Blog

Do you rush things?

January 18, 2017

There’s a ride at Walt Disney World called Rock n’ Roller Coaster. At the very beginning of the ride, the car you ride in goes from a dead stop to over 60 mph in less than three seconds. What a rush! While that’s enough to get anyone’s heart racing, the folks at Disney don’t leave anything to chance. The riders’ hearts are racing long before they hear the sound effect of tires screeching or the car starts moving.

Disney is a master at the art of building anticipation. You load into the car and they bring you right to the brink of the ride’s start. The music starts to get louder and louder. The signage is warning you to keep your head firmly against the headrest. Right about the time you begin to wonder what’s taking so long, the neon sign above you and the speakers in your headrest start the countdown. The car starts to vibrate as the engines rev and then, with a loud screech of the tires, you are accelerating to 60 mph and an upside down loop as the ride begins.

My point is – they could have just loaded their guests in the car and after a second or two started the ride. The roller coaster would still be pretty thrilling but it wouldn’t be the same experience.

Whether you’re a roller coaster junkie or you’re scared senseless and peer pressure got you on the ride – the build up is incredibly effective. By the time the ride begins, you’re about to crawl out of your skin you’re so ready to just get started.

It’s not just that ride either. Disney uses this technique over and over to create an increased hunger for their rides, movies, and special events. They use it because it works. It creates demand. It’s increases perceived value. And ultimately, it increases sales.

I think we can all learn a little from Disney’s example. Many businesses rush to the sale and in that effort; spook their potential buyer because they’re either not interested or just not ready to buy.

But make someone wait or tell them you have a limited number of whatever they want – and suddenly they’re the ones asking for the sale. So how can we slow down to help the sales heat up?

Create some buzz: One of the best ways to build anticipation is to get other people to start talking about you. A concerted PR effort is a great way to get some media coverage or viral attention. When you can trigger positive word of mouth, you can count on increased interest.

Give your best prospects a sneak peek: Everyone likes to feel like an insider that has access or information that everyone else doesn’t have. Creating an opportunity for a select few to do a test drive but not have full access to the offer will generate anticipation for the actual release. Apple employs this technique better than just about anyone.

Don’t blurt out everything all at once: This is a mistake most marketers make. They’re in such a rush to pack every possible bit of information into every communication that they not only kill any possibility of anticipation but they also bury the audience with too much too soon.

Keep it a secret: The world loves a good mystery. One great way to create a mystique around your product/service is to tease the market and hold some information back. The more mysterious you are, the hungrier they’ll be to know.

At the end of the day, you don’t sell anything until someone wants it. Companies like Disney and Apple are great examples of how well using anticipation to stimulate that want is a great marketing technique that drives sales. It might be worth a try!

Shhh, we’re secret shopping

January 11, 2017

If there’s one marketing tactic that we execute for clients that always yields incredible results, it’s when we secret shop their operation. Without exception, a secret shopping program will:

Provide insights that surprise you (good and bad)
Spotlight specific areas where your training and communication have failed and you/your employees are hurting your brand
Uncover sales opportunities that you are letting slip through your fingers
Identify employees who are brand ambassadors and those who are actually doing damage to your reputation

We secret shop some of our clients every year and even though we’ve done it before – each time produces new insights and results. We always modify some aspects of their customer interaction, marketing, and employee training based on the results of the effort.

Many times we not only secret shop our own clients but we include their competitors as well. This produces an incredible wealth of new knowledge – from vulnerabilities to what they’re saying about their competition (you!) to prospects. Depending on the study – sometimes we don’t tell our operatives who the client is but at the end of the process, we ask them who they would hire/buy from. That’s always an eye opener!

If you’re a B2B leader/owner and are about to dismiss this as a retail marketing tactic – think again. We’ve done it for plenty of B2B clients with the exact same results. No matter what you sell – you interact with people to market and sell your offerings. We’ve done secret shopping on the web, over the phone, via email and in person (usually a blend of more than one throughout the sales cycle) and the learning is huge, no matter what you sell.

Like all marketing – doing it and doing it well are two different things. There are some elements of a secret shopping program that you’ll want to pay special attention to if you want reliable results.

This is not a DIY project: There are some marketing elements that you and your team are perfectly equipped to do on your own. This is not one of them. You need to bring in experienced outsiders who understand your industry but more important – understand how to effectively secret shop and report back the results.

You want to choose a firm who has professionals that are experienced in handling the entire secret shopping experience from initial contact to the final report. They need to be privy to your key messages, brand and sales process or they won’t be able to help you identify how to improve.

Create a safe environment: Secret shoppers often have to share less than ideal results with their clients. If you don’t make it perfectly clear that you’re ready to hear whatever they discover – it may make it difficult for them to be as candid as you need them to be. Prepare yourself – no matter how good you and your employees are – you’re not going to get a perfect grade. There’s always room for improvement.

Consistency is key: For the results to be meaningful, the experience needs to be consistent – all the shoppers need to look for the same things, ask the same sorts of questions, and grade the experience based on the same criteria. This allows you to know that the reported results aren’t an anomaly and should be reacted to – good or bad.

Next steps: The most important part of the secret shopping experience is that the company you hire can help you identify next steps to correct the issues and accentuate the positives. This will probably include employee training, some tweaks to your sales process and it may even include some changes to your product/service itself.

If you want to start your year off with a serious boost – consider a secret shopping program.

Feminism as a Marketing Trend

January 4, 2017

This time of year is ripe for trend reports and because it’s important to our work with clients, I’ve been digging through many of them to identify recurring themes. There’s one theme that has really caught my eye and seems to be something that should be on every businessperson’s radar screen. I believe we’re at the beginning of a groundswell (perhaps because of the recent election) that is going to only get louder and more powerful. The trend I’m referring to, believe it or not, is feminism.

I imagine you just glanced at the paper to see if you’d suddenly been transformed back to 1840. Perhaps I should call this a re-trend but that doesn’t negate its importance. In the 1840s it was about the right to vote and in the 1960s it was largely about the right to have more options professionally because at that time only 38% of American women worked outside the home and they had very limited choices in terms of careers.

But today’s feminism seems to have a very different slant. First, it’s global, rather than just US based. Second, it appears to be much broader in scope and influence. There’s not as much focus on one specific problem but instead, it’s about the whole of a person and the core concept of equality. Third, women and men are not combatants in this go around. In fact, men are increasingly being invited to the party, as true members of the cause. Emma Watson’s speech at the U.N. (Google it and watch it – she’s brilliant) put the international spotlight on the solidarity movement for gender equality. It’s worth noting that the program Watson introduced in 2015, HeForShe, is being sponsored by JP Morgan Chase.

The fight feels less antagonistic and more about the simple logic that equality makes sense and seems reasonable to expect in this day and age. Obviously, I’m simplifying the issues greatly and I know that women across the globe still face some horrific situations, but overall, the spirit of the fight feels more collaborative and open to all supporters.

Whether you are aligned with this new edition of feminism or not, it’s quickly weaving itself into our world in some interesting ways that as marketers, we need to watch.

Empowerment: I think empowerment is a word that is overused and probably often misused. But in this case, it’s about celebrating and selling the idea that women can do and be anything they choose. Toy manufacturers like GoldieBox are championing girl engineers and coders with their STEM-based toys and movies like Disney’s Frozen celebrate women helping each other, rather than being rescued by a prince. Both examples were out of the box megahits – meaning that their themes resonated with consumers in a significant way.

Gender neutral: We’re moving into an era where we consciously stop defining something as being made for a boy or a girl. President Obama created quite a discussion in December 2014 when he went out of his way to put toys that would have traditionally been earmarked for boys into the girls’ toy pile during a Toys for Tots appearance. Clothing manufacturers, especially those aiming at young adult consumers, have been purposefully developing clothing styles without defining who should or should not wear them.

Why should this be on your radar screen? I believe every marketer should be checking their own gender bias as they roll out new marketing initiatives. Our audiences, both men and women, will have far less tolerance for stereotypes that minimize either gender. Not only that, but I suspect consumers will reward those companies who go out of their way to recognize and celebrate equality in all it’s shapes and forms to a growing degree.

Marketer beware – the landscape is changing and you don’t want to be out of touch.

Context is King

December 28, 2016

Context is king. When you think about companies who take risks and are edgy when it comes to their marketing – the insurance industry would hardly be the first to pop into your mind. But that’s what happened during the 2015 Superbowl TV spotathon.

Nationwide unveiled a TV spot during the Superbowl where a small boy was talking about all the things in life that he had missed. All because he died in a preventable accident.

The spot urged viewers to visit www.MakeSafeHappen.com, a site that Nationwide was sponsoring to increase awareness about preventing the kinds of accidents that hurt or kill children each year.

The spot was well done and the message was clear and well intentioned. But the outrage and disapproval were over the top. The tweets, Facebook posts on the Nationwide page and general commentary were swift and disapproving.

What went wrong? We can all agree that trying to prevent accidents that kill children is a noble effort. Nationwide wasn’t really trying to tie any product to their message so it wasn’t overly commercial or self-serving.

The problem was that Nationwide and their agency totally disregarded context.

People are at a Superbowl PARTY. The day is practically considered a national holiday. It’s loud and celebratory and everyone is having a good time.

Which means they don’t want to think about dead children.

The audience could not and would not hear the Nationwide message at their Superbowl party.

Superbowl ads typically fall into two categories. They’re either funny or sentimental. But they are not sad. They are not heavy or laden with information. Just like the snacks at a typical Superbowl party – they’re puffy little hors d’oeuvres, meant to tantalize, not satisfy a deep hunger.

Nationwide released a statement the day after the Superbowl because of the uproar. They said that they accomplished their goal, which was to get people talking and cited the number of hits on the website after the spot aired.

Sorry Nationwide, but I have to call BS on that. Yes, people were talking, but they weren’t talking about preventable accidents, they were talking about how much they hated the spot. And they weren’t visiting the website to learn how to protect their children, they were visiting the website to see what in the world you were trying to communicate.

As you might imagine, there are lessons for all of us in the Nationwide Superbowl mistake in terms of context.

Get into their heads and hearts: You need to really understand how and when your messages are going to be in front of your audience and what they are thinking and feeling in that moment. Every word you use or visual you include is filtered through their state of mind at that moment. As Nationwide learned, even the most sincere message can fall flat if the mood doesn’t match.

Assess their ability to take action: Be mindful of how and where your audience is going to see your communication. Putting a phone number on a billboard, when people are whizzing by at 70 MPH is probably a waste of space unless the number is so easy to remember (800-CLOGGED) that the few seconds they have to see it will be enough.

Consider their setting/who they’re with: One of the reasons the Nationwide spot got so widely criticized is that Superbowl viewing is an all ages activity. Many people felt it was inappropriate to run the spot when so many children were in the viewing audience.

Even if there weren’t children around, everyone was hanging out with their friends. They love the Superbowl spots that made them all laugh together and enhanced the party feel. A spot about a dead boy hardly has that effect.

Don’t ever ignore the context of how, where and when your communication will fall into the audience’s day. Those filters may enhance their reaction or, as it did for Nationwide, might completely destroy your effort.

Rudolph – a marketing expert?

December 21, 2016

Like many of you, I’ve been juggling my work life with getting ready for the quickly approaching holidays. I can’t help myself – I see marketing everywhere I look, even classic Christmas stories! Have you ever really considered the marketing messages that are woven into the classic Christmas story about that scamp Rudolph the Red Nosed Reindeer?

Marketing lesson #1: You can’t hide the truth.

Rudolph didn’t embrace the fact that he was different from all the other reindeer. He tried to pass himself off as something he wasn’t just because he wanted to have a cute little black nose and the chance to play some reindeer games. That didn’t go too well for him. He got called out in public for faking it and that made people question his integrity.

If social media has taught us anything, it’s that you can fool people for a little while, but if you can’t walk the talk…don’t even try it. Be true to who or what you are and you’ll attract the perfect customers.

Marketing lesson #2: Never make assumptions. Just ask.

One of the main reasons Rudolph ran off was because he assumed Clarice wouldn’t love him once that fact that he had “a nose so bright” became common knowledge. Think of the grief he could have saved everyone if he had just checked in with her.

The speed of marketing has accelerated so much over the past few years but the one thing you shouldn’t rush past is actually talking to your customers and prospects. Check your assumptions before you go off in some crazy direction, based on a false belief.

Marketing lesson #3: Your worst enemy can turn into your greatest ally.

Sure…the Abominable Snow Monster tried to eat his girlfriend but Rudolph came to see him as a buddy — even letting him put the star atop the Christmas tree. All it took was someone like Hermey the Elf taking the time to listen to the Bumble so he could acknowledge his pain and voila, he turned the grumbling beast into a helpful and happy pal.

When someone criticizes your company, product or services’ shortcomings, it’s human nature to get defensive and assume the worst. Instead — listen. If you really work towards understanding their perspective — you can not only save the relationship but you can turn that negative word of mouth risk into a brand advocate.

Marketing lesson #4: Create raving fans and a community by giving first.

Rudolph didn’t have to promise the Misfit Toys anything. At that moment, they couldn’t help him. But with a generous heart, he promised them he’d try to find them good homes with children who would love them.

When you do something without regard for “repayment” of any kind, you create value. When you create value, people keep coming back. When they do that, you begin to build a relationship and a sense of loyalty and no one has even tried to buy or sell yet. Which makes the selling a whole lot easier, when the time comes.

Marketing lesson #5: When you find what makes you unique, it can be your ticket to new heights.

When Rudolph began to see his nose as an asset and recognized it was what set him apart from all the other reindeer, he suddenly got asked by Santa to take a leadership position. From then on, it was his calling card. People told others about his nose and pretty soon, he was known from coast to coast. That’s what branding is all about!

Companies like Apple rise to the top because they celebrate what makes them different. They recognize that having a niche means you can create brand loyalty as opposed to being lost in a sea of sameness.

Maybe the real lesson here is if you look hard enough, there’s a marketing lesson in everything!

Year-end charitable giving

December 14, 2016

Is that your hand in my pocket? Every holiday season my mailbox is stuffed and my phone is ringing off the hook. Alas, the increase in activity is not just holiday greetings – it’s mostly people asking me for money. It’s time for the year-end charitable giving appeals.

Call me Scrooge if you will – but it’s annoying and ineffective. In most cases, I’m receiving communications from charities that I haven’t heard from since last holiday season. They’ve made no attempt to engage me throughout the year. They haven’t shared their successes with me along the way or even bothered to see if I was interested in the work they’re doing. In other words – they are shooting blind.

They have a huge list of people that includes anyone they can think of that should give, might give, attended an event 5 years ago or sold them something and BOOM – out goes the generic, “hey stranger give us money” mailing.

I sit on enough boards to understand why nonprofits feel compelled to send out a request for money between Thanksgiving and Christmas but the truth is – while they may enjoy a small surge in donations, they’re doing some damage too.

If you know that part of your organization’s business plan is to send out a year-end charitable giving appeal – let’s do some things throughout the year so your efforts drive more results and cause less of a disconnect.

Identify your target list in January: Don’t freak out – you can always add appropriate people to it – but let’s identify a list of people that you can spend an entire year preparing for your appeal letter.

I know this is counter-intuitive, but your job in selecting these people is to reduce the list, not add to it. Your goal is not to reach out to every breathing human being but to really narrow the list down to likely donors. Why? Because rather than the one gun and done method, we’re going to communicate to them throughout the year – increasing the likelihood that they will give.

Share throughout the year: You don’t want to be the nonprofit I only hear from when you want to put your hand in my pocket. So this year, you are going to work this donor list all year long. Yes, it’s going to cost you a little more but remember, we’ve reduced the list so hopefully there will be less waste and a better yield.

At least once a quarter you need to reach out to this list. Share success stories. Show them how you are spending your 2015 year-end appeal dollars (actually say it, don’t assume they infer it) and talk about your impact on the community. In short – do all of the things you try to cram into the year-end fundraising letter throughout the year. If you skip this step – you can count on mediocre results at year’s end.

Yes, I know it costs money. But you can’t expect them to invest in you if you don’t invest in the relationship. Think of how many charities are out there – and every single one sent out a letter asking for money between Thanksgiving and Christmas. Most people are going to choose one or two at the most. They all do good things to make this community and the world a better place. Sadly – those are the table stakes. If you want to make the most of your year-end charitable giving appeal, you have to do even more.

Get Ready for Hibernation

December 7, 2016

You may not realize it but you’re starting to feel very sleepy. In a couple weeks, you’ll be in full “business hibernation” mode. Everything comes to a screeching halt as you go from full steam ahead to a sleepy stroll towards the New Year.

Even if you want to keep going at breakneck speed, everyone around you is already yawning and shifting into a very lazy gear. Between the holiday shopping, parties, travel and those long weekends that seem to start on Wednesday – productivity is doomed.

Customers don’t want to start anything new. No one’s in the office to review any proposals or contracts and even if you have work in progress, tracking anyone down to give you an approval is almost impossible.

The New Year doesn’t snap everyone back to attention either. It’s usually the middle of the month before things get cooking again. We are slow to wake from our winter solstice slumber.

But, if we know the hibernation period is coming, is it possible we could actually use it to our marketing advantage?

Here are some suggestions for some ways that you could enjoy the slow down but also feel like you’re planting some seeds for a strong new year.

Ponder and plan: You know you should already have your next year’s business plan done, right? You know why you don’t? Could it be because you haven’t had a free moment to think? Guess what – the hibernation season is the perfect time to dream, wonder and put at least a skeleton of a plan together.

If you’re looking for a system to turn your plans into accomplishments, check out the book Traction: Get a Grip on Your Business by Gino Wickman. I’m betting that you’ll have time to read it before the end of the year!

Reach out and connect: Think of a few people who are important to your business but you rarely slow down long enough to have an actual conversation. They might be a key vendor or a referral source. Make the time to invest in your connection. Grab coffee or a hot toddy and ask them how you can help their business in 2017. You’re going to like where the conversation goes.

Prune for future growth: Gardeners and arborists will tell you that pruning sparks new growth and I think there’s a lesson there for all of us. It’s time to trim. Trim your email lists, trim marketing tactics that just haven’t delivered the ROI and trim all the data that you’re buried under. This is a great time of year to get down to the essentials.

Spruce yourself up: You know that website that you keep meaning to update? Now’s the time! You need to freshen up your content, take down the bios of employees who’ve been gone for 10 months and give the whole site a fresh feel. Don’t forget to give the back end of the site some attention too. There are probably plugins, updates, and other technical aspects of the site that need your attention as well.

Build up the team: Everyone who works for you has been going all out for months too. Why not use the forced slow down to strengthen your team’s bond? Do something together that fosters team and holiday spirit. Adopt a family and go shopping for them together. Or work a shift ringing the bell for the Salvation Army or wrapping gifts for charity. Why not create a Toys for Tots drive among your employees, vendors, and customers? Let the holidays give you the perfect team building exercise.

Don’t get me wrong. I think you should enjoy the slow down. You’ve earned it. But, there’s no reason you can’t mix the holiday festivities with some business activities that will give the next twelve months a leg up.

Find Your Sweet Spot

November 30, 2016

Who should buy stuff from you? If you’re like most business owners or leaders that I know, your knee-jerk answer is something just slightly smaller than “everyone on the planet.” But “everyone on the planet” can’t be your sweet spot customer.

You need to narrow it down a little. Businesses who need insurance or parents, or someone who wants to own a house or people with teeth. I didn’t ask who COULD buy stuff from you. I asked who SHOULD. That shift is a dramatic one and one that most business people don’t spend enough time thinking about.

Think of your own buying experiences. Odds are, no matter what you’re in the market to buy – there are plenty of companies that can sell it to you. Yet, you gravitate to one and if that buying experience is a good one and aligns with what you expected – you are likely to go back the next time you need to make the same purchase.

Why?

When we buy something, we don’t just buy the thing or a service; we also buy how the business that sold it to us parallels our life needs/comfort zones. We each have our own list of criteria that is based on a blend of our values, our life’s structure and our emotional connection to their brand.

If time is a more treasured commodity to you than money, you’ll pay more for something at a convenience store or 24-hour drug store.

If money is more important than a relaxing shopping experience, you’ll be the one in line for a couple hours for a door buster sale.

If reliability and fast service are vital to you, you’ll pay the service charge to always have your HVAC repair jumped to the front of the line because you belong to the insider’s club.

If a particular brand (like Harley) makes you feel a certain way or, in your mind, makes others see you in a certain way – you’ll wait for months and pay extra just to get one of their offerings.

When a business connects with a customer who not only likes what they sell but how/why they sell it – the transaction is faster, easier and more frequent. The word of mouth referrals are higher, and the level of satisfaction for both the customer and the employee is higher.

Who doesn’t want that? Well, guess what – you can’t have that if you think that everyone under the sun is your customer. You need to figure out who are your sweet spot customers and how can you serve them and only them.

Business gurus always talk about the 80/20 rule – that 80% of your revenue comes from 20% of your customers. That’s because the 20% are your sweet spot customers. So what happens when you increase that 20% to 50% or 75%?

Each time you work with someone outside your sweet spot, it:

Distracts you from the zone: Part of what makes your sweet spot so sweet is that it’s easier, faster and more satisfying for you to serve those customers. They want exactly what you have to offer, and they value it and how you deliver it.

Costs you money: When you stray from your sweet spot, you have to spend extra time and money to make them happy. You might have to modify what you sell or how it’s delivered. But it doesn’t come easy or cheap.

There’s friction: When someone who is not aligned with your brand/values wants to do business with you, it feels a little off. The fit just isn’t quite right, and you and your employees will notice it. Worst of all – you customer will notice it too.

The work you do is tough enough. Don’t make it harder by chasing after clients who aren’t in your sweet spot.

Don’t forget to recognize your good fortune

November 23, 2016

good fortune

It’s easy to get caught up in the metrics, goals, sales projections, and all the other things we measure in business. But as Thanksgiving approaches, I want to suggest that the best parts of being in business can’t be measured in dollars, percentages or increases but by your good fortune.

I don’t know about you, but by this time of year, I’m getting a little tired. I’ve been going full throttle ever since the holidays wound down last year and I’ve been chasing some pretty aggressive goals. This coming week is the perfect time to slow down and genuinely be grateful for our good fortune. Why not take advantage of the slower pace of Thanksgiving week and actually say thank you to those who make your work meaningful and successful.

Your employees: Let’s be honest – your employees are awesome, aren’t they? They care about your customers, they care about your business and they care about you. They work hard and your bottom line benefits from their efforts.

If you have a small staff, take the time to handwrite them a thank you note. Point out the things they do that make such a difference and let them know you appreciate all they do.

If your team is too big for that, gather them together and tell them how much you appreciate them. If you have multiple locations – why not shoot a video? It doesn’t have to be fancy — you can do it on your computer or phone. But make it personal.

Your clients: What if you spent a couple of hours this coming week and called all of your customers just to say thank you. Don’t try to sell them anything or talk about 2017. Just say thank you. But be specific – tell them why they’re such a wonderful client and why you appreciate them so much.

Encourage your employees to do the same thing with the customers that they serve.

Your vendors: You know who I’m talking about – the ones who bust a hump when your client shortens their deadline or wants to double their order but not the time it takes to get it done.

Let them know that you value their skills, commitment to your customers and willingness to bend over backward to help you over deliver. If there’s a sales rep or front line person who is always going out of their way for you – why not pick up the phone or write a note to their boss? Express your gratitude for their employee and make sure they know just how lucky they are to have them.

Your past customers: Even if they haven’t done business with you in a while, why not drop them a note to thank them for their past business? Tell them how much you appreciate the faith they had in you and the opportunity they gave you. Again, this isn’t a sales gimmick and you’re not trying to win them back. Just acknowledge that you enjoyed working with them, are grateful for the chance and wish them well.

In keeping with this blog post’s theme, I want to thank all of you for reading my blog content. Your emails, calls, notes and kind words make my day. I love it when you disagree, agree or just ask a question. I’m very grateful for our on-going conversation about marketing and all things business.

The magic of this week of giving thanks is that the more gratitude you express, the better you feel. You’ll be reminded again and again of your good fortune and that’s the perfect way to wind down this year and gear up for even more blessings in the year to come.

Narrow your focus

November 16, 2016

As you begin to look to at your marketing plan for the coming year, I’d like to suggest you adopt a theme of “narrow and deep” for your marketing and even your business model. In other words, narrow your focus.

What do I mean by that? For some reason, business owners and leaders struggle with the idea of specializing. We get the concept in our own lives – if you had a heart problem would you go see a cardiac specialist or your general practice doctor? If you wanted to update your bathroom, would you choose a company with years of experience in updating bathrooms or a general plumber? If you were flying, would you prefer your pilot have logged most of his hours in your specific kind of plane or be a generalist?

When we are choosing professionals to work with – we tend to gravitate to specialists and we justify that choice by saying:

They have experience in exactly what I need.
They can better anticipate and solve problems along the way.
They’ve built up resources and partnerships to help them be successful.
They will be faster and more efficient because of their depth of experience.
They are more likely to get it exactly how I need it to be.

And we acknowledge that they may appear to be more expensive but because of all of the reasons we just listed, in the end, they will probably save us time and money and if not, it’s because something went wrong and then we will be glad we invested the extra money.

I get why it’s harder to narrow your focus and choose to specialize rather than be a generalist. There’s money on the table and someone wants to hire you. You have a payroll to meet, financial goals to hit and you’re hoping for a little bonus at the end of the year. So why would you turn down anyone who is ready to hire you?

It’s a challenge to say no when someone is offering to hire you or buy something from you. But let’s be honest – your company is not equally good at everything. When you make a sale and it’s tied to delivering something that is outside your sweet spot – it’s difficult to get it done on time and on budget.

It’s often the project that requires you to do more legwork for the same price because you aren’t as familiar with the specifics. Even if you’ve done it a few times, it doesn’t come as naturally, so you slow down to make sure you do it well.

I’m betting that if you took the time to identify the deliverables that you have the most expertise in and have done the most and compared the profitability to the one-offs you do – the difference will be striking.

Let’s add to all that – when you are a specialist, you can charge more for your expertise. Why? For the same reason, bathroom makeover specialists can charge more than the handyman. Look at your own buying choices. People will pay more for the reassurance that you’re very good at what you do and if something goes wrong, you will know how to quickly fix it.

The advantages to specializing are pretty dramatic:

It’s easier to market yourself and help people understand what you offer.
Because you’re very good at it – you deliver a superior customer experience that leads to more word of mouth and repeat business.
You can charge more per deliverable.
You differentiate yourself from all the companies who are generalists and also do what you do best.

As you think about what’s next for your marketing and your business – rather than adding to all the ways you communicate and all the things you talk about – why not narrow your focus and consider pruning down to what you do best?

« Previous 1 … 29 30 31 32 33 … 181 Next »