30-Second Marketing for Consultants Part 2
Chris said, “So 30-Second Marketing has four parts: Hook ’em, Hold ‘em, Pitch ‘em and Close ‘em.
Y’all can take that to the bank, youngster,” drawled Rob. “And when a Georgia Boy lays that on you it is certain true, no doubt.”
“Foah starters it’s got more movin parts. It’s like the difference ‘tween flinging a beastie into the briar patch and roundin’ up the hounds to go huntin come sunset.”
Rick asked, “Fletch, since you originated 30-Second Marketing (See Part 1) would you please translate what the southern fried branding Buddha just scrambled?”
Mission versus Position versus 30-second Marketing
“Sure,” I replied. “A Mission is for all the folks that need to trust a firm, product or service. A Position is a way to quickly tell suspects, prospects, customers and clients why they should put you first. Usually those will be words in print and there is no opportunity for interaction.
30-Second marketing is about a conversation rather than one of those brief summaries intended to make you memorable in as few words as possible. It encourages interaction.”
Gail, the copywriter and editor in our midst, piped up, “30-Second Marketing is a conversation, not a commercial. You need to invest significantly more time and imagination in crafting your answers than you might think.”
The Path to Purchase (Customer Journey)
Rob’s honey-warm voice slid in. He said, “My friend Gail is tryin’ to sugar coat the fact that it will take a good bit o’ skull sweat to get it right. Moah importantly, you need to get to know your prospect real well. You need to know where he or she is on the Path to Purchase and what is important to ‘em at that point. Don’t matter if it is one person, a couple or a committee, you got to get inside their heads.”
Gail said, “I like that description Bubba. Usually it’s what people call the Customer Journey but Path to Purchase is a lot more direct way to put it. And from my experience I believe that would be easier for folks that aren’t communications pros to understand.”
“I agree,” I said. It took me quite a bit of time to explain the customer journey to some clients the other day. And even when they got it there was difficulty in getting to the level of detail that can influence buying decisions. Something as simple as knowing that a new company was formed by execs from the leading company in the field can make huge difference. Sometimes, the simple revelation of how you access one of the features of a product can close the sale.
Mission and Position are print reminders to make you, your product or service memorable.
The Path to Purchase is the steps your customer/client goes through in order to make the decision to buy.
The more intimately you understand the Path to Purchase the more compelling you can be in every phase of the sale…including 30-Second Marketing.
Jerry Fletcher’s blog recaps conversations with clients, prospects and the unruly mob of business development professionals he consorts with. They discuss marketing that works from solopreneur to enterprise level. Jerry, The Consultant’s Communication Consultant, is the ringleader and “Watson” of the dialogue. Sign up for the blog and other publications at: www.JerryFletcher.com/Profit.html
Jerry has been researching and implementing small business marketing that builds businesses, careers and lives of joy for 25 years as President of Z-axis Marketing, Inc. Learn more at www.JerryFletcher.com
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