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Branding Tips to Increase Sales

Three Key Marketing Questions That Determine Your Company's Success

Posted by Chuck Jones on Thu, Aug 28, 2014


Can you answer these three questions without hesitating?


 
  1. Can you tell me in 25 words or less what your company does without using any $10 words?

  2. Can you rattle off the top 3 problems you solve for your customers, in their words?

  3. Have you ever asked a company why they bought from you?

If you’re hesitating you probably don’t have a very deep understanding of what your company really does for your customers and this is not, unfortunately, unusual.

But wait, you say... I know my products and I know what my customers buy. That’s all I really need to know, isn’t it? Yes, that’s fine if your goal is to be commoditized but “not” if you want your company to grow, be recognized and known in your industry or community.

Most of us were brought up in business to learn the features and benefits of what we do or sell so we could rattle off the feature and then say, “and, what this means to you is….”

I don’t think this works very well today when dealing with an educated buyer who has already done significant research on various websites, including yours.

In years past the buyer had little knowledge about your product or service and depended on sales brochures, fact sheets and your salespeople to provide them with the information they needed to make a buying decision. It’s different today because so much information is available to us on the Internet.

With just a few keystrokes in a browser, buyers have virtually unlimited access to information about your market, industry, and your products. They can also find out how others feel about your company, i.e. are they happy they bought from you, do you stand behind your products, do you deliver quickly and if you make it easy to be a customer.

Like everyone else you know, buyers are busy, distracted and pulled in multiple directions each day. As a result they want to find answers to problems and they want it to be easy and friction free. They want you to demonstrate that you understand their issues and problems.  

So, why do you need to know the answers to the three questions I asked in the beginning?

 

If you can’t state clearly what your company does, how can you expect your prospect too? If you can’t clearly identify three key problems your company solves why put that burden on the prospect?

This brings us to an important question... What is your website doing for you? Can it answer these key questions? Probably not. If it does not address your potential buyers’ problems with solutions that are easy to understand and in their words why should they spend more time on your site? The answer is, they won’t. They will leave quickly. The technical term for this is “bounce”. If new visitors come to your site from a search bar or link they found on the Internet and don’t find any answers to their questions… they will bounce.

Want to stop them from bouncing or at least slow them down? Start by understanding how well your website is performing and how it ranks versus your competitors. Once you know where you stand it’s much easier to come up with a plan for improvement.

For a free website evaluation and thoughts on where to go from there click here to get started.

 

Does your website generate enough quality leads for your sales team?

 

 


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Tags: Inbound Marketing, Content Marketing, Consultative Selling

6 Signs Your Business Strategy Needs a Makeover

Posted by Chuck Jones on Thu, Aug 14, 2014




Every business suffers from ups and downs, good years and bad.


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Tags: Inbound Marketing, sales pipeline, sales are down, phone is not ringing, need more leads. lead generation, marketingflipaphobia, marketing grader

The Marketing Landscape Has Forever Changed

Posted by Chuck Jones on Mon, Aug 11, 2014

Old media like newspapers and magazines are declining as we do more and more online as evidenced by a recent New York Times headline Print is Down, and Now Out. DVR’s help us timeshift our favorite TV shows and skip commercials. Caller ID enables us to screen our phone calls and we use voicemail to avoid talking with people we don’t know or don’t want to talk too (think “cold callers”).

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Tags: Lead Generation, Inbound Marketing, Social Media, Marketing Strategy

Sales Review: How's Your Second Half Lead Generation Look?

Posted by Chuck Jones on Mon, Jul 14, 2014

If you're on a calendar year basis you've finished Q2 so the first Half is in the books. How'd you do?

Did you crush it or do you need to do an autopsy to find out what happened and why so many deals failed to close as expected?

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Tags: Lead Generation, Inbound Marketing, Marketing, Business Development, Marketing Strategy, New Business

10 Tips on How to Shop for a Website Firm or Website Redesign

Posted by Dale Berkebile on Tue, Jul 08, 2014

How do you know if you need a website redesign?

This is a big question that must be answered in a few ways. The first problem people make when doing a search for help for a website redesign is putting someone on the clock to do RESEARCH for web design companies. Typically these people are not seasoned business people so they are looking for someone who can create a beautiful website. The next thing they do is contact several design firms getting pricing.

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Tags: Web Design & Development, Website ROI, Advice

5 reasons I'm happy Google Keywords are dead! Goodbye Keyword Data

Posted by Dale Berkebile on Sun, Sep 29, 2013

Breaking News!

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Tags: Hubspot, SEO, Analytics, Keywords

Lead Gen / Web Design: New site brings in leads on the first day!

Posted by Dale Berkebile on Mon, Sep 09, 2013

I've had a happy surprise today.

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Tags: Lead Generation, Web Design & Development, Inbound Marketing, Business Development

Lead Generation Tips: Create a clearly defined Goal you want to hit

Posted by Dale Berkebile on Fri, Sep 06, 2013

This is the second in a series of articles around Lead Generation Tips.

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Tags: Lead Generation, Marketing, Sales

Before you start Branding: Determine Your Brand Position

Posted by Kasie Hilburn on Wed, Sep 04, 2013

You can't put lipstick on a pig.

We like to use funny sayings down here in the south. Lipstick on a pig means: its a waste of time to make superficial changes in order to disguise a product's true nature. Common sense to be sure, but it's lost on so many companies when it comes to brand positioning.

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Tags: Brand Positioning, Brand Development

If you build it, WILL THEY COME? - Website Design & Marketing Tip

Posted by Dale Berkebile on Tue, Aug 27, 2013

So you may have seen the movie Field of Dreams with the lesson "Build it and they will come".

You know the movie where Kevin Costner builds the baseball field and soon meets his dad and has superstar ball players of the past playing on his field.

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Tags: Web Design & Development, Inbound Marketing, Web 2.0, Web Development

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