Are you working in a so-called “dull industry” like insurance, software development, car servicing and the likes? If so, you’ll know it’s difficult to create marketing that is engaging.
These industries aren’t exactly high octane fuelled or sexy, but they are necessary for many individuals and businesses.
So how can you effectively market these services and stand out from the competition, so you’re not seen as another commodity provider?
It’s all about providing something that surprises and delights prospects and customers, over and above what they would normally expect from you.
This could include helping customers discover something that provides value for them. For example, a few years ago a friend of mine, who worked at a car service centre, told me I didn’t have to take my new car to the dealership to have it serviced, in order to maintain the warrantee, and that I could take it anywhere as long as the official parts were used. Now I didn’t know this was possible at the time, and I actually ended up using the company he worked at to do my next car service, at a big discount. However, I wondered why they didn’t make more of a song and dance about this situation in their marketing material.
So education is one way of surprising and delighting customers, giving them a free taster is another. If you’ve ever visited your local Costco, you’ll have probably seen them giving out free food tasters. This is great for introducing customers to something they haven’t tried before, and everyone loves to get free stuff. You can also do this remotely, through free trials (great for software) or posting out free samples (merchandisers used to do this quite often).
You can also help prospective customers reframe their perceptions of a service, product, or industry, by offering it differently. For example, maybe provide life insurance that pays back a bonus if not used within a given timeframe. This would shift the perception of life insurance as being a necessary cost, which doesn’t provide any direct benefit to the person paying for the policy, into something that could be considered an investment.
The point is to try to look at your business offerings and figure out ways of giving your customers something that is relevant which will surprise and delight them.
People are curious and like to learn and experience “different” and “new”. Do this on a regular basis and do it well. Delight them and they will more likely come back again and again.
