“The impact on the region was immediate. The first time the new messaging and strategy were used, we closed a $100K sale to a F500 company in less than 60 days. Sales in the region increased approximately 35%.”

Barbara WehrleDirector, Western Region, SilverStream Software
  Twitter   LinkedIn  Blog

Buyer's Guide

6-Question Messaging Effectiveness Test

 

Now that you know “How Is Messaging Different Than Content and Conversations” and “The Difference Between Descriptive and Persuasive Messaging”, use these objective assessment questions to determine if your customer communication is primarily descriptive or persuasive:

  1. What is the primary decision(s) this customer communication (messaging/content/conversation) is designed to influence?

  2. Does it explicitly explain “why” the customer should make the desired decision(s)?

  3. Does it lead with customer business objective(s), e.g., a customer benefit followed by the feature(s)?

  4. Does it use comparative/superlative adjectives or quantification, such as faster/fastest, more/most, better/best, 3x longer, etc.?

  5. Are the customer business objectives highly relevant to the target customer and buyer role?

  6. Is it meaningfully different from what the competition is saying or could say?

 In order to be persuasive the communication must achieve a “yes” on questions 2-6.

 


Comments are closed.

Contact SilverBullet Group NowRequest Information

Loading...

See what persuasive battle cards look like Register Now