This week's podcast episode features advice from Jay on how companies can better position their offerings when pitching to prospects. Jay discusses why trying to showcase all of your services and capabilities at once can actually hurt your chances of closing deals.
Main discussion points:
- Leading with too many offerings can overwhelm prospects and make it hard for them to understand what your company really does.
- Successful brands are known for one core thing - like Bombas for socks or Ring for video doorbells.
- Trying to be known for everything means you end up being known for nothing.
- Lead with your most recognizable offering when pitching prospects. Once you establish expertise there, you can cross-sell additional services.
- Even if only a fraction of your revenue comes from your leading product or service, it gives prospects a clear understanding of your core competency.
- After winning business with your primary offering, you can showcase your other capabilities and expand the relationship.
Do This, NOT That: Marketing Tips with Jay Schwedelson l Presented By Marigold