The second marketing mistake most businesses make is something called the “WE” focus VS the “YOU” focus.

The biggest marketing mistake I see when I look at most businesses websites is the business name centre stage on the Homepage. Ask yourself, how does that help your potential customer? What your website should say at the outset is  “This is why XYZ company is the best place to buy your ABC widgets”. Instead most home pages say to your potential customer, we do this, we do that, we have 20 years experience. Now that’s not serving your customers, it’s not helping them to buy and it’s certainly not helping to grow your business.

So, what’s the solution? All you need to do is follow these 2 simple tips.

Tip number 1:

Take two highlighters – a Red one and Green One. Then look through your webpage and highlight the words “US”, “I” and “WE” in red and replace them with “YOU” and “YOURS”. The moment you do that, I’m sure you’ll agree that it makes a huge difference to your marketing message when you reframe and reread these expressions.

Let’s give you an example, instead of saying “We have 20 years experience“, flip it and say “You will benefit from our 20 years of experience“. All of a sudden your customer will see how they will be helped by your product or service. So focus on them and how they will benefit from your service, not on your business.

When it comes to removing the “WE”, “I” and “US”, you might be surprised at how much work you need to do there.

Tip number 2:

Use the FAB formula.

Fact

Advantage

Benefit

How do you use the FAB formula? Make sure to state the fact, explain the advantage and then describe the benefit. Again, make it all about them.

Use this as an example – instead of saying “Our tyre is a steel radial tyre” try this – “When you choose our steel radial tyre, you’ll get stronger, longer lasting tyres guaranteeing you miles of safe travel!”. See the difference? How would that make you feel as a customer?

Start with those two simple steps towards better results for your marketing. Use that FAB formula and focus on them as a customer. If you’re “WE-ing” all over your marketing material, you are making a massive mistake. Give it a go, I’d love to know how you get on.

Click here to find out a powerful success secret.

If you want to talk to me about how to rev up your marketing and get your business working for you and not the other way around through business coaching click here to book a FREE consultation with me.

 

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