March 10, 2015 3:32 PM PDT
Timing is a funny thing. The other day I read the Miles & Co What Are You Bragging About? blog post, in which Lynn Peisker finds a hotel chain's chest-thumping less than compelling. Peisker asks this question:
Does your messaging truly reflect your above-and-beyond-brand of Shareworthy Service, or are you promising what every customer simply expects?
- The very next day I received an email from a television advertising salesperson on the West Coast. She was looking for a creative idea for a roofing company. She had asked the client what made his roofing company different, and got this answer back:
"We will complete the job to the customer's satisfaction. We are here before, during and after the job."
That's the company's unique selling proposition? They'll complete the roofing job to a customer's satisfaction? That's an awfully small hook to hang their hat on.
Looking for something more, I went to the company's website, where I learned that they are "Roofing Experts".
Blah.
Blah.
Blah.
.
Customers expect a job done to their satisfaction. They expect a the people who work for a roofing company to be roofing experts. Any of their competitors can make exactly the same claim.
Advertising Sales Tip: Say NO to Blah
If you are an advertising salesperson tasked with coming up with a strong campaign, you have a responsibility to say NO to blah. need to dig for something more.
What else can your client talk about? Do they offer a guarantee that's better than anyone else in town? Offer a product, or installation technique, that's unique to the area -- and better than the alternatives?
What does your client do that nobody else does? What can they offer that nobody else can? Find the answer, and you've got your campaign.
Timing is a funny thing. The other day I read the Miles & Co What Are You Bragging About? blog post, in which Lynn Peisker finds a hotel chain's chest-thumping less than compelling. Peisker asks this question:
Does your messaging truly reflect your above-and-beyond-brand of Shareworthy Service, or are you promising what every customer simply expects?
- The very next day I received an email from a television advertising salesperson on the West Coast. She was looking for a creative idea for a roofing company. She had asked the client what made his roofing company different, and got this answer back:
"We will complete the job to the customer's satisfaction. We are here before, during and after the job."
That's the company's unique selling proposition? They'll complete the roofing job to a customer's satisfaction? That's an awfully small hook to hang their hat on.
Looking for something more, I went to the company's website, where I learned that they are "Roofing Experts".
Blah.
Blah.
Blah.
.
Customers expect a job done to their satisfaction. They expect a the people who work for a roofing company to be roofing experts. Any of their competitors can make exactly the same claim.
Advertising Sales Tip: Say NO to Blah
If you are an advertising salesperson tasked with coming up with a strong campaign, you have a responsibility to say NO to blah. need to dig for something more.
What else can your client talk about? Do they offer a guarantee that's better than anyone else in town? Offer a product, or installation technique, that's unique to the area -- and better than the alternatives?
What does your client do that nobody else does? What can they offer that nobody else can? Find the answer, and you've got your campaign.
This post was edited by
Rod Schwartz at March 4, 2024 1:16 PM PST
