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Monday, November 30, 2009

Now with more juicy bits of orange

Several years ago I ran across a selection of orange juices. There was a pulp-free variety, one with added calcium, and a variety with "some pulp." All were priced the same, except for one that had the following label:

"Now with more juicy bits of orange!"

That variety was 75 cents more per gallon. Someone successfully was charging more for doing less because they took a negative sounding word and made it delicious. The word pulp is not pleasant sounding. But juicy bits of orange are downright tasty. Certainly most people would understand that juicy bits of orange are what they know as pulp, and those who are anti-pulp would avoid this variety, but there are people who like this product and they want something that sounds good.

Take a look at your products. What attributes are there that people enjoy, but you are selling short or failing to highlight at all? Shouldn't you get noticed for those benefits before your competitor comes along and sells the same attribute but gets more attention?

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