Sales Strategies - Is Your Message Confusing and Costing You Sales?
Most companies are not very good at explaining what they do in a simple format that is easily understandable.
A good analogy is charades or humming.
Pick a song and then try humming it to a friend.
Sometimes the person can pick it up quickly, and sometimes the person can't.
Unless you're humming a song so obvious like the Star Spangled Banner or Happy Birthday people generally struggle.
The same thing can be done with charades.
Sometimes people can tell what you are doing instantly, but often times it takes a bit of work.
Your marketing message needs to communicate and not speak in generalities or buzz words that involve tons of platitudes.
It needs to be very clear.
It needs to be specific, and it needs to "feel right.
" That way when someone sees your message they say (or think) to themselves, "that's for me!" Picture a dog whistle when a dog hears it, the dog's ears instantly perk up.
Why do I bring this up? Because in your business you have to bridge the gap.
The gap of what you really do and what people think you do.
I run into this challenge all the time.
Ask someone what they do and they ramble on for a minute or two and the prospect still can't explain what he or she just heard.
Then they wonder why nobody buys their product or service -- just like the person who is humming the song or doing the charades gets frustrated because the person can't understand the message he or she is trying to get across.
Does this make sense? You have got to get the message across clearly.
And even more clearly now than ever before due to more and more information that is being produced on a daily basis.
Yes, YOU (the person who is humming or doing the charades) knows what the message or song you are trying to get across is, but the other person doesn't.
And how often have you ran out of time in charades and the other person said something like, "Why didn't you just make this motion.
It would have been soooo obvious.
" And then you think, "dang they are right!" In other words, it is your fault if you don't communicate the message correctly, not the prospects.
Now, try to guess this song...
-Matt
A good analogy is charades or humming.
Pick a song and then try humming it to a friend.
Sometimes the person can pick it up quickly, and sometimes the person can't.
Unless you're humming a song so obvious like the Star Spangled Banner or Happy Birthday people generally struggle.
The same thing can be done with charades.
Sometimes people can tell what you are doing instantly, but often times it takes a bit of work.
Your marketing message needs to communicate and not speak in generalities or buzz words that involve tons of platitudes.
It needs to be very clear.
It needs to be specific, and it needs to "feel right.
" That way when someone sees your message they say (or think) to themselves, "that's for me!" Picture a dog whistle when a dog hears it, the dog's ears instantly perk up.
Why do I bring this up? Because in your business you have to bridge the gap.
The gap of what you really do and what people think you do.
I run into this challenge all the time.
Ask someone what they do and they ramble on for a minute or two and the prospect still can't explain what he or she just heard.
Then they wonder why nobody buys their product or service -- just like the person who is humming the song or doing the charades gets frustrated because the person can't understand the message he or she is trying to get across.
Does this make sense? You have got to get the message across clearly.
And even more clearly now than ever before due to more and more information that is being produced on a daily basis.
Yes, YOU (the person who is humming or doing the charades) knows what the message or song you are trying to get across is, but the other person doesn't.
And how often have you ran out of time in charades and the other person said something like, "Why didn't you just make this motion.
It would have been soooo obvious.
" And then you think, "dang they are right!" In other words, it is your fault if you don't communicate the message correctly, not the prospects.
Now, try to guess this song...
-Matt