If We Can't Provide Value, We Don't Want Your Business

By Lynn Abent | March 05 2018 | Business Strategy | 0 Comments

Importance of Lead QualificationYes, you read that correctly.

Telling someone “I don’t want your business” is a foreign concept to most entrepreneurs. After all, we’re here to make a profit, right?

One of our unofficial mottos here at HeadsUp is “Always Be Helping”. We follow the ABH rule in everything from lead qualification to the content we create.

Essentially, if we can’t provide value, it doesn’t make sense for us to work together.

Value-Focused Marketing

Most industries and sectors operate in a constantly changing landscape.

Solely going after the latest trends and only focusing on low-hanging fruit isn’t the most valuable growth strategy. To remain competitive, we evaluate what’s most important to our clients on a daily basis and adjust our marketing strategy accordingly.

Agile marketing gives us the freedom to make quick strategy changes as new opportunities or roadblocks arise, ensuring our focus stays on delivering value and customer satisfaction.

If a prospect doesn’t buy into this methodology (pun intended), we’re probably not the best fit for each other.

Setting Expectations

No one wants to turn away business, so having the right expectations is key. Instead of asking, “What’s in it for me?,” switch your perspective to ask, “What value is in it for me?”

Time equals money. Wasted time from a bad marketing fit is costly. Here are some examples of what a bad fit looks like:

  • Page-One Fixation
    A standard Page One on Google doesn’t exist anymore. Google bases its results on a number of criteria (for example, browser history and user location), so each individual has their own Page One. Your entire marketing strategy depends on a variety of sources – not just organic search.
  • Shiny Object Syndrome
    Nothing kills your marketing quite like the disease of distraction. New things are exciting, yes, but they might not be the best option for your buyers. Business growth suffers when your strategic focus is constantly derailed by what’s trending, and your marketing needs to be in alignment with your company strategy.
  • Unlimited Leads, Limited Budget
    There’s nothing wrong with having a limited marketing budget. However, expecting the world for a few hundred bucks each month isn’t realistic. If you don’t have the right expectations, your marketing is doomed to fail from the start.  

Aligning Objectives

In our eight years as a business, we’ve worked with companies of all shapes and sizes, and have a pretty good idea of what fits. The secret sauce to any great partnership is an alignment of goals, priorities and perspectives.

For example, the following anchors define how we do business:

  1. Transparency
  2. Collaboration
  3. Trust
  4. Flexibility

When our clients value these standards as well, we know the foundation for a successful relationship is established. 

What does value mean to your business? Let us know in the comments below!

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