What if one of the fastest ways you could increase your sales was by not trying so hard?
If you’re tired of chasing your tail in your marketing, it may be time for you to sell more by selling less.
I know—that probably sounds counterintuitive. But hear me out.
I spend a lot of time reading, writing, and helping clients refine their messaging so it actually connects with the people they’re trying to reach. One of the biggest mistakes I see is people leading in a little too hard and heavy with features.
They push too hard on why they’re great.
They focus on what they’re selling instead of why someone should care.
And that’s where everything falls flat.
The Real Reason People Buy
Thoughts drive emotions and emotions drive actions.
What are the things your prospective buyer is processing in the moment they need you the most and how does that make them feel? What outcomes do they hope for that you can make their reality?
Let’s take a real-life example.
I’m working with a local decking company right now. They build stunning decks—open-air, enclosed, four-season, you name it. Their craftsmanship is unreal. This is building decks for the decades. My job is to come alongside them to be sure their website is an accurate reflection of the caliber of company people in our area have opportunity to work with. If I initiated that conversation with telling people about the specific screws they use and how they cut their boards, I would be doing this company and their prospective clients a HUGE disservice.
Instead, my aim is to do all I can to connect the messaging to what the product means to the person who will be enjoying it while helping them build on the assurance that they’ve found the right company for the job.
Why?
Because no one wakes up one day thinking, Wow, I could really go for a high-end composite deck with hidden fasteners.
Instead, they’re thinking about how life will feel once they have it.
- The quiet, early mornings with a cup of coffee, taking in the sunrise before the chaos of the day begins.
- Family barbecues and cookouts people may talk about for years.
- Watching their kids play in the backyard while they relax with a book.
The deck is just the mechanism. The status and feelings are what they’re really buying.
If my efforts in trying to help them increase sales came by way of me pushing too hard, I’d likely serve to push their prospect away and they’d both suffer.
How to Shift Your Marketing (So It Actually Works)
If you’re struggling to convert leads, take a step back and ask yourself:
- Does your messaging trigger emotion?
- Does it spark hope—making your audience feel like what they truly want is actually possible?
- Does it build confidence in working with you?
- Does it position you as someone who understands their problems better than they do?
Because if your website, emails, or social media posts don’t do that… you’re making your audience work way too hard to see why they should care.
And when people have to work too hard to connect the dots? They don’t.
Pssst…If you’re looking for a few solid thoughts on how to improve your marketing strategies without the gimmicks, you might check out this article.
Sell More by Selling Less
Marketing isn’t about pushing harder. It’s about connecting deeper.
Before you hit publish on that next post, before you launch that next ad campaign—take a step back. Look at your messaging through the eyes of the person you’re trying to reach.
I know, calls-to-action are important but do you ever feel like your efforts to increase sales are resulting in you actually trying so hard you’re pushing people away?
Are you leading with specs, features, and company accolades? Or are you painting a picture of the transformation your audience is actually after?
When you get that right, selling gets a whole lot easier.
If you’re looking to fortify your brand whatever the market, be sure to check my article featured in Brainz Magazine, “Stop Blaming The Market And How To Build A Brand That Stands Strong Despite The Competition.“
Looking for help with your branding?
It’s important to us that we limit our client base to those who are a truly good fit. This is key to ensuring strong collaborations with the legacy-minded entrepreneurs we’re here to serve. To see if your company could be a good fit for agency, you’re welcome to submit an application at TheBrandRevivalist.com.
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