|Posted on November 14, 2014 at 2:00 PM||comments (9318)|
One of the most common Sales and Advertising mistakes we see is the "Me, Me, Me, Me, Me" syndrome. Prospects and consumers aren't that interested in learning all about YOU. Stop talking AT them. Stop dumping all of your features and benefits all over their heads.
Start asking them questions. Ask questions about their problems, their concerns, their pain. Once you have uncovered some of those valuable bits of information, then you can connect your solutions to them. Nothing is more meaningless than someone standing in front of you and not listening, just talking at you. We've all seen this in bad business meetings, bad sales presentations and bad advertising.
Some of the most influential and long lasting ad campaigns in history were "You-Centric". McDonalds "You Deserve a Break Today", Burger King "Have it Your Way", AT&T "Reach Out and Touch Someone" were all wildly successful ad campaigns. These companies then proved up all of the ways YOU mattered and benefited (Happy Meals, $2.99 Whoppers and Family Plan discounts for mobile phones).
So, remember... It's not me, it's you.