You are important and you know it. But does the person trying to sell you something know it?
One of the basic lessons of marketing is ‘sell benefits not features’. In other words, tell the customer what’s in it for them. Yet how often do you receive an email, letter, tweet, flier or even a personal call that fails to tell you why you should buy? You can probably find any number of examples that don’t even use the word ‘you’.
Here’s an example from the world of theatre: ‘This show is unmissable.’ OK but why shouldn’t you miss it? What particular rvalue will be added to your memories were you to have this experience? What empty hole will there be in your life if you choose not to see the show?
Maybe it’s a moving play. So you’ll very likely be crying at the end. Better bring tissues.
Maybe it’s a funny play. So you’ll be laughing. Better bring an oxygen supply in case you can’t get your breath.
Maybe it’s a musical full of hits. So you’ll be tapping your feet, clapping along, dancing in the aisles, reliving your youth. Better bring a defibrillator.
The fact that it’s an award winning, long running, critically acclaimed work of genius is very reassuring but so are any number of shows you wouldn’t dream of seeing.
A survey found that the word most commonly used in tweets that were retweeted was ‘you’. Copy- even if it’s only 147 digits- should tell you a story in which you are the star. That story should describe vividly what will happen to you when you go to see that particular show. It should fire your imagination.
If at the end of the story, you say that’s not for me, at least you’ve made an informed decision. Think of all the potential customers like you who never even started on the journey because they were given a list of features and couldn’t be bothered trying to work out the answer to the most important marketing question: what’s in it for you?
This blog was written by Paul Seven Lewis, owner of the marketing consultancy The Lewis Experience and former Head of Marketing and Operations at The Mayflower Theatre. You can connect with him on Google+ and LinkedIn.