The Money is in the Message

verizon guy

“Can you hear me now? Good!”

I’m a marketing fanatic as many of you know, so I try to appreciate great ideas communicated brilliantly when I see it. Verizon’s cell phone television ad campaign articulated and took advantage of a simple but powerful truth— with other cell phone carriers, lots of people were experiencing the frustration of dropped calls in the middle of important conversations.

You’ll never have to worry about that with us, Verizon basically said, with commercial after commercial of the same Verizon field test guy in the most remote areas of the country still being heard, still good.

The number of Verizon subscribers jumped from 32.2 million at the start of that campaign in January 2002 to 43.8 million in two years. They also poured billions into their network infrastructure; continually investing in what they said they would deliver on—fewer dropped calls anywhere.

I’m not a Verizon spokesman or advocate, I just use the example to illustrate the power of a simple message communicated to the tune of more customers, and more money. The money is in the message. Marketing and promotion is how you get customers to your business, and customers are how you get more money.

This is exactly the problem most businesses have, though—communicating clearly and concisely what they do and how it benefits their potential customers. It’s one thing for you to know what you do, who you help and how they benefit, but it’s quite another thing for other people to know the same thing.

One of the most essential skills you can have is the ability to articulate what you do in a powerful and concise way. Clarity leads to power, for both you and your customers. It empowers them to understand exactly what you can do for them and why they should buy from you. The reason most people fail in business is that they have a very poor message.

Your message has to cut through like a knife to the core. You have to be very selective and specific about what you say. You might have lots of different things to offer, but you can’t put them all in a 30-second sound bite. Don’t try to be all things to all people. Keep it simple. Less is more. You want to leave people saying, “That sounds interesting.”

What’s your “thumbprint”? What’s unique about you? Why should someone do business with you versus the person next door?

If you don’t have this, you are chopping your income in half. As soon as you have a strong sound bite, and deliver on your promise, you can double your income.

The only way you’ll ever know what works is to try something out and see if it works. You always test first, and then you sprint out of the gate when you have a winning proposition.

How about you? Have you experienced a difference in success when you changed your persona—your “calling card” so to speak—as you sold yourself or a product? What was it that specifically made a difference? Was it how you perceived yourself or how others perceived you? Let us know in the comments below!

To Your Success,

harvsignature