What’s your “We” Score?
One of my fellow Duct Tape Marketing peers introduced me to a very cool tool I’m going to share with you today. It’s called your We-We Calculator and it fascinates me for two reasons.
- It is a terrific and creative example of a lead generation tool.
- It shows you how customer-focused your content is.
Check it out it’s free.
One of the key mistakes many people make in their marketing is focussing on what they can provide, rather than what the benefits are for the prospect. You have heard me refer to this as your product or service “dump”. The problem with this approach is you are leaving it up to your prospect to figure out how you can help them.
Are you guilty of the “WE” factor?
Try this simple test. Have a look at your website or promotional material and count how many times you use the words “we”, “our” or “your company name” vs. the words “you” and “your”. If the bulk of your material is written about you and your company, you are guilty of the “WE” factor.
It’s time to connect the dots.
A great way to revamp your material is to make it “FAB-You-lous”
FAB stands for Features, Advantages & Benefits and allows your prospect to connect the dots between what you have to offer and how that helps them.
Here is an example:
Our Elite Package offers the following FEATURES
Prompt Response, Senior Technician, Fixed Rate, 100% Guarantee
For each of these features, what are the advantages?
For “prompt response”, one advantage might be that “your downtime is kept to a minimum.”
The final benefits to a prospect then might be that “because your downtime is kept to a minimum,you won’t feel the affect on your bottom line, and your staff morale will remain high.”
Look at the number of “you’s” and “yours” vs. “we’s” and “our’s”
Can you increase your “YOU” factor? Give it a try!
Source: Hubspot 2
Posted on October 2, 2011 in Cidnee Stephen, Duct Tape Marketing, Elite Package, Marketing Strategy, Online Marketing, Service Based, Small Business Marketing, Social Media & Online Marketing, Strategies for Success, We-We Calculator, Website Content
