July 1


So What?!

By Michael Q. Pink

July 1, 2010

Hello again… It’s not often I run into someone I trust in the business world who really knows how to get results and deliver solid value.  My friend, David Johnson is having impressive success with real clients who are experiencing tangible, measurable results that make me glad to recommend him to others. Earlier this week, I had coffee with him and listened as he shared some significant advances he has made in his own business and how that has helped clients I know in a big way.

So I asked him to host a webinar with me next Tuesday night that you won’t want to miss if you would like to grow your revenues without investing a fortune. I had a brief conversation with David yesterday about that which was recorded to give you a little more insight into the webinar. It’s just a few minutes so take a minute to listen if you like.  In the meantime, I’ve asked him to share some of his insights that he shares for free. I thought they might help you too…

bored-customer-300x246Increase Your Response: Pass the “So What!” Test
by David G. Johnson  

Here’s another way to increase your response just by changing the words you use!
Pass The “So What!” Test
One of the biggest contributing factors to the dismal results that small business marketing tends to get has to do with the value and sequence of your content. Again… it doesn’t matter what medium you’re using (direct mail, e-mail, print, radio, TV, etc.), your customers simply don’t care until you catch their attention and answer their question, “What’s In It For Me?!”

So… to get practical right away: Put all your best benefits right up front. You managed to get their attention with a bold promise written directly to them about them in your headline. Now keep it up.

It’s your job to prove to them that they should continue to pay attention.

Some people think you should “save the best for last” and give ’em some great stuff at the end of your ad. The only problem with this is that the vast majority of people will never make it to the end. They already said, “so what!” and moved on.

Pretend that the reader/listener/viewer of your ad is a 5th-grader with ADD/ADHD whose Mom forgot to give ’em their Ritalin today. This forces you to keep their attention. I’m not saying you should treat them as though they’re ignorant (or worse: stupid!), but just assume they have as much to do today as you do.

But That Takes Work!
Yes it does. This means that you need to sit down and focus your efforts on knowing enough about your prospects and customers to really understand what they care about. (Hint: there’s most likely a difference between what you think they care about and what they really do, in fact care about.)

It also means that you need to invest the energy into categorizing, prioritizing, and re-phrasing the benefits of your product or service until you’ve found a way to push the top benefits out in front of your audience first and foremost.
Remember: marketing (even in the “conversation” of Web 2.0) is largely a “broadcast” art & science. This means that you can’t pretend to be a lawyer making an argument in front of a jury and try to finish with the big key point at the end. The lawyer has the advantage of seeing the whites of the eyes of the jury and gauging their reactions and adjusting accordingly. You must come right out and play your Ace right up front.

Bottom Line: Don’t be boring. You can’t afford it.

Michael Q. Pink

About the author

Michael is America's leading authority on applying Biblical Wisdom and Natural Law to sales and business and has authored 19 books including The Bible Incorporated, Selling Among Wolves and God's Best Kept Secrets. Using that knowledge, he has helped thousands of professionals and entrepreneurs experience radical transformation in their lives and careers, including helping a start-up with 3 struggling sales reps turn the corner and become the 16th fastest growing company on the INC 500 list. 

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