What does America’s first self-made female millionaire have to do with selling card-payment machines in London? More than you might think. Madam C.J. Walker, born to former slaves in 1867, built an empire by solving a problem everyone else ignored - the painful hair and scalp conditions affecting Black women. She didn't just sell a product; she sold a solution to an unspoken pain.
In this episode, Benjamin tells the story of Madam C.J. Walker and her army of sales agents. We explore how their success wasn't built on listing features, but on their ability to see, name, and solve a problem that was hidden in plain sight.
Too often in sales, we focus on what our product is instead of the problem it solves. We talk about features when we should be talking about feelings - the frustrations, losses, or missed opportunities our customers face. This episode is about making that shift.
In this episode, you’ll learn:
Exercise
Take a sheet of paper and draw two columns. In the first column, write down your product or service as it is: the features, the functions, the details. In the second column, write down the problem it solves. Not just what it does, but why that matters to the customer. Does it save time? Prevent loss? Make life easier? Create confidence?
Links & Resources
