EDITOR’S NOTE: Below, you will find my comment on the following terrific post by Sarah Scudder and Dr. Elouise Epstein:
Dear ProcureTech Brands,
When we look at your website, we have NO idea what you do. You confuse us and say the same thing as the other 23+ brands in your space.
Your platform is AI enabled/AI backed/AI enhanced/AI driven but what problem are you going to solve for me?!
Take the time to create a proper messaging framework and get your positioning right.
From,
Prospects wanting to buy from you
Your website homepage should do these three things. Explain:
1. What you do
2. What problem you solve
3. Why you should trust them
Benefits > Features. ALWAYS.
And….
Don’t TELL me how great your solution is. SHOW me.
**nothing matters more than getting your messaging right**
My Response
Here is an excerpt from an article I wrote in 2010:
“In the colliding worlds of traditional and social media, the line of distinction is not as clear. Even though there are no real technological boundaries to limit the number of blogs, websites, and news sites, it is only a matter of time before the over-abundance of writers will manifest itself in the form of Aldous Huxley’s greatest fear and lament that truth would somehow “be drowned in a sea of irrelevance.” If not irrelevance, then one of information overload.
I don’t champion better websites or more blogs, although the advent of ChatGPT will continue to expand the universe of information available.
What we need is a return to the old-fashioned, roll-up-your-sleeves sales professional who doesn’t rely on virtual paraphernalia but works hard at building relationships, listening, and understanding more and talking less, and ultimately solving the problems that matter to clients rather than what aligns with the “solution” they are selling.
Here is the link to my fourth in a series of short videos regarding how I landed multimillion contracts with nary a brochure, website, or, for that matter, case study or quadrant endorsement – https://bit.ly/45Pt0B6
Don’t sell – solve!
30
Procurement Insights
Do we really need websites, solution maps, and case studies to solve Procurement’s problems?
Posted on July 3, 2024
0
EDITOR’S NOTE: Below, you will find my comment on the following terrific post by Sarah Scudder and Dr. Elouise Epstein:
Dear ProcureTech Brands,
When we look at your website, we have NO idea what you do. You confuse us and say the same thing as the other 23+ brands in your space.
Your platform is AI enabled/AI backed/AI enhanced/AI driven but what problem are you going to solve for me?!
Take the time to create a proper messaging framework and get your positioning right.
From,
Prospects wanting to buy from you
Your website homepage should do these three things. Explain:
1. What you do
2. What problem you solve
3. Why you should trust them
Benefits > Features. ALWAYS.
And….
Don’t TELL me how great your solution is. SHOW me.
**nothing matters more than getting your messaging right**
My Response
Here is an excerpt from an article I wrote in 2010:
“In the colliding worlds of traditional and social media, the line of distinction is not as clear. Even though there are no real technological boundaries to limit the number of blogs, websites, and news sites, it is only a matter of time before the over-abundance of writers will manifest itself in the form of Aldous Huxley’s greatest fear and lament that truth would somehow “be drowned in a sea of irrelevance.” If not irrelevance, then one of information overload.
I don’t champion better websites or more blogs, although the advent of ChatGPT will continue to expand the universe of information available.
What we need is a return to the old-fashioned, roll-up-your-sleeves sales professional who doesn’t rely on virtual paraphernalia but works hard at building relationships, listening, and understanding more and talking less, and ultimately solving the problems that matter to clients rather than what aligns with the “solution” they are selling.
Here is the link to my fourth in a series of short videos regarding how I landed multimillion contracts with nary a brochure, website, or, for that matter, case study or quadrant endorsement – https://bit.ly/45Pt0B6
Don’t sell – solve!
30
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