Three Second Rule
When marketing your business in a live event, like a home, home and garden or garden show, something to always remember is the three second rule. This means you have three seconds to tell your prospects walking down the aisle:
- What you do
- Why they should talk with you and,
- Who you are
Let’s look at each point in detail
What you do
This is the most important part of the message to communicate to your prospect. If you don’t clearly communicate to your prospects what you do they will pass on by without a second thought.
Can you describe what your company does for your client in one short sentence, phrase or even a couple word? Describe in emotional terms what your company does for your clients. Maybe something like “a new kitchen for you to create new memories”. Or how about “outdoor living areas created for your family to enjoy”.
Why they need to talk with you
You have to broadcast the signal from your emotional radio station, WIIFM (What’s In It For Me). Everyone, including you, is tuned it to this broadcast. This just means you’re sending the signal to your client of “I understand what you want” when they are considering doing business with you.
Who You Are
This is the last on the list because prospects are not so much interested in who you are, although it is important, but what you will do to help them get what they want.
Make sure you display you’re phone number and web site address bigger than your company name. If they connect with “What You Do” and then “Why Talk With You”, then the next logical step is how to contact you.
Remember the three second rule:
- Tell What you do
- Why they should talk with you and
- Who you are
Whether marketing your business in live events, on your website, your literature and sales presentations, the three second rule applies. Break it and you’ll risk losing business to a competitor that “plays by the rules”
If you would like information regarding marketing your business in our live events in Arlington, Dallas, Fort Worth or Houston, call me at 972.771.7899.