. Ceiling fans are hard to install. Pools are impossible to maintain. Making a run away product is no mean feat.