Do Less And Sell More Stuff - What is working for us
I was struck this evening by inspiration, and a bit of insomnia. With that stellar combination, I felt as if I was obligated to share what I think a lot of company leaders need to hear. Based on the 30 plus clients my team and I work with right now, a good portion of them simply just DO TOO MUCH, and it is costing them a lot of money.
Why is it costing them money? Well because they are likely scaring away their ideal customer. What does doing too much mean? Simply put, your message doesn't convey the outcome your customer is looking for.
It seems like common sense, right? Well, maybe it's time for a bit of self-reflection. I know when I started dissecting my client's messaging and marketing outreach I became very aware of how I conveyed my message to my potential prospects.
Here is an example of what I often am hearing, and seeing, when it comes to marketing agencies and consultancies (Or any service-based business for that matter) pitching:
Ex: "We are a full-service marketing agency that specializes in providing SEO, PPC, Email marketing, and social media marketing to automotive clients. Most automotive companies have trouble driving revenue through digital marketing. We have years of experience and have worked with some of the largest dealer networks in the nation. Our team is experienced in all things automotive strategy"
Now after reading the above statement what do you think? Is that a promising message to send to someone who needs marketing services in the automotive space? Of course, you could replace automotive with any industry segment.
Here is the problem. That message above is focused on the company, not the customer. As much as we all like to feel good about how much expertise we have, we can't pay ourselves as clients, we need customers to do that.
The Solution? Talk about what the customer wants. Really that simple. Here is an example.
Ex: " Our agency helps car dealerships sell more new and used cars. We typically see a 25% - 75% increase in sales using our digital methods. We provide services for some of the largest dealers, at a rate that smaller dealers can afford. Reach out to find out more."
Doesn't that sound so much better? You see less is more. To simplify the messaging in emails and direct outreach we have seen response rates increase by 200% - 300% depending on the industry.
( For example, 5% response rate increased to a 15% response rate )
Of course to get any response rate at all you need to be able to get in front of the right people. My team and I are more than happy to do that as well. If you would like you are welcome to book some more to learn more about this at the link below.
If you read all this thanks a ton. I probably could have made it shorter. Feel free to comment on any feedback for questions. I appreciate your time