Have you ever noticed that the smartest person you know, thinks just like you?
Think about that for a moment. If someone’s thoughts were contrary to yours, it would take real effort on your part to communicate effectively with that person.
Do you want to be the most marketing-savvy person your clients encounter? Start by finding out how they think so you can align your ideas with their thoughts.
One way to do that is to learn who their mentors are, and who they believe is a good marketer. Then use quotes from that person to demonstrate how your proposal aligns with ‘the smartest person they know’.
For example, if you discover your prospect follows motivational speaker Tony Robins, you can quote Robbins in your radio presentation when he said, “We’re not in an information age, we’re in an entertainment age.” Then go on to suggest a strategy of capturing their customers’ attention with radio as an entertainment media, and positioning the internet as an information media.
Or, if you know your client appreciates the teaching of Roy Williams, the Wizard of Ads, you might quote Roy in your presentation, “In marketing, you must choose between boredom, shouting, or seduction.” Then go on to suggest your creative idea is designed to seduce more customers into buying from your client.
Quoting people your clients respect to validate your proposals can make YOU the smartest marketer your client knows.