Does your message convert suspects into prospects?
A “conversion” in marketing terms is any action a consumer does as a result of receiving your message. So if your message fails to generate conversions, your target audience may as well be you and your dog. And if your dog, like most, hasn’t the ability to make purchases, you’re out of business!
You could reach a thousand or a million members of your primary target audience and still fail to generate a single sale if your message isn’t clear and relevant. Your message must have value in it; a reward associated with taking a converting action like clicking a link, sending a text or picking up the phone. The value can be as little as satisfying a curiosity or as big as finding hidden treasure.
In sales, put the cart before the horse!
Who says a horse can’t be harnessed to push a cart full of goods instead of pull it? Before you spend too much money and time on developing the best media execution plan (the horse), make sure that the message delivered to your audience is deliciously enticing (the cart – full of perceived value). Push the cart yourself if you need to. It’s your message that converts people into believing they should “buy now, download or learn more.” Focus on what’s in the cart while you continually push, steer and course correct your trusted media workhorses.
What’s My Message?
Find out from every good customer what brought them to you. What first made them tune in and think, “I think this is the right fit?” What tipped the scale in your favor? What is it about your performance and delivery that keeps them with you? Do you enjoy doing your best work? Why?
The Media of Neighborhood
I was struck by the story of one business owner’s largest sale which catapulted him to “set-for-life” success. He received a call from the uncle of a teenage boy who used to wash his car. The kid happened to ask him what he did for work and the man took the time to engage the youth in a careful explanation of the exact nature of his business, even though he was running a bit late for an appointment. Thinking nothing of it, a few days later he got a call from the boy’s uncle who explained how his nephew described this man’s business as exactly the kind of service he had been searching for and couldn’t find until now. There was no media involved here, just a brief conversation with the car wash kid for the biggest sale ever!
Internalize Your Message to Externalize It
What about your company is truly world-class, i.e. best-in-class? Understand this deeply! Ours happens to be brand-directed content writing and creative production. Every sale I’ve made resulted from my message being understood by one person at a time. A few of my best clients are referrals from non-clients; people who read or heard my message and recommended me without knowing much about me or my background. They just liked what they heard and how it was presented, so they told someone.
Take the time to get your message straight and great! A great business message has the power to convert complete strangers into your best customers.
When ready, ramp up the horsepower!
When you have great messages that are proven to convert, by all means, develop a solid media plan to make a few good prospects aware of your value. And if some kid happens to be curious about your work, fully satisfy that curiosity and thank him for being interested.