Nobody opens social media wanting to see or read another company beating its chest. Yet, a lot of companies spend all their marketing energy shouting about why they are the best. They love to talk about how many customers they have, how many projects they’ve done, how many corporate workshops they've conducted, or how many countries they’ve visited to speak at big-ass events. But to a busy potential customer, those are just vanity metrics.
The reality is different. These potential customers want to know exactly how you can help them solve their specific, immediate problem. Second, they need to see your plan to make sure it actually happens—like your process, your methods, your templates, and your SOPs. Third, they want to see that you have actually done this before. And four, how practical your strategy is in securing the outcome they're expecting. Only when these critical boxes are checked do they care about why they should pick you over someone else.
Here's how to fix it.
Lead your content and conversations with their problem. Understand it thoroughly. Then walk them through the actual steps, show them you understand their business bottleneck, and prove your delivery is reliable. Show them exactly why your approach is going to work. Once they trust your plan, your credentials will naturally speak for themselves. You see, customers do not care about your speaking-at-big-events track record or the number of projects you've done until they see that you are capable of solving their immediate problem. Show them how you fix the issue first, and the trust follows.
