The Pratfall Effect: Use Flaws as Strengths

So a lot of people are building their brand by pouring tons of money into traffic… A/B testing… tracking every click… but deep down, you feel that something’s not landing. It’s almost like you wonder if you’re coming across as desperate, rather than confident. Maybe it’s time to take a look at a cherished assumption in online marketing: Namely, that more information and more volume equals more authority. Not really, says our own Nathan Fraser. He’s given me an advance peek at his new book, The Signal. I was so excited by the refreshing ideas he has in there that I wanted him to talk about it on today’s show… and he agreed. Look. Nathan says you should stop begging the algorithm and start commanding attention. And he has some proven ideas on how to do that. Which he’ll share with us today. Here are the questions I asked him: 1. In your book, you say, “Marketing that begs for attention becomes noise. Marketing grounded in conviction becomes signal.” What do you mean by this, and how can someone make sure their marketing has minimum noise and maximum signal? 2. You talk about the Pratfall Effect and how not coming across as “perfect,” or trying to, actually bonds a business with its customers better than trying to appear cool and flawless. How does this work? 3. I love what you say about overexplaining–that it indicates insecurity and this repels rather than attracts the right people. Could you talk about that? 4. So there are two philosophies I’ve seen these days: Omnipresence, where you show up everywhere all the time, and being very selective and making it difficult to get access to you. You’re in favor of the second approach. Why do you feel that way? 5. Your advice for building an attractive signal that draws the right customers to you is to “select, not sell.” What does this look like? 6. You identify five buyer beliefs in a very interesting chapter called “Belief is the Real Funnel.” This is so different from what anyone else I have heard says. I notice that in the five-step funnel you outline, Apple somehow got the first belief to become part of the popular culture. Could you go through these beliefs and make some suggestions about how to create them in an actual funnel? 7. You write "Identity closes deals long before logic ever enters the room." How do you determine how your product changes your prospect’s sense of identity? Get your copy of The Signal at https://www.amazon.com/dp/B0G5FGMH21 Visit Nathan's site at CultishContent.com
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