maconRaine
The economy is making it harder to be heard and even harder to make a sale. Senior executives are heads down, trying to tackle the big hairy problems that run rampant in their organizations. How do you get your message heard above the noise? The answer is simple – fix the big hairy problems in a way that reduces risk for the customer.
To amplify your message, reframe your offer within the context of the big hairy problem. Identify big, ugly, critical problems facing your customers. If you can solve a big hairy problem, your customers will find the money to fix them. As you think about your offer, it doesn’t hurt to be controversial and provocative.
What does a big hairy problem look like? A big hairy problem jeopardizes the company’s ability to compete. A big hairy problem is hard to solve. In the status quo, a big hairy problem is unaceptable. Fixing a big hairy problem, however, presents a huge risk for the owner – failure to solve the problem correctly puts the owner on the chopping block.
For a free diagnostic study of your marketing in the context of your prospects’ big hairy problems, send us an email. We will collaborate with you to produce a no-strings-attached report on your prospects’ vulnerabilities and provide ideas and a framework for solving those problems.
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