Are you sending out articles, updates and adverts on social media and still not getting the results you desire?
I have an effective tip for you!
Marketing that works involves both SHOWING and TELLING.
But most of the frantic efforts I see on social media are all about telling.
Now, here's the difference:
Ms A, a beautician, spends a considerable amount of time posting updates on Facebook, LinkedIn and Twitter. She posts client testimonials, prefaced with comments like, "I am so blessed to work with such wonderful people! See what they've just said about me!" She reviews her own services, tweets about why you should buy her beauty tips book or use her beautician services and posts invitations to her beautician demonstration parties. Ms A is telling, telling, telling! And most likely repelling, repelling, repelling!
Ms B, another beautician, spends the same amount of time on Facebook, LinkedIn and Twitter. She answers questions from her target audience on their hair and make up challenges, runs free make up demonstrations and asks participants to post video reviews online and she shares beauty tips in her weekly educational videos. Ms B is showing, showing, showing! And her audience is most likely warming up and drawing closer to a sale.
Both beauticians are actively promoting their businesses on social media. One spends her time telling how good she is and why you should hire her. The other gives you the opportunity to see for yourself just how good she is and why you should hire her. One is indirectly saying, "Take my word for it; buy first and experience the magic afterwards." The other indirectly says, "Don't take my
word for it; come and see for yourself. Try now without risk and if you like what you get, let's work together!" One is attracting, the other is repelling. Who would you rather respond to?
Marketing that works does more showing than telling. It provides a personal experience for your prospects, without risk to them. You
most especially need to do more showing than telling if you are marketing online, where the sense of risk is higher than if you were speaking in person. Do not be afraid that if people try what you have, they will not buy what you sell. Rather, focus on adding so much value through your services that after a free taste, people will want more! And I am not talking about heaping on bonuses, giving discounts or giving more one-to-one time. There are more compelling, more efficient ways to show value! I would love to show you how! *
Re-work your products, services and marketing messages so that you SHOW how people get more out of the transaction than you do, when they buy from you. Learn how to SHOW return on investment rather than trying to TELL people about it.
· List 4 marketing activities you can use to SHOW the value of your product or service instead of TELLING people how good they are.
· How can you provide a 60 minute experience for your prospects that clearly demonstrates that what they get from buying from you far outweighs the price they pay for it? I.e. that the returns far exceed the investment?
* Write in and share your responses with me and I will let you know when the doors open to my next marketing Skype class. Among other things, we will address how to demonstrate value or Return On Investment.
Please post your responses in the comments box below. Thank you!
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