Are you one of the “62% of executives (who)

think their company’s message doesn’t

stand out in the marketplace.”  

-Corporate Visions, Inc. Q4 09 Report

 

Your business cards, elevator speeches, cold calls, brochures, lead generation and sales letters,

e-mails, and web pages should get results. 

Dear Sales and Marketing Executive:

            Imagine sitting down at your desk with your first ‘office-cup’ of coffee one Tuesday morning expecting another day of trouble-shooting when you see a stack of phone messages from your sales managers telling you how many appointments they scheduled that week and congratulating you for your support in making it happen. 

            Now tell me, how do you really feel about the effectiveness of your marketing material- your taglines, executive summaries, case studies, brochures, white papers, presentations, phone scripts, e-mails and letters?

            Take a moment and think hard about the content and material that’s supposed to cement your branding and value proposition in the mind and heart of your target customer to make your lead generation and sales efforts easier.    

Get the Edge Over 62% of Executives and Sell more, More Profitably.

            Are you one of the 62% of executives who wants his or her marketing message to do a better job of differentiating you from the competition, ultimately helping drive your company’s sales and revenue goals? 

            Today, your buyer is smarter and more skeptical than any time in history.   And, according to The Forrester Research Group, 41% of Chief Marketing Officers say their company’s marketing efforts are “scrutinized at every level of the company”.  Worse yet, 18% report that marketing is viewed solely as a cost center to cut.

          Let’s face it.  You’re under attack from all sides. 

• 45% of CMO’s say their company is cutting back on Branding, Advertising, TV, Print, Radio and Magazine spending because they can’t track the results. 

• 19% say they are reducing their direct mail spend because it delivers the lowest ROI. 

            BUT, the kicker is that according to an ANA/MMA Marketing Accountability Survey “Nine out of 10 CFO’s don’t use ROI in setting marketing budgets.”

            How’s that for confusing!

            Selling anything is complex today.   But it doesn’t have to be…  There are easy mechanisms you can put in place to track results.  And marketing doesn’t have to be a cost center.  In fact, it should contribute…

            It should contribute by providing benefits, features, and stories that jump off the page and screen, helping your buyer clearly see the personal and corporate advantage of doing business with you in a compelling way that paints you into your customer’s picture of how things should be from his perspective. 

            The American Marketing Association reports that up to 80% of marketing material for sales “never sees the light of day”.   Well, that helps explain the cutbacks.  Unfortunately, the real problem is that “only 10 – 20% of salespeople are creating the ‘best’ message for their prospects.”

            If you are hearing the same thing from your sales managers, maybe your sales and marketing content would benefit from a new and fresh copywriting perspective.  A perspective forged on the front-line sales trenches - one that is clear, creative, and practical from someone who has been there.

Help Build a Better Funnel AND

Shorten Your Sales Cycle

Here’s an “I.D.E.A.”…

Electrify your company’s marketing through the power of consultative copywriting.

Make your marketing message Important to your prospect, Different from your competition, Easy to understand, and Action-oriented. 

Generate more qualified leads,

Turn a higher percentage of your leads into prospects,

Nurture your prospects into opportunities, and

Convert your opportunities into customers.

            You see, effective copywriting is selling- in print, in e-mail, on the phone, or in person.  It is creating awareness and capturing interest; discovering needs and satisfying desires; providing useful information and identifying helpful solutions; and, above all, doing it in a way that creates a clear and compelling reason to take action. 

Bold talk from someone you don’t know, right?  Permit me to explain…

            Before becoming a full-time strategic copywriter and sales coach and consultant I was an 11 year quota-busting new business sales representative and customer account manager veteran for a Fortune 500 company in the HRIT industry.   Before that I consistently broke territorial sales records during an 10 year stint in the cut-throat children's garment industry where profit is as important as fashion, and relationships can make or break a deal.

            Selling human resources and financially-related technology, software, services and administration to mid-size businesses and Fortune 500 companies across the country and in different industries teaches a person how to communicate in a way that zeroes in on, and solves each individual’s personal and corporate problems.

            During years of engaging gate-keepers and getting inside the heads of prospects and customers, I learned something important... prospects and customers were consistently responding positively to the presentations, proposals, summaries and letters I created. 

            Decision-makers made it a point to tell me that the material I provided, compared to the competition, was the best and most compelling that they were reading and incredibly valuable during their internal discussions and presentations and in their decision making making process.

            Of course, what my prospect didn’t know is the significant amount of time spent revising, rewriting and often redesigning the bland, confusing and wildly off-topic, off-the-shelf, boiler-plate corporate marketing and sales collateral material I was given to match his needs.  And I am not alone…

            According to the CMO Council “as much as 40% of typical sales rep’s time can be spent creating presentations, customizing messaging, and getting ready to engage the customer.”  That’s good news for you.  Let your competitor’s sales reps spin their wheels trying to be clever.  Instead…

Create Sales and Marketing Content That Makes a Difference…

            It may not take as much as you think for your message and content to clearly connect the dots for your customer back to your product or service in a way that makes the buying decision easier.  Take a look at what just a few customers are saying at testimonials then ask yourself what happens if you step up your game...

         What if I could present features and benefits in letters, brochures, case studies, white papers, e-mail and on the web in a way that has customers understand, need, and want what I sell? 

           What if I could design my next sales campaign process and content in a way that eliminates customer confusion and creates a steady flow of qualified, interested traffic ready to do business?

          What if I could redefine my value proposition and irresistible offer in a way that is uniquely important to my customer and helps him want to take immediate action?

            Look, I cannot and would not guarantee your results.  That just wouldn't be right.  You are, however, absolutely guaranteed to receive the same fanatical commitment and drive to succeed, using the same arsenal of sales process and copywriting knowledge I have accumulated over the years to create 'magic' copy and help you win your engagements. 

            And, I think you will find that working with an experienced sales professional turned full time consultant/copywriter is a very different, very honest, very eye-opening, and financially rewarding experience.

            Whether you are looking to energize and tweak your sales and marketing content, or your projects are just piling up, think about working with a successful veteran sales professional turned

successful copywriter/consultant. 

            Remember that the best time to research alternatives is before you need one- when you are not bending under the crushing pressure of multiple critically urgent projects. 

            If, however, you do want to jump-start your selling there’s a little problem.  Until you call and we have a chance to speak, I am unable to say exactly what you may need and how quickly we can get started making a significant sales goal-focused difference in your marketing content.

            Call me today at (732) 417-0680 or email mark@mysaleshero.net to schedule a time to review your challenges, understand your goals, and discuss how to make your sales and marketing material more effective.  

Be the Hero,

Mark H Daniels

Sales Strategy Coach, Consultant and Copywriter

President, My Sales Hero, LLC

mark@mysaleshero.net

(732) 417 – 0680 

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