31 responses

  1. Marshall Kirkpatrick
    October 25, 2012

    Marcus, this is a really good reminder – but it sure can be hard to remember. I think many people believe it’s rude or beside the point to bring up competitors, but if done in a way that recognizes some people ought to be their customers, not mine – then it sounds great. It’s also a lot easier for non-incumbents to adress the elephant in the room, the market leader in their field. It makes sense to do so.

    A couple of other thoughts I’d add from some related reading:
    * In order to discuss your competitors, you’ve got to have a meaningful understanding of what they are doing – something that will be generally very helpful but that too few of us really have.
    * Focusing on attacking competitors doesn’t work well with audiences and is the opposite of focusing on the value you yourself provide.

    Thanks for the thoughtful post.

    • Marcus Sheridan
      October 26, 2012

      Marshall, wise words my friend. I can tell you’ve done this a few times :-)

      Thanks so much for your points!

      Marcus

  2. Rebecca Livermore
    October 25, 2012

    Marcus, this reminds me of our mutual friend, Ian. Ian does such a great job of trying to convince people he isn’t the right one for them, and they end up begging him to work for them. Even then, he doesn’t always say yes.

    Being honest about the good and bad of who you are and what you do puts people at ease, knowing you’re not just out to make a quick buck off of them. It also helps you avoid ending up with clients or customers that aren’t going to be happy, so in the long run helps you avoid a lot of unpleasant experiences.

    While companies are starting to catch on to the value of content marketing, many of them are still using an old school mentality of trying to convince people they’re the best, rather than being honest about where their strengths and weaknesses lie.

    Now I’m off to write a blog post that this post inspired me to write, so thanks. :)

    • Marcus Sheridan
      October 26, 2012

      Always happy to inspire my friend ;-)

      And yes, Ian was a Great example!

      Marcus

  3. Elena Anne
    October 25, 2012

    I couldn’t agree more with your take on the matter. Whether in-person or on the internet, you can tell when someone is truly informed about what they do and genuinely wants to help. It adds heaps of credibility when someone is willing to have an honest discussion about what they can and can’t do for a customer. So often, the “information” available on company sites is pure marketing spin and that makes a company seem impersonal and lacking in integrity.

    • Marcus Sheridan
      October 26, 2012

      Hi Elena! Yep, the days of pure marketing spin have really got to take a back seat to this approach if one really does want to stand out.

      Thanks so much for stopping by!

      Marcus

  4. Chris Markham – Data Driven Marketing Strategist @ Bizfix
    October 25, 2012

    Marcus, as ever content as sharp as lion’s incisor. There’s one additional reason to be honest and even turn down potential clients. Many companies especially when starting out take ANY client that comes along. Sometimes it a bad fit, they are unable to deliver measurable results and everyone ends up frustrated. Now that everyone’s world is online it is so easy for prospects to see your past customers’ actual performance so its downright dangerous to work with clients you can’t satisfy. You don’t want to marry every person you date, so why would anyone want every customer they ever contact as a client?
    Chris Markham @ Bizfix Data-Driven Marketing

  5. Ameena Falchetto
    October 25, 2012

    Over the years I’ve learned to say NO more often than I say yes.

    Standing by what you can do, and make a difference in doing so, will win you respect and clients. And if it means you don’t get the job it’s because you weren’t a fit. (Oh and discussing competition? I don’t usually go down that route ever because every business I’ve ever set up has sought to be a leader with a distinct character where “competition” is a non-issue – we fit, or we don’t)

    There is nothing wrong in saying “my product/service can’t do X, Y, Z but it can do A, B, C in an epic way” – In my experience, I know that when I told a huge client that we couldn’t offer the training he required but could do a whole range of different things we planted that seed in their mind and days later they became our biggest ever.

    • Marcus Sheridan
      October 26, 2012

      Love that phrase Ameena—“planted a seed”—transparency certainly is the great key to this. Thanks for the great example!

      Marcus

  6. Russ Henneberry
    October 25, 2012

    Read any good book on the subject of sales or copywriting and you will get this advice:

    “You must raise and address every objection.”

    If a prospect was reading your sales page about fiberglass swimming pools they might have the objection:

    “I can only buy this if it can be a 100% custom martini glass shaped swimming pool.”

    If you don’t raise the issue of fiberglass not being capable of totally custom shapes, you will likely lose the prospect because a confused mind always says no.

    But, in some cases you just might “trick” the prospect into filling out a lead form or picking up the phone and calling you.

    But the jokes on you. Now, you or an employee are wasting VALUABLE time on the phone with a prospect that is not a good fit. Or worse, you have a sales rep wasting their time visiting a property, writing up bids, etc.

    Much better to filter the prospects through various forms of straight forward content marketing. This way you wind up with smoking hot leads that are fairly certain that you are a good fit.

    One question this raises, however, is — if you are filtering people through your content — can you put measures in place to ensure that you are staying in tune with the market?

    Just as an example — maybe it makes sense for you to start offering concrete pools but you aren’t aware of it because you are filtering these people before you become aware of them.

    Excellent topic Marcus. Thank you for writing this.

  7. Wade
    October 25, 2012

    I do agree. It’s hard to go to, not just a big company website, but any site in general, without them trying to shove a product down their throat.

    I believe that these are the people who have still not realized that content is what sells. As you said, showing the downsides(in a vs post) could be a major selling point for some people.

    If I’m buying something, not only do I want to know what it can do, but also what it can’t do. Seems as though a lot of people have forgotten this aspect of blogging too.

    Good post.

  8. Don Stanley
    October 25, 2012

    Totally agree with this Marcus. Our jobs are to be helpful to our clients IMHO. This includes telling them the good and not so good stuff about our products as well as telling them about other products. How can we be successful? Be honest and helpful.

    This reminds me of one of my all-time favorite movie scenes from the holiday movie classic “Miracle on 34th Street” where Kris Kringle (aka Santa Claus) suggests to a Gimbles customer to go to Macy’s for a particular item. As the official Santa Claus for Gimbles, this was unheard of. His boss overhears and reports him. To his and the management’s surprise, the customers were so moved by a Santa Claus recommending another store at the height of peak Christmas season, that they brought the rest of their business to Gimbles.

    The lesson here is simple: when you authentically care for the well-being of your clients, even to the extent of suggesting solutions that make you less money (or maybe even NO money), you make a lasting impression. An impression that in some cases may actually yield your more business

    This isn’t anything new … it’s just something we need to LIVE and not talk about. After all, actions speak louder than words. When companies and organizations get this, I’m 100% convinced that while they might not make a sale in the moment, they’ll earn something much more valuable. They’ll earn a customer who trusts them and believes in their integrity.

    Thanks for the good word as always.

    • Marcus Sheridan
      October 26, 2012

      LOVE the Miracle analogy Don, that’s exactly what I’m talking about. True transparency is so rare that it makes consumers flinch and say “wow!”

      So very much appreciate you my friend.

      Marcus

      • Don Stanley
        October 26, 2012

        Feeling is mutual my brother (aka Kris Kringle ;)

  9. Jon Loomer
    October 26, 2012

    Absolutely, Marcus. Honesty, integrity and transparency. Sounds like a Cub Scouts motto or something, but they’re the three things I find most important to the success of a marketer.

    Help first. Help second. Help third. Sell naturally.

    Maybe it’s because I’m an accidental marketer and I hate most marketing “techniques,” but I find it’s far too easy to lose your voice and what makes you unique. We aren’t confident in our own gut, so we end up sounding like everyone else. And we sell, sell, sell.

    It’s a balance. It’s an uncomfortable balance sometimes. I need to make money. But I find I make the most money when I resonate the most with my readers. And I certainly don’t do that by telling them to buy something.

    Stay awesome, Marcus.

    • Marcus Sheridan
      October 26, 2012

      Your approach is inspiring Jon. And knowing your content and just how thoughtful and helpful it is, you truly do have your clients always at front and center.

      Thanks for all you do.

      Marcus

  10. Matt Mansfield
    October 26, 2012

    Marcus,

    You really hit it on the head with this one. I spend most of my time up front with clients educating them on this one crucial point of inbound marketing using content:

    Provide content which is unbiased and useful and people will trust you and people who trust you buy from you.

    BTW…this applies to search engines as well. If you provide unbiased and useful content, they will like you, too and your listings will rise. I have survived every Google search engine change this way, too.

    -Matt

  11. Ryan Hanley
    October 26, 2012

    “So be real. Be genuine. Be frank.”

    There is nothing more attractive about a Brand/Business for a consumer than being talked to like a real person…

    Nothing in LIFE is perfect so why do all act like everything we do in business is?

    Great thoughts buddy

    Hanley

  12. Ryan Aspy
    October 26, 2012

    As everyone knows, we’re right in the thick of the political season here in the US. So, this article got me thinking. Wouldn’t it be amazing if we could get to this point in the political realm? To the contrary, politics is almost the exact opposite of this. There’s a complete lack of transparency, and in a campaign many resort to attacking the other side (their competition), sometimes viciously. Arriving at disarmament seems to be a rare thing in politics. Actually, most people come loaded for bear. What would happen if a candidate would take the approach Marcus has outlined in this article? Because in a sense a candidate is simply in the process of selling himself or herself to the masses. (Although I understand there are distinct differences between selling a product/service versus selling oneself as a political candidate.) Would an approach like this work as a breath of fresh air? Or, would the candidate simply be tossed aside because the system is so out of control? There probably aren’t any answers for this, but I thought it was interesting to think about.

    • Russ Henneberry
      October 26, 2012

      Amen to this comment Ryan.

      Most folks in the political sphere have absolutely no credibility because they NEVER concede a point to the competition.

      Is it possible that your politics are a GOOD FIT in every situation for every person? Nope.

      Is it possible that your product/service is a GOOD FIT in every situation for every person? Nope.

      I think the most important point Marcus makes in this post is that making a concession to another solution leads to credibility.

  13. Sue Monhait
    October 26, 2012

    Totally agree Marcus.

    It is terribly irritating to read blogs that are so self serving. Especially since I know better based on all the education I’ve received from you on inbound marketing.

    I’ve always been one to provide an honest opinion whether it falls in my favor (meaning a sale) or not. In fact, the last thing I want is a sale where my product is not the right solution for a customer’s need. It will result in time wasted on our end, a dissatisfied customer and potential word-of-mouth backlash of a bad product when what we really have is a stellar product when placed in the right situation.

    Short term financial gain never equates to a strong loyal customer relationship.

  14. Tom Reber
    October 26, 2012

    I have a strong in-home sales background. I found it was so easy to differentiate my company from the others when in front of a homeowner…simply by having an honest conversation about IF & how we would be a good fit for their needs. It take the pressure off everyone. The ‘other guys’ would show up and try to close them instead of being likable and helpful.

    Put people at ease, protect the relationship (even when you’re not hired) and always make it about ‘them.’

    Thanks again, Marcus!

  15. George Thomas
    October 26, 2012

    I love this article! One of our big challenges has been to write content that really has nothing to do with us, but everything to do with our industry. I am trying to figure out if there is a good amount for a blog say 60/40 to talk about the company/industry.

  16. Leon Noone
    October 27, 2012

    G’Day Marcus,
    I’m currently working up a completely new website. This article was most useful in reminding me of lots of good stuff it’s easy to overlook.

    What you say also fits very well into “The Law of Candour:” law no.15 in “The 22 Immutable Laws of Marketing” By Al Reis and Jack Trout. Because you don’t do concrete pools, pointing out the pros and cons of both fibreglass and concrete creates a perception of openness and honesty in the mind of the prospect. That’s where marketing occurs: in the mind. This is another reality that we’re indebted to Al and Jack for pointing out.

    As you know Marcus, my ideas about employee performance severely challenge the mainstream view. You’ve given me some excellent ideas about how I can use that. Thanks.

    Make sure you have fun.

    Best Wishes
    Leon

  17. Joan
    October 28, 2012

    I find myself compelled to buy when a salespersons, on their own initiative, lists the pros and cons of the product. The transparency seems to translate to trustworthiness, and who wouldn’t want to do business with someone who is trustworthy?

    • Marcus Sheridan
      October 31, 2012

      Exactly Joan. And you represent that masses I think.

      Thanks so much for stopping by!

      Marcus

  18. Mitch Mitchell
    November 3, 2012

    The ability to be real and honest is sometimes all that separates some of us from the rest. For instance, this past week I wrote a blog post that was a book review. I put it out up front that I was in the book and wasn’t being paid and that it would be an honest review. I think it was, even though I really liked the book, but I added at the end that it might be price prohibitive and thus wouldn’t be for everyone. Even the author of the book appreciated it.

    You do that here, which is why people appreciate what you have to say. Well that and I think they like the lion in your header. lol

  19. Bella
    November 11, 2012

    Marcus,

    Again, love it. I think I am going to do a few blogs on the difference between Pet Sitting Vs. Dog Walking and also about the debate about time verses no timed pet sits. Clearly I will have to come up with some stellar title but when you spoke at the conference the whole:

    ANSWER THE QUESTIONS PEOPLE ARE ASKING…

    really resonated. Do you know how many pet sitters are now writing about “How much does pet sitting cost?” LOL…. I have seen about 5 since your talk! Thanks for giving me the premission that it is okay not to sell and really start putting on my “reporter” hat. LOL

    I am still thinking of those award blogs…

    • Marcus Sheridan
      November 12, 2012

      5? Sweet! But it’s no surprise to be honest, seems to happen with every industry I go and speak at…everyone is like, “Well duh! How come we didn’t do that one already??!” ;-)

Back to top
mobile desktop