A Number Is A Fact On Your Way To Trust

Posted on 2015/05/23 by Jerry Fletcher

Readers like numbers because they believe the numbers represent facts,” Rick, our Digital Director said.

“And facts will get you to Trust,” I responded.

We were sitting on the deck. I was sipping an iced tea.

Rick took a sip of his Pale Ale and went on, “But it depends on how you use ‘em.
Here’s five ways I think are really important:

1. Numbers are specific. Saying you have 3 models from 7 different brands says you have selection better than saying you have ‘superb selection’. More Trust. Less confusion.

2. Numbers are quick. I just flat get ‘em without having to think about it if I use the numbers In 2 for 1 versus the words, the story is much easier to see and comprehend. More Trust. Less calculation.

3. Numbers are easy to test. Changing from a word to a number in a headline or subject line or a teaser on an envelope can be done quickly and easily and you won’t believe the lift sometimes. And price testing. It is so easy on line. More Trust. Definitive answers.

4. Numbers enhance believability. Say you make a robot with a placement accuracy of 2 nanometers and a .002/second cycle rate. You and I do not completely understand those number but the engineers that need the machine will want to know more. More Trust. Personalized data.

5. Numbers adjust to demographics. In pricing, the numbers you use can skew how a product is perceived. Look at the difference in a price of $10 versus one of $10.00 where the cents are included. The higher the price, the more the high-end buyer wants to see the cents as well as the dollars. More Trust. Specific prices.

People believe you can’t shade meanings with numbers so they trust them more than words.”

Jerry Fletcher’s blog recaps conversations with clients, prospects and an unruly mob of business development professionals. They discuss what’s new, what’s old, what’s good, bad and ugly plus creative thinking to find what works. Jerry Fletcher is the ringleader and “Watson” of the dialogue.

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

Schedule a personal appearance. Jerry speaks internationally on Networking, Marketing and Contact Relationship Magic. www.NetworkingNinja.com

Your Story Is What?

Posted on 2015/05/16 by Jerry Fletcher

“We missed you last week. What were you doing?” asked our get right to it sales type, Kate, as I took my seat.

“Since you must know,” I said, “I was talking someone down from a ledge.”

“Mistah Fletcher,” Bubba oozed in his best Georgia peach way, “that is no job for the likes of you in my humble opinion.”

“That depends” I replied, “on a number of things. First, how high was it? Second, why was he up there? And third, was there a fire company with a net handy?”

Chris suggested in his digital director way, “Sounds like your leading up to the topic of the day and it doesn’t sound a lot like marketing or sales or all the stuff we usually talk about.”

“You are so wrong my oriental mastermind friend,” I said. “The guy on the ledge was me and I had totally screwed up my first column for a major forum. I didn’t need a net because the founder/editor is a gentleman and knows how to get the best out of a writer.”

Gail leaned looked over her glasses in her writer like way and said, “Back up. What were you attempting to write about?”

“My premise was that every company has a story. Each of us has heard and I’ll wager told stories about our companies and those we have advised. Most of us have heard how ‘when it absolutely positively has to be here overnight’ came to be and the legend of ‘just do it’ and others.”

“So where did you go wrong?” asked Rick our Direct marketing guy.

“I’ll bet I can tell you where he got all cattywampus,” said Bubba. I’m thinkin’ he went off the tracks on either Persona or Plot Line.”

Rick smiled and said, “I’ll do the Persona piece. My partner studied this for years. What he came down to was that there were only three or four personaes that work in a selling context. He called them archetypes. They are:

The Expert the person who has gathered the data, compiled the information, taken action to gain knowledge and with experience has come to wisdom.
The Knight who doesn’t know about something but goes looking to solve a problem and then reports back on the results of the quest.
The Collector who gathers experiences and along the way finds secrets that must, in his/her mind be shared. Sometimes the most powerful version of the Collector is a person reluctant to step into the limelight which makes the discoveries just that much more appealing.”

Rob said “Well done, Yankee!” He acknowledged Rick’s nod and went on, “Plot, according to Ray Bradbury is human desire let run, running, and reaching a goal. It cannot be mechanical. It can only be dynamic. Here are four plot lines that you are already familiar with if you’ve ever read a comic book, attended a Shakespeare play or sat through a George Lucas movie:

Challenge and Call can be a game of chance, a personal problem remedied or as simple as standing up to that voice on your shoulder. You respond to a negative situation and find your way out of it.
Transformation is the before and after story. It demonstrates the change you’ve learned which you can bring to someone else’s life or status or health or you name it.
Finder’s Sharers is when you relate the way you came upon something and the effect it can have for the buyer. A subset of this is often about revealing a secret discovered.
You and me against the world is a replay of the competitive thing that most business owners believe in. Just like the war of Yankee aggression, it divides the audience and will make some of them hardcore fans.

Theah’s more but that’s the bigun’s in the briar patch.”

“You guys hit the nail right on the head,” I said. “I went back to my notes on our discussions about stories and using them for corporate positioning and branding. It was all there. Thank you all for helping me down off the ledge.”

Schedule a personal appearance. Jerry speaks internationally on Networking, Marketing and Contact Relationship Magic. www.NetworkingNinja.com

Go Where They Ain’t

Posted on 2015/04/25 by Jerry Fletcher

“Go where they ain’t,” said Rob, the southern fried branding guru we lovingly call Bubba.

Chris asked, “That is your great business development advice?”

“Yassuh,” said Bubba around a dinner roll slathered with butter. I’ll give you examples from every part of marketing ‘cause that is advice you can take to the bank.”

“Okay,“ I said, “if we use the seven P’s model of Marketing I’ll just set them up one at a time. Is that okay with you?”

“Bring it on, Watson” said Bubba, “and if any of y’all want to jump in, feel free.

“Prospect Viewpoint,’ I said, “out of all the people out there who buys or will buy your product or service and what do they think, feel and believe about it?”

Rick, our direct marketing expert said, “Let me take this one. If you really analyze both the demographics and the psychographics of buyers you’ll find that they have more than one reason for buying. Yes, one will be prevalent but reasons two and three are often just as viable as number one. You go where they ain’t by orienting your creative to one of those other reasons.

“Profitable Niche is next. I said when he finished. A niche is a way to minimize competition with a focused portion of a market that requires a product or service that is outside the mainstream either in the need it meets or the design of the product or service. “

Gail, the copywriter volunteered, “you know how the whole world is now into mobile? Well I have seen that work out really well for two industries not known for it. Our vet’s practice is all house calls. And our computer guy lately seems to live in our spare bedroom/home office.”

Kate asked, “Are the virus’s attacking again?”

“Don’t get her started.” Rick said.

“Positioning is the third item,” I said. It is how you differentiate yourself or your product or service.

Bubba cleared his throat and said, “I figure I oughta take this one ‘cause everybody confuses it with brand and names and logos and taglines and you name it. Positioning is how you tell people quickly and succinctly how our product or service is unique. The classic examples are: The Uncola for Seven Up or We try harder for Avis or when it absolutely positively has get there over night for Federal Express. All or part of it may appear in a tagline. It can be a product name. It will, overtime, be part of the brand.”

“Persona is next, I see it as the heart of any business, the operational strategies. It is a core of trust wrapped round by Product, Price and Passage (distribution) encased in your name. Any one of the key elements can take you where they ain’t. For instance: The Chronotherm (the world’s first automatic setback thermostat). Or how about a fixed price to get a Pilot’s license or to integrate reporting software into your corporate systems. Consider a vending machine in orthodontist offices to dispense the most common items used. TWo of those I helped put in place and they are killer!

“Promotion Anybody”

Chris said, “I’ll take it. The internet has changed things but mostly just added another channel. The easiest way to go where they ain’t is to use direct mail. Use has declined so it stands out. Yes, it costs more than e-mail but used in combination with on-line activities it can increase acquisition geometrically.

“Performance is next, I said, “this is the way you, your company product or service interface with the client/customer/user.”

Kate, our sales doyenne said, “Got it. Have humans answer the phone. Actually help people find a competing product. Provide content that actually helps. Listen to your sales force when they tell you what people are saying about you and competitive products. Make it easy to opt out. Basically just treat people the way you’d like to be treated.

“Perception is the last one,” I said. “Bubba will you do the honors since Brand is your baby?”

“Sho’ nuff. Brand is the sum total of all the ways you or your company, product or service wind up on folks’ radar. What you want to have happen is for folks tell others Look what Mama gimme!”

The Takeaway:

Be different. You can do it with a name, a product, a distribution channel, pricing, delivery, after sale support, positioning, finding a niche. The better you understand your customer/client/user, the easier it will be.

Schedule a personal appearance. Jerry speaks internationally on Networking, Marketing and Contact Relationship Magic. www.NetworkingNinja.com

Visually Shameless Networking

Posted on 2015/04/11 by Jerry Fletcher

“So how was the conference?” Kate asked as I slid into the booth.

“I noticed something that was subtle but important,” I responded.

Rob grinned and said, “Wait for it y’all.”

I continued, “The best networkers also tend to be the best dressed or the least concerned about standing out from the crowd. In a room with over 200 of the top consultants in the country in attendance a dozen or so were just flat visually shameless.”

Gail asked, “so were they well-dressed or over-exposed?”

“It was subtly sophisticated in some cases, colorfully shocking in some but never overtly sensual. One guy was wearing a day glow orange sweater. Another wore an obviously expensive merino wool and silk ensemble. The women that stood out through color, quality and just looking comfortable in tailored outfits that ranged from suits to office casual.

The thing is that I identified those folks the first day and made it a point to meet them. On the last day of the conference they were the ones that led the table discussions after lunch.”

Chris said, “So if I’m at trade show or conference I should look successful.”

“That’s right,” said Kate, “but I’d extend that to any time you may be meeting prospects. And I would say it goes beyond the clothes. You should have a relatively new phone, an elegant folio for taking notes and carry a pen that is a cut way above the one you got from the local printer.”

Rick said, “I’ll take that a little further. So many people today really miss the boat because they try networking on line instead of in person. That is their first mistake. But more importantly they just take a selfie and throw it up on the social networks never considering the consequences. If your profile photo on LinkedIn is a low-res-looking-off-into-the-distance-wearing-a-T-shirt you have told me that at best you don’t care what I think and at worst that you really don’t want to begin a relationship with me.”

Gail added, “Visuals, especially quality ones, crack through the clutter. I saw some research on this the other day. Apparently:

Your brain processes visual data over 60,000 times faster than text
Visuals or videos on landing pages get conversion rates over 80% better that all text.
Posts with visuals are good for over 90% more views than those without.”

The Takeaway:

Rob said: “So if you want to be in high cotton you need to be the vision of success as your prospects see it. That means that you dress the part and you use visuals in your on-line persona that are a class act. All of them. One mistake can cost you.”

Jerry Fletcher’s blog recaps conversations with clients, prospects and a group of business development professionals. They discuss what’s new, what’s old, what’s good, bad and ugly plus creative thinking to find what works. Jerry Fletcher is the ringleader and secretary of the dialogue.

Jerry has been researching and implementing small business marketing that builds businesses, careers and lives of joy for 20 years as President of Z-axis Marketing, Inc. Learn more at www.JerryFletcher.com

Schedule a personal appearance. Jerry speaks internationally on Networking, Marketing and Contact Relationship Magic. www.NetworkingNinja.com

How Do You Decide To Fire A Client?

Posted on 2015/02/21 by Jerry Fletcher

Time to fire a client?

Kate, our sensitive sales expert took one look at me and said, ”who rained on your parade?”

I said, “Is it that obvious?”

At that point the entire table erupted with comments ranging from “Totally transparent” to “Like smellin” your way to the ribs dinner.”

I admitted that I was indeed down in the dumps because I was trying to decide whether or not to fire a client.

Gail asked, “Are they paying their bills?”

“Not really,” I said, “you see it’s a pro bono account.”

Bubba, our Dixieland brand expert asked, “So how did y’all get crosswise with each other?”

“It started when they decided that a new name was necessary,” I replied. “Every time I tried to get them to follow a proven process to get to a name they went kiting off in directions that were at best ill-informed. I nearly quit when I literally had to bite my tongue at one point.”

Rick said, “Let me guess, they simply wouldn’t listen to you. We run into that all the time in the direct marketing business. We get hired because they say they need and want our expertise then when we strongly recommend something that scares them even though we have precedent they want us to change it.”

“And when you say no they won’t listen to why,” continued Chris the Digital Marketing Director.

“Are you guys Psychic? I asked.

Kate said, “Yes we are in a way. I’ll bet that you were trying to get something resolved at reasonable speed and the continuous changes and multiple different requests just built up until you told them off.”

“Yeah,” I said. “It’s only the second time in my life I’ve been this angry. The first time cost me about $150,000 and a marriage. This time I’m out several hundred dollars and a bundle of time but that is not the major problem.

Bubba asked, “So what’s the problem? You’re supposed to be a pro. Just ‘cause the cat worried th’ yarn to a frazzle ain’t no reason to up and quit.”

“Rob, usually I’d agree with you but they are adding insult to injury. In my view every consultant is known by the work they do for their clients and this is one that is committing graphic offenses I just cannot be a part of. I can’t let people think I had anything to do with any part of this organization. I wish them all the luck in the world and I hope there are a lot of contributors out there with little or no graphic taste but I have standards.

The Takeaway

Good clients hire experts and then listen to them. Good clients base decisions on recommendations, measured precedent and the proven ability of the consultant to accomplish preset objectives.

Jerry Fletcher’s recaps his conversations with clients, prospects and a group of business development professionals. They discuss what’s new, what’s old, what’s good, bad and ugly plus creative thinking to find what works. Jerry Fletcher is the fiction’s ringleader and secretary.

Schedule a personal appearance. Jerry speaks internationally on Networking, Marketing and Contact Relationship Magic. www.NetworkingNinja.com

Marketing In An Age Of Simultaneity

Posted on 2015/02/14 by Jerry Fletcher

“It’s morphing again,” Bubba said as he lowered himself into a side chair.

“You are the branding Guru” said Rick,” but sometimes you are more than a little mysterious my friend. What the heck are you talking about?”

“Marketing and ‘bout everythin’ else,” Rob responded.

“So,” Kate said, “does that include sales?”

Rob drawled, “If you can’t run with the big dogs, these days y’all gonna have to stay on the porch.”

“Rob,” I said, “back up and tell us what got you all stirred up.”

“Look around the table,” he said. “Ain’t a one of you that does just one thing anymore.

Rick is a statistical whiz which is why he’s so good at direct marketing. And on top of that he can network his way to new business pitch standing in line at an airport check in counter!

Gail, writes, edits, teaches others to do it and has been an on-air personality and run a couple of ad agencies.

Kate can consult in a boardroom in the morning and go out and make cold calls with a newbie in the afternoon and then make a speech in the evening.

Chris writes code plus drives a digital marketing team that has built a business to twice what it used to be and he dabbles in real estate because he likes the investment opportunities and making houses better.

Fletch has a degree in design but managed ad agencies and PR firms. He’s an expert at positioning, CRM and automated marketing and speaks on three continents on networking. Somehow he explains what Rick does.

And we are not unusual. Like a lot of folks we do all that stuff simultaneously!”

Gail interjected, “So what is bothering you Rob?”

Rob replied, “Used to be y’all could be a writer or a coder or a single whatever. Today to be say a reporter you have to blog, tweet, video the event or the interview, photograph it, edit it and serve it up in multiple forms all of which require some expertise.”

Kate said, “I see what you mean. Most of us have been successful because we can do multiple things reasonably well rather than just a single thing.”

“But it’s more than that,” Chris noted. “That multiple expertise is what used to make us stand out but I think Bubba is saying that it is now the new marketing norm.”

“Y’all got it,” digital dude. “If you’re fixin’ to get into the business or you are ready to break out you’d best be adding some skills that match up with what you do or take it ‘round a corner folks haven’t connected yet.”

Gail said, “I’ll translate:

The Takeaway

Being good at one thing is not good enough anymore. You need to match your primary skill with a couple more that give you more insight and a greater spectrum of bankable capabilities.

This blog recaps the luncheon conversations of a group of business development professionals. They discuss what’s new, what’s old, what’s good, bad and ugly plus creative thinking to find what works. Jerry Fletcher is the fictions ringleader and secretary.

Schedule a personal appearance. Jerry speaks internationally on Networking, Marketing and Contact Relationship Magic. www.NetworkingNinja.com

A Nudge Is Not A Call To Action

Posted on 2014/12/06 by Jerry Fletcher

Thanksgiving weekend. The plane was full. He collapsed into an aisle seat pulled his ball cap down over his eyes, lowered the seat back and in seconds was in deep slumber.

When we pushed back from the gate a flight attendant tried to wake him. Three times she nudged his shoulder and said “Sir.”

It didn’t work.

Then she whispered in his ear, “Honey, wake up!”

He startled and came immediately awake.

The ladies of the lunch bunch snickered and the guys looked puzzled.

I said, “It is not an uncommon problem. Sometimes, no matter what we do we can’t seem to get their attention. The answer is in finding the emotional hook that penetrates deep into their psyche.”

“A female voice. An intimate name. A command.” Rick, our Direct Marketing wizard noted. “That, my friends, is one delicious call to action. It works because it operates way below the logical level. It taps into the old brain, the one that causes us to bolt and run at the appearance of danger or to leap up to rescue the maiden.”

“You might could say that stewardess got that fellow’s attention,” said Rob. Rob looks like the Gerber Baby after about 50 years and is our bouncing branding expert. He went on, “Much as I preach at y’all about branding this is one of those areas where I stand in awe of folks like Rick. When you have to make the sale in print or on the air or on-line knowing how this sort of thing works is worth every penny ya’ got to pay for it.”

“Thanks, Bubba,’ said Rick.

“If you two start holding hands I’m going for an ice bucket,” said Kate our sales doyen. “So why did you bring this up Fletch?”

“Because I was trying to figure out how to help an acquaintance in an Agency in China who had noted a sales problem in his operation. He and his sales manager were concerned about the necessity of making a bunch of cold calls and having to generate lists of folks to call on. This is a digital agency that landed a few whales to get started but now those projects are running out and they are discovering that professional service businesses, like agencies, need rainmakers.”

Gail our resident copywriter and editor piped up, “And they need to know how to network to new business.”

I said, “The way you do that in my book is:

Go where the money is
Sell what they want to buy
Do it again.

That works in all businesses not just professional services but the key to get the contract is to find that emotional hook that pushes the new prospect to take action. My acquaintance understands nurturing a market for a client but doing the work got in the way of finding a way to sign up new business. ”

“And the moral to that story, “said Rick, “is that no matter what business you are in the call to action is critical. If you can’t get them to move you have no business. Even in business to business situations an emotional hook performs better than anything else. Always.”

Jerry Fletcher focuses on making the techniques of enterprise level marketing available to entrepreneurs, professionals and small businesses. His consulting website is www.JerryFletcher.com

Jerry speaks professionally on Networking, Marketing and Contact Relationship Magic internationally. His speaking website is: www.NetworkingNinja.com

Marketing Is The Pour Not The Funnel

Posted on 2014/11/29 by Jerry Fletcher

“Big business or small business marketing is not a funnel,” I ranted as we took our seats.

Kate our sales doyen said, “The whole thing of getting people to buy has been called the sales funnel for years, why are you arguing with the obvious?”

I said, “Because it isn’t.”

Rob, the rotund branding Buddha, asked, “What isn’t?”

“Marketing is not the funnel. It is the pour, I said.

Five voices said in harmony, “The pour?”

“I think about Small Business Marketing all the time. One of the confusions that has occurred as we’ve seen the world move toward digital marketing is the integration of automated marketing and sales force contact management systems and what are now called contact relationship management systems. Marketing, Sales and Customer Relations are all being knotted up in a single system so the boundaries keep getting confused,” I said.

“I thought you liked integrated systems,” said Rick, our go to guy for direct marketing.

“I do,” I said, “but when sales expects marketing to hand them leads so qualified a rookie could close them something is wrong with the system and when sales pushes the maintenance of a relationship off to customer service…”

Kate pounced saying, “What is your problem? Sales is responsible for hitting higher quotas every year. We have to make sure we’re closing all the time. Now you have the tools to do the nurturing you need to do to get us good leads. What is your problem?”

“My problem,” I said, “is the same one that marketing departments and agencies and consultants all have. The expectations of corporate America have shifted to make us responsible for the funnel instead of the pour. Before, our job was to pour as many folks as possible into the sales funnel. We were always pushed to qualify them as potential customers. But sales had to close them”

“Thas right,” said Rob. All our ads built awareness of the brand, gave folks reasons to prefer the brand and even included offers for more information or free trials. Our job was to pour people into the funnel. Sales had to nurture them.”

“Bubba, I couldn’t agree more,” said Rick. My business is a combination of marketing and sales so we have to understand objections and stalls and all the stuff that a sales person goes through nose to nose with a prospect because we have to deal with it in print and video and you name it. Our job was to pour people into the funnel and move them as far down it as possible either getting the sale or handing off to a sales person.”

Gail said, “But things have changed. Marketing is expected to pour people into the funnel and then do all the information provision, all the nurturing, all the Q & A, all the funnel fact analysis, all the digital body language observation and in some cases even take the orders on line.”

Chris said, “But that is not all bad. My Marketing staff and the Sales staff sit side by side. There is great feedback both directions. We try to be professional about it. Marketing knows that our primary job is to pour as many people as possible into the funnel. And we know that we can help move people down the funnel but sales ultimately is responsible for changing contacts into contracts.

Thing is, we used to fight about the materials and presentations needed and sales would go zooming around completely off the Value Proposition.

Not anymore.

By working together we close faster, easier and more profitably.

Marketing’s job is the pour and to lubricate the customer’s journey down the funnel.”

“I guess I can buy into helping grease the funnel,” I said, as long as marketing is still the pour.”

Jerry Fletcher is focused on making the techniques of enterprise level marketing available to small businesses. His consulting website is www.JerryFletcher.com

Jerry speaks professionally on networking, marketing and Contact Relationship Magic across the Americas. His speaking website is: www.NetworkingNinja.com

How To Do A Home Page Video That Builds Business

Posted on 2014/10/11 by Jerry Fletcher

Chris, the digital marketing director said, “The websites you build videos into keep people on the site longer, get better click through and higher signups. I want to know why.”

“Yeah,” Kate said, “Tell him the formula, Fletch.”

“It’s simple, I replied. “It’s a combination of selling like Kate coaches people to do and a marketing trick I’ve learned over the last 25 years. All you have to do is make a video of your 30 Second Marketing conversation.”

Gail asked, “Is that the thing you came up with to replace elevator pitches?”

“Yes,” I said.

She continued, “The one that is intended to answer the question what do you do?”

“Yup. The answer is what I call a hook. The four elements of the formula are:

Hook ‘em
Hold ‘em
Pitch ‘em
Close ‘em

Rick said, “I’ve heard you speak on this. As I recall the hook is hard to come up with but once you’ve got it you’re more memorable and people want to talk to you if only to find out more about you… but that’s in person. A video on a web site is more like direct marketing and that is my bailiwick. How does this work there?

“Hooks can be found or developed in a lot of ways, I said. Here are just a few that have worked for me with clients over the years:

Review customer testimonials for simple descriptions
Try to put what you do in terms a first grader could use to explain what you do to his or her classmates.
Think about what you do from the customer’s viewpoint. What problem do you solve for them?
Put it in words that will force them to want to know more.

“But y’all got to be careful of your brand,” said Rob, our branding big brother. “You can’t say something that is gonna hurt you long term even if it gets their attention today. I reckon tha’s wheah the rest of the formula fits in, right?”

“You’re right Bubba,” I said. “the hook is what everyone remembers but what makes 30 Second Marketing TM work is the rest of it. In order to hold ‘em, you have to find the words that come after You know how… That means you have to know the problem that brings your ideal customer to you. When I train people to do this I try to get them to know the top three problems that their ideal customers are trying to solve. The pitch always starts with the words What we do is… and then explains how you solve the problem for your ideal customers. The close is a specific Call to action.”

“And, Y’all don’t want to be flappin’ your gums too much either, said Rob. Make it quick. If you go much more than a minute and a half they’ll be gone faster than a fox when a beagle bays.

Jerry and the marketing lunch bunch will be back next week. Their discussions are always about small businesses marketing tips that are low or no cost.

www.JerryFletcher.com is Jerry’s consulting web site He meets around kitchen and boardroom tables to change the marketing of companies in the Americas. He prefers working with “Little Guys” with 1 to 500 employees.

www.NetworkingNinja.com is his speaking site. He speaks professionally on three continents on how to craft Trust-based marketing that builds businesses, careers and lives of joy…on and off line.

Why You Need A Video On Your Home Page

Posted on 2014/10/04 by Jerry Fletcher

“The client doesn’t want to do a video for the home page of her web site, Chris said.

“Why not?” asked Rick. “I don’t know what her company does but I can tell you all the kinds of operations that videos have worked for in direct marketing. With that he started listing them:

Consultants of all kinds
Professionals like CPAs and Lawyers
Health care providers—Doctors, Dentists, etc
Personal Care folks like beauty parlors, nail salons and the like
Any brick and mortar retail establishment
Manufacturers, Distributors, etc

“Whoa there Bre’r Direct” said Bubba, our southern fried Branding expert. “Y’all could just as easily said every company stead o’ running yourself round the pasture.”

“I agree that video seems to work,” said Kate. “But the question is why?”

Bubba continued, “All those first ones he mentioned are situations where the person is the brand and there is no way to be more convincing than for y’all to tell your story the same way you would in person looking right at the camera. Manufacturers and Distributors many times are hooked up with the guy or gal who started the business but the words of someone in the business that speaks to the brand can be just a powerful even when theah name isn’t on the door. ”

Kate nodded in agreement and said, “Cognitive Psychologists tell us that way down there in bottom of our brains each of us is still programmed to respond more positively to human faces than any other thing we see. We’re just wired that way.”

“We give videos time,” I said. “We spend up to a couple minutes without clicking to jump to another screen. That builds Trust and as Rob would say builds your brand. Comscore reported that the difference was over 60% in time spent on a site when there was a video.”

Chris said, “The thing my client is confused about is the cost. She believes she has to have ‘movie grade’ video to put up on the web site. I’ve shown her the level of quality you can get with a home camera and editing software that is free but she’s not going for it.”

“She’s being a woman,’’ Gail said.

Kate snorted and all the guys looked perplexed.

Gail continued, “Women worry more about what they look like on camera than men. But they also have an advantage. If you display the faces of male and female models with equal grooming side by side, men will look at the woman first. So will the women. In other words, women know they will be looked at and either like it or dislike it. She doesn’t like it.”

“But if she is concerned with the ROI of her marketing efforts, She might change her tune given some facts. Video provides the second highest return on investment you can get on-line just behind featured articles with direct links to your site,” I said. “On top of that if you want to know what visitors are really interested in on your site, start tracking the videos they watch and then personalizing from there.

It all starts with establishing Trust and telling people what you do. That short positioning video on the home page can make a web site up to twice as powerful at building business.”

Our ”Little Guys” Marketing brain trust will return next week. See you then.

Jerry Fletcher crafts Trust-based marketing strategies from his offices south of Portland, Oregon for companies in the Americas and Asia. Learn more and see a home page video at www.jerryFletcher.com

Jerry speaks professionally on three continents on Networking, Trust-based Marketing, and Contact Relationship Magic. Click on a home page video at www.NetworkingNinja.com

Jerry Fletcher's Secrets of Small Business Marketing

How to build your business, your brand and a life of joy…on and off-line.

Tag Archives: Content

A Number Is A Fact On Your Way To Trust

Your Story Is What?

Go Where They Ain’t

Visually Shameless Networking

How Do You Decide To Fire A Client?

Marketing In An Age Of Simultaneity

A Nudge Is Not A Call To Action

Marketing Is The Pour Not The Funnel

How To Do A Home Page Video That Builds Business

Why You Need A Video On Your Home Page