5 Tips to Sell Media Multitaskers
Since there is little you can do to change the course of how your prospects will media multitask, you have to take steps to adjust your marketing approach. Here are a few ideas:
- Command Undivided Attention.
If you want your prospective customer's undivided attention, one way to get it is through activating fear in the brain's amygdala—the emotional hot button-that reacts in flight or fight mode.
- Encourage Thinking.
Once you have undivided attention, take quick advantage of it by encouraging your prospect to pause and think.
- Be the Problem Solver.
Your prospect wants easy and quick solutions, especially in this media multitasking world. Become their virtual problem solver.
- Organize Yourself First So You Can Organize Them.
When attention is split apart, you must do the heavy lifting of organizing your message and quickly delivering it with clarity. Confusion kills interest.
- Relieve Anxiety.
Since loss of gray matter creates anxiety, be the salvation in your prospect's life to relieve it. Be credible. Solve problems. Be your prospect's hero.
Let's face it: there is nothing you can do to prevent your prospective customers from media multitasking. And you can't save them from the risk of losing all-important brain gray matter. But you can be smarter and better positioned to sell with an awareness of how to present your messaging in a complex multimedia and multitasking world.
Reinventing Direct is for the direct marketer seeking guidance in the evolving world of online marketing. Gary Hennerberg is a mind code marketing strategist, based on the template from his new book, "Crack the Customer Mind Code." He is recognized as a leading direct marketing consultant and copywriter. He weaves in how to identify a unique selling proposition to position, or reposition, products and services using online and offline marketing approaches, and copywriting sales techniques. He is sought-after for his integration of direct mail, catalogs, email marketing, websites, content marketing, search marketing, retargeting and more. His identification of USPs and copywriting for clients has resulted in sales increases of 15 percent, 35 percent, and even as high as 60 percent. Today he integrates both online and offline media strategies, and proven copywriting techniques, to get clients results. Email him or follow Gary on LinkedIn. Co-authoring this blog is Perry Alexander of ACM Initiatives. Follow Perry on LinkedIn.