Why do you think you're different? What do
you think is important to your customers right now and how
are you helping them achieve that? How do you think you
compare to the other options out there? Is your
message getting through to your people?
As strange as it may sound, what you believe about your
company and what your customer contact people are saying
aren't always the same.
We look at the message your
sales materials send.
What message do the words send? How
about the form (look, tone and feel)? As importantly,
are your materials talking to people differently at
different places along the sales cycle--are you selling the
right thing at the right time?
We talk to your customers.
We talk to the type and size you want more
of, not a cross-section. Very simply, we want to find
out:
What message are your customers
receiving?
Does that message still matter to them?
We find out first, how well you're
communicating, and then, if your message is still relevant.
Customers are a moving target. Their concerns and
buying motivations change as their world changes. Your
message must change along with them to maintain its impact.
We look at messages of
similar companies.
We do a reality check against the other
messages. Do you sound different than or the same as?
We report back to you.
Most engagements require four to five weeks
to complete and cost $5,500. Our work product is a
written report and discussion of our findings (phone or
local in-person). We cover:
Current message summary and assessment
(consistency, ease of understanding, congruency with
sales cycle requirements).
Customer perceptions
Customer needs
Recommended message adjustments to better
fit the current needs of your target customers.
Recommended message adjustments to
empower the sales cycle.
Recommended adjustments to current sales
materials.
Does all this mean our goal is to change the
personality of your company--to attempt to make you
something you are not? No. Let me give you some
examples:
A manufacturer came to us
after their growth had slowed. They manufacture wafer
carriers; the "boats" silicon wafers ride as they are processed
in ovens. Boat size and design vary greatly, to fit the
wide variety of wafer processing requirements. They
developed a way to manufacture custom designed carriers in low
quantity at prices that other manufacturers could only match at
much higher quantities.
We found their customers were
buying for one reason: price. However, over the years the
company's message had become so fragmented as they stretched to
find more and more reasons why process engineers should buy from
them. They muddled their message until they sounded like
all the other manufacturers with whom they competed (most of
which were larger and more established).
We recommended they pound on one
message: volume pricing at low volume quantities. We said
"Lead with it, end with it and make sure it's in the middle" of
every brochure, web page, ad and sales presentation.
Sales doubled.
A
pool remodeling contractor came
to us after--heck, just watch the video. . .
We can help you fine tune your message to reflect what's important to your prospects
right
now and say it in a way that successfully communicates your
message (they understand what you want them to).
Our
Mission 
