How Your Marketing Message Multiples Your Sales, By Marty Katz Connectors 360
Many managers responsible for growth find that they cannot get the sales they want. They are not connecting with their target audiences because their marketing message is not clear or memorable.
Marketing builds the relationship with prospects by generating awareness and engagement. This is the way that you introduce your company to them so they can move through the sales funnel.
Sales is the closing process which builds on the momentum created by your marketing message.
The marketing message is based on the Three Rules of Marketing:
No one cares about you.
Prospects have their own business issues and lives to deal with.Prospects will only remember the problem you solve. The problem resides with the buyer. So many managers talk about their processes, technologies, achievements and successes. All that is about the seller.
Prospects won’t do the work to figure it out. If they have to sift through your message to see if it relates to them, they won’t.
The Multiplier Effect
If you have a clear and memorable marketing message, the impact of your sales message will be strengthened.Your marketing message will provide vital preparation for your sales team to open and close with enhanced outcomes.This is the multiplier effect.And this is what it takes to get the multiplier impact: A well-crafted marketing message, communicated on your website, lead magnet, in collateral materials, personal email messages, Google ads, SEO optimization, blogs and email drip campaigns.
Your message has to be repeated over and over because of the onslaught of messages that bombard decision makers. To break through this clutter, your message has to be presented many times and in all media available to you.
Often marketers will say, “I sick of saying the same thing!” When you are tired of repeating your message, that’s the time that your prospects begin to become aware of what you are saying.
Results of the Multiplier Effect
As a result of targeted, consistently- and repeatedly-delivered marketing messages, you will generate more qualified leads and enhance your closing ratios because managers entering your sales funnel have pre-qualified themselves.
When prospects respond to your messaging by engaging with you by taking a step to ask for information, emails, newsletters, your warm prospect lists will grow.
While cold emails and calls can be effective, the impact of getting your prospects to opt in to your communications enhances the effectiveness of your outreach efforts.
The Big Picture
The big picture is that a marketing message supports the sales process and multiples the impact of your growth efforts.
As our marketplaces become increasingly noisy and crowded, it is vital to have a distinct message that addresses the Three Rules of Marketing to get ahead and stay ahead of the competition. And grow our businesses.
For more information about how a clear and memorable message will grow your sales leads and sales effectiveness, please contact:
Marty Katz
Connectors 360
212.920.4555
