Short Story, Big Picture: MUST Be Active on Social Media
If I hear one more person say to me that they are “too busy, old, or have better things to do” than be active on social media…boy…y’all might need to start raising bail money now. Almost an infinite amount of information is floating around for you to use to build your business bigger with less effort. What TF are you waiting for???
Today’s Short Story is a piece to help you achieve your long-term goals, aka the Big Picture.
That opening may sound harsh, but think about what we are talking about here. This is business, it’s not personal, but it kinda is the point. Stop wasting your time and your customer’s time on “just following up”, “wanted to reach out”, “setting a time to check in”.
Here are three ways you can snag new or bigger business using social media in 2025:
Targeted Networking
Your wheelhouse industry, the place you feel the most comfortable selling, they have groups on groups that all gather on social media. Join those groups if you can. See who the active users/posters are and befriend them. Then after you start doing a great job with their marketing and promotions, guess who they are going to show off too…word of mouth is a powerful thing.
Past Posts Predict the Future
I know, you read that above and were like, “but Brandon, how do I befriend the active users?” Start by actively replying to their posts. Get them to engage a few times, then request a connection/friend. Now you have access to all their past posts. Take a few moments to scroll through their past posts and you will gain an idea of events or promotions they do throughout the year. Say you see something that they do every Oct, in July, send them a DM with some ideas for their event coming up. #BOOM
Share Value-Driven Content
You MUST be active on your social pages for anything above to work. Now that doesn’t mean you have to create the content yourself. There are plenty of content providers in your industry too, like Mark8Media. Be careful what you share though…if you only share “sales” flyers then all people will see when they research you is Price. Do you want to me known as the lowest price or the leading solutions provider for outside the box marketing products?
This is not new. For the readers of this blog, you can take a few moments and scroll through past blogs and see that last year at that last year I wrote almost the same thing! Now is the time. Whenever you are reading this, NOW IS THE TIME! Go follow Mark8Media on social media platforms and start sharing some content that will get you future and current clients to think of you as more than a price in a catalog for cheap things. Let’s be more profitable in 2025 with less stress, sounds fun, right?
Brandon Pecharich, Mark8media
Short Story, Big Picture: REST to RECHARGE
Rise and grind. Early bird gets the worm. Let’s get this bread. Hustle culture in today’s workplace is great and produces some amazing results, but every battery runs out of juice at some point. Sure, it’s the holiday season and a lot of us are going to get away from the screens a bit… did you give yourself any time this past year to rest and recharge?
Today’s Short Story is a piece to help you achieve your long-term goals, aka the Big Picture.
“All work and no play, makes Jack a dull boy” is an old proverb that we have all heard at one time in our lives, but do we actually execute what it stands for? Here are three things you can try to take some time away from the almighty screen:
Leave the Mobile Device behind
- How many things in life have you missed because you were staring at a 5-inch screen? Is your business really going to fail if you don’t see that email while you are getting groceries? You know how to get to the store without Google Maps. You can drive your car without Spotify playing through Apple Car Play. Look up and say “Howdy” to the person who greets you when you walk into the store. Running an errand without your mobile device will connect you back to your community.
Look at something 20 Feet Away
- Watching TV on a 60-inch screen, working on a spreadsheet on a 21-inch screen, or scrolling through emails on your 5-inch screen, you are always within 10 feet of screen. That can be brutal on your eyes and cause mental fatigue. Go to a window or step outside and focus on something over 20 feet away. This will help your eyes relax and reduce digital eye strain. This is the 20-20-20 rule. Take a 20-second break every 20 minutes while looking at a screen, focusing on something 20 feet away.
Touch the Grass
- I have a 6-month-old nephew and one of his favorite things to do is touch the trees or bushes before bedtime. What can he teach us? We spend so much time looking at screens, we forget how beautiful life is, in any form. Sitting in the grass, on a beach, or on the side of a mountain in some champagne power will connect us back to the earth that gave us life. We all get so bogged down in our little world that we forget how big the universe actually is.
All of this in moderation, right? Too much work can cause burnout, and too much time away can result in the loss of sales or missed business opportunities. Only you can decide what that balance is for your desk. What I can tell you is, taking small screen breaks, small breaths, a little time away, will help you come back to the desk with a clear vision and a renewed sense of Hustle. Happy Holidays, Y’all!
Brandon Pecharich, Mark8media
Short Story, Big Picture: PROACTIVELY SELL YOURSELF
I have been writing this blog for a year now. Throughout the previous 12 blogs, you have read about crafting a quality introduction, being careful about who you listen to, and making sure you actually “want to” be doing this. You have read these blogs because you are proactive. You don’t wait for business or opportunities to come to you, you go out and get them!
Today’s Short Story is a piece that helps you achieve your long-term goals, aka the Big Picture.
Maybe you read that paragraph above and thought, “Do I actually go out and get the business or do I work really hard on finishing a project that I forget to make that next sale?” Here are three things you and your business can do to proactively keep that order pipeline full:
Location, Location, Location
- Before the internet, your brick-and-mortar shop had to be in the city center to be seen by the most potential customers. Now, you can be in the right Facebook Groups or comment on a person’s birthday to trigger them to think about buying from you. Be where your customers are so they get to KNOW you.
Ask & Actually Listen
- Genuinely be interested in your customer’s life and issues. The more you let them talk about themselves, the more they will open up. That gives you an advantage to be able to sell them something that fits their needs on multiple levels. Your customer won’t feel “sold to” but rather think to themselves, “this product is perfect, I really LIKE working with these guys.”
Trends & Education
- If you think about it, who were the people that you wanted to surround yourself with? People who were cool/trendy and the “they really know what they are talking about” crowds, right? So do your customers. Staying up on trends is not just for the youths, but can be a powerful sales tool for when a potential customer asks, “so, what’s new?” Join some distributor groups offering industry-specific education so you can offer knowledgeable solutions to your customer’s needs. Saying the right thing will make the customer feel like they can TRUST you.
Being in the right place at the right time with the right knowledge and the right solutions is not as hard as reading that sentence again. Having a plan to get people to Know, Like, and Trust you, will always keep that pipeline full of sales opportunities. Thank you for reading this blog for the past year!
Brandon Pecharich, Mark8media
Short Story, Big Picture: Are you Reactively Selling?
No matter how hard we try to get in front of our customer’s needs we still get the occasional, “I need these products like yesterday” requests.
How we handle these situations can make or break the customer relationship. Today’s Short Story is a piece that helps you achieve your long-term goals, aka the Big Picture.
Reactive selling (waiting for the customer to call you) is a useful strategy as you don’t look pushy, but it can lead to rushed orders or worse, being unable to fill their request. Here are three things you can do to make the overall experience better:
Clear Communication
- Be upfront about timelines and the process. Clearly explain what the customer can expect regarding order fulfillment and delivery. If there are any potential delays, address them immediately and provide solutions to keep the customer informed.
Prioritize Efficiency
- Streamline the ordering process. Using tools or a system that allows for quick order entry and confirmation. Make sure all necessary information is gathered, and eliminate any unnecessary steps that could slow things down. This shows respect for the customer’s time and yours.
Personal Touch
- Even during a rushed order, take a moment to personalize the interaction. Acknowledge the urgency and express appreciation for the customer’s business. The smallest gestures can have a huge impact. Simply confirming details or offering assistance can make a big difference in how valued the customer feels.
With the holiday season upon us, now more than ever we need to implement these strategies to help ensure an experience that is positive and memorable for the customer. We are all busy, but we do our best each and every time a customer leans on us to get something done for them in a hurry. Go to the PromoEQP Facebook Group and comment on a time where you saved someone’s bacon!
Brandon Pecharich, Mark8media
Short Story, Big Picture: THE VOICES THAT INFLUENCE
One of the modern ways business owners choose to educate themselves on trends is by listening to or watching business-related podcasts, videos, or webinars.
However, finding the RIGHT voices to listen to can be a daunting task as all business owners vary in the way they approach the day-to-day.
Today’s Short Story is a piece that helps you achieve your long-term goals, aka the Big Picture.
Whether we choose to admit it or not, when we listen to outside voices, we tend to take what is being said as gospel and start acting on what we hear. This is why choosing who we listen to is so important and here are three things to look for when making that choice:
Authenticity
- A speaker should be genuine at a minimum. Authenticity helps build trust and makes their advice more relatable and impactful. Look for someone who shares real-life experiences related to their message.
Clarity
- Effective speakers communicate their ideas clearly and offer practical, actionable advice. The message should be easy to understand and apply to your own life. Vague or overly abstract concepts might be inspiring but can be less useful as they don’t provide concrete steps or strategies.
Engagement
- Pay attention to how the speaker engages with the audience. A compelling speaker often connects emotionally, uses relatable stories, and interacts with listeners in a way that makes their message resonate on a personal level. This connection can significantly enhance the motivational impact of their talk.
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Buzzwords, obscure vocabulary, or fictional stories should trigger your inner skeptic. We all remember “If it sounds too good to be true, it must be.” Allow that simple motto to help you find the next podcast that helps you build your business! Speaking of podcasts, Mark8Media is building a catalog of stories told by actual distributors. If you would like to tell your stories of success, post in the PromoEQP Facebook Group, “I am my own competitive advantage!”
Brandon Pecharich, Mark8media
Short Story, Big Picture: WORK LIKE A PUPPY
You are busy and you get stuff done. Some would say you, “work like a dog.” Keep that up, but let’s look at it a different way.
What if you were to approach every day like a puppy? Today’s Short Story is a piece to help you achieve your long-term goals, aka the Big Picture.
I love seeing little puppies navigate social settings and got me wondering if there was a business connection. Here are 3 lessons that you can learn from thinking like a puppy:
Curiosity and Happiness
- Puppies are naturally curious and playful, constantly exploring their environment and learning through play. You can create a culture of curiosity and innovation. Encourage your team to explore new ideas, experiment with different approaches, and have fun with their work. This can lead to creative solutions and a dynamic work environment.
Building Trust and Relationships
- Puppies quickly form strong bonds with their owners and thrive on trust and affection. Focus on building strong relationships with your customers, employees, and partners. Trust and loyalty are crucial for long-term success. Provide excellent customer service, create a positive work environment, and show appreciation for your team’s efforts.
Resilience and Adaptability
- Puppies are resilient and adaptable, quickly bouncing back from setbacks and adjusting to new situations. Embrace resilience and adaptability in your business. Be prepared to pivot when necessary, learn from failures, and stay flexible in the face of challenges. This mindset will help your business navigate uncertainties and emerge stronger.
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Regardless of if you are entrepreneur (own your business) or an intrapreneur (own your job), being more playful, building accountability, and bouncing back from setbacks, like a puppy, will lead to your continued success.
Just, please don’t take this literally and go lick your co-workers or sniff backsides…
Head on down to the COMMENTS and tell me how curiosity and resilience took you to the next level… or just drop a photo of a puppy. Either way it’s cool!
Brandon Pecharich, Mark8media
Short Story, Big Picture: BEING THE HERO IN THE MOMENT
We have all heard is before, hind sight is 20/20. When you know the past, you can play the hero and say you would have made better choice in that situation.
However, what are you doing to make sure you are the Hero in the moment? Today’s Short Story is a piece to help you achieve your long-term goals, aka the Big Picture.
Outside of generic educational courses that are designed to be one and done, promo professionals don’t have a program that offers continued support and training to stay at the top of their sales game.
Here are three skills that can help you be the Hero in the Moment:
Building Sales Muscles
- Joining local or industry specific peer groups can help you flex that sales muscle. By learning different tactics and listening to constructive criticism, you will be ready for the day that you actually get to pitch that huge client.
Technology Education
- With the rise of AI and digital sales automation, being educated on the current and future technology tools can help you create faster solutions to struggles in your business. It is easy to think these technology changes don’t affect your business, however, the small changes can have massive effects in a small business.
Real Life Experience
- Sometimes the best practice and training is just playing the game. All the sales training books say that you have to comfortable with “no” but they rarely help you past that. The person that you just pitched to, and said no, can give you the best feedback. Ask them the question, “what could I have added to make you think maybe?” The lessons from that conversation will help you get closer to the YES on the next one.
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Heroes in the Moment are the best. To be the best at something, you need to train over and over again. That means spending a little less time replaying our past moments and a lot more time preparing for the next opportunity!
If you made it to the bottom, leave me a note and tell me what training your office does to be the BEST.
Brandon Pecharich, Mark8media
Short Story, Big Picture: TELL YOUR STORY
Companies that put their logo on products are hoping that the product is used and becomes part of a story told for years.
“Remember that one time we were having fun and your (insert company name here) water bottle bounced all the way down the stairs in that quiet place? Everyone was looking at us!”
We ALL have one of those stories. Today’s part of the Short Story is a piece to help you achieve your long-term goals, aka the Big Picture.
Your company must tell its story to connect with their customers and strengthen their customer base. Here are three effective ways to achieve this:
Content Marketing
- Regularly posting blogs or articles that share your business’s journey, challenges, and successes can engage customers. These posts can highlight your company’s mission, values, and unique selling points. Best distribution methods are on Social Media pages or in a newsletter to your customer.
Visual Storytelling
- Creating videos that showcase your business’s history, introduce the team, or demonstrate the products/services can make your story more relatable and engaging. I have always been a fan of infographics to visually represent your business’s milestones, achievements, and key statistics in an engaging way. Sharing lifestyle images that tell a story about the business, its environment, or its community involvement can be very impactful.
Customer and Employee Stories
- Testimonials from satisfied customers can build trust and credibility by showing how your product or service has made a positive impact. Stories of employees, their backgrounds, and their contributions can humanize your brand and build a deeper connection with your audience. Community stories about your involvement in community events, charity work, or collaborations with other local businesses can enhance your reputation and demonstrate a commitment to social responsibility.
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Storytelling when selling a product happens all the time, we call them case studies, real life application, or inspiration. Take that skill that you have to create compelling stories to connect with your customers and strengthen your customer base. If you made it all the way to the bottom of this blog, leave a message and tell us your best story! Use the hashtag “#fomo”
Brandon Pecharich, Mark8media
Short Story, Big Picture: DEPLOYING PATIENCE
Practicing patience is a virtue when it comes to growing sales in a small business. Level-headed, calm thinking can reduce stress and help you see through the long-term goals you set.
Today’s part of the PromoEQP newsletter is a short piece to help you achieve your long-term goals, aka the big picture.
Throughout the day, small business owners are pushed in thousands of directions, but practicing some patience can help keep everyone on track and through the finish line. Here are three ways on how small business owners can deploy patience to help grow sales:
Building Relationships
- Instead of focusing solely on making a sale, small business owners should prioritize building trust with their customers. Taking the time to listen to their needs, addressing their concerns, and providing valuable information even if it doesn't result in an immediate sale. Over time, these relationships can lead to repeat business and referrals, ultimately contributing to long-term sales growth.
Investing in Marketing and Brand Building
- Whether it's through content marketing, social media engagement, or other advertising channels, it takes time for small businesses to establish their brand presence and reach their target audience effectively. Being patient and consistent in marketing efforts, understanding that it may take time to see tangible results. By staying persistent and adjusting strategies, gradually brand awareness increases and will attract more customers.
Adapting to Market Changes
- Small business owners should be prepared to weather slow periods and adapt to changing consumer preferences and industry trends. Instead of making hasty decisions in response to short-term challenges, they should take the time to assess the situation, gather data, and carefully consider their options. By maintaining a long-term perspective and being patient in their approach, they can make more informed decisions that contribute to sustained sales growth in the future.
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Deploying patience can be a powerful strategy for small business owners looking to grow their sales. By focusing on building relationships, investing in marketing and brand building, and adapting to market changes over time, they can lay the groundwork for sustainable sales growth and long-term success.
Brandon Pecharich, Mark8media
Short Story, Big Picture: AUTHENTICITY IS NOT A CHARACTER
One of the mistakes I see when companies start producing content for social media is they focus in creating a character.
Your buyers want to buy from people they know, like, and trust. How can they get to know you if you are not your authentic self on social media? Today’s part of the PromoEQP newsletter is a short piece to help you achieve your long-term goals, aka the big picture.
Marketing on social media requires the user to create content that is more than copy, consistently posted, and most of all, Authentic.
Here are some tips to remain “yourself” and avoid becoming a character:
1. Create in places you frequent
- You know how you act and feel when you go to someone’s house for the first time, or when you are in a new building. When you feel comfortable where you are at, that will show in the way you deliver your message.
2. Talk about things you like
- “Um”, “well, I think”, & “maybe” are all ways to lose your audience. Talking about your events or situations that relate to your life, you will not have to search for the words to say. Filler words will only show your viewer that you don’t know what you are talking about.
3. Include your friends, family, and co-workers when you can
- Chemistry between people that know each other is fun to watch. They play off each other’s words and body language. Your audience will feel like they are part of the group and want to share your story with people they know.
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If you are going to take the time out of your day to create content, make sure it’s fun for you! When you have to constantly think about what to say and how to deliver the lines, the whole process will start to feel like real work and you will burn out.
Fake looks fake…being authentically you is natural, fun, and entertaining to watch for your audience.
Short Story, Big Picture: Consistency over Quality
The statement "consistency over quality" can be true, kind of, let’s talk about it.
When you are just starting out marketing your business on social media, consistency in posting content helps maintain engagement with your audience and keeps your business visible. Today’s part of the PromoEQP newsletter is a short piece to help you achieve your long-term goals, aka the big picture.
When initially building a social media following, there can be some flexibility in prioritizing consistency over quality, however this needs to be temporary and strategic. Here’s why:
1. Visibility and Engagement
- Consistently showing up on social media feeds can help increase your visibility and engagement. Even if the content is not of the highest quality, it still provides an opportunity for your audience to interact with your brand.
2. Learning Curve
- As a small business just starting out on social media, there might be a learning curve in creating high-quality content. It's okay to experiment and learn what works best for your audience over time. In the beginning, focusing on consistency can help you establish a presence while you refine your content creation skills.
3. Building Trust and Credibility
- Consistency in posting content can signal to your audience that you are reliable and committed to providing them with value. This can help build trust and credibility with your audience, even if the content quality is not perfect initially.
As your social media following grows, it becomes increasingly important to improve the quality of your content to maintain audience engagement and avoid potential negative perceptions of your brand. Therefore, while consistency may take precedence in the early stages, efforts to enhance content quality should also be prioritized as resources allow.
Short Story, Big Picture: Content is more than Product Copy
We are already one month into 2024, have you implemented a content strategy for your business?
If not, maybe it’s because you struggle with what “content” your customer wants to see to order from you. Today’s part of the monthly PromoEQP newsletter is a short piece to help you achieve your long-term goals, aka the big picture.
Last month I talked about the need to be on social media. I laid out some tips on creating a consistent content strategy. One of the questions I got asked a lot was, “What is content? How do I know my customer will see it?” Here are three (3) tips to creating content:
1. Tell Your Brand Story
Share the story behind your brand. Explain how it was founded, the values represented, and the journey. Highlight key milestones, challenges overcome, or any unique aspects of your business.
Introduce your team members. Share behind-the-scenes (BTS) glimpses of your workplace. Highlight personalities behind the brand. This humanizes your business and fosters a connection with your audience…stronger tip 3.
2. Educate and Entertain
Provide valuable or informative content related to your industry. This could include how-to guides, tips and tricks, industry insights, or educational videos. Like this blog or PromoErrday videos.
Use a variety of content formats. Infographics (NOT sales flyers), videos, podcasts, and blog posts. Mix in entertaining content like memes, behind-the-scenes footage (see tip one), or user-generated content (reviews, company posts using the products, or in-real-life pictures of work) to keep your feed diverse and interesting.
3. Engage with Your Audience
Encourage two-way communication by asking questions, conducting polls, or hosting Q&A sessions. Respond to comments and messages to show that you value your audience's input…this is KEY!
Share user-generated content and customer testimonials. (See tip 2).
Content is not just the copy from your supplier’s catalogs. Your customers are more interested in who you are, creating a business friendship. You don’t like being sold to all the time, so let’s work ON making sure your business doesn’t do that to it’s potential customers…so you can bring more of them IN to your business.
Short Story, Big Picture: Social Media… still…
Welcome to the start of 2024, ready to hear that you need to be using social media to build your business again? Well…to be able to work ON your business and not always IN your business, that does require a strategic and consistent social media approach. Today’s part of the monthly PromoEQP newsletter is a short piece to help you achieve your long-term goals, aka the big picture.
No, you do not need to hire expensive influencers. No, your grandchild does not know how to create business content. I am talking about adult social media…so here are three things you can do in 2024 to organically grow your business on social media.
Content Strategy
Post content that provides value to your target audience. This could be in the form of industry blogs, product videos, or lifestyle images. Tailor your content according to the seasons or special days of the year.
Consistency. Establish a consistent posting schedule. Does not need to be every day, but regular and reliable content delivery helps build trust with your audience. As stated above, a mix of content types keeps your feed diverse and interesting.
Engagement equals Community
Actively respond to comments and messages from your audience. This not only shows that you value your followers but also boosts the visibility of your posts in algorithms.
Encourage discussions to create a sense of community around your brand. Ask questions and run polls to involve the audience in the decision-making process. People buy from people they know, like, trust, and you can build brand loyalty within this community.
Using Hashtags and Trends
Research and use relevant hashtags. Please read that again. Identify and use industry specific hashtags to increase your discoverability. This can expose your brand to a broader audience interested in picking up what you are putting down.
Social media platforms continually evolve, introducing new features. Stay informed about these changes and adjust your strategy accordingly. Understand how algorithms prioritize content so you can optimize your posts for better reach.
We are looking for organic growth and that takes time & effort. Be patient and stay committed. Providing value and building genuine connections with your audience with have a massive impact your business as a brand. When you start to see results and business picks up, keep going! Don’t get focused IN your business, keep working ON your business and it’s developing social media community.
Short Story, Big Picture: Check your “Want to”
Thank you for the big response on Social Media to the first instalment of “Short Story, Big Picture”. From the response, I gathered that y’all actually WANT to work ON your business, not always IN your business. Today’s part of the monthly PromoEQP newsletter is a short piece to help you achieve your long-term goals, aka the big picture.
Maintaining passion and motivation as a business owner is crucial for long-term success. At the Story conference in Nashville, Kevin Carroll’s workgroup was asked to “check their Want to.” What he was asking us to do was make sure that what we were doing was actually something that we wanted to do. When your business becomes a burden, you might lose sight of why you started down this path to chase your dream. Here are some strategies to ensure that you stay engaged and enthusiastic about working ON your business:
Connect with Your Purpose: Revisit the reasons why you started your business. Reflect on the impact you want to make in your industry or community. Align your business activities with your personal values and mission.
Celebrate Achievements: Acknowledge and celebrate both small and significant milestones. Recognize the hard work of yourself and your team. Positive reinforcement can boost morale and motivation.
Adapt and Innovate: Embrace change and be open to new ideas. Foster a culture of innovation within your organization. Regularly assess and update your business strategies to stay relevant.
Take Breaks and Manage Stress: Avoid burnout by scheduling regular breaks and vacations. Implement stress management techniques, such as meditation or exercise. Foster a healthy work-life balance.
Invest in Personal Development: Continuously develop your skills and knowledge. Attend workshops, courses, or hire a business coach. Personal growth can lead to renewed passion for your business.
Regularly Evaluate Your Business Model: Assess the sustainability and scalability of your business model. Identify areas for improvement and potential diversification. Stay adaptable to changes in the market.
By incorporating these strategies into your routine, you can help ensure that your passion for your business remains strong, and you stay motivated to continue working towards its success.
INTRODUCTION: SHORT STORY, BIG PICTURE
I know you are busy and don’t think that you have time to read this. Everyone you cold call or meet for the first time while networking is thinking the same thing about hearing your introduction. Now, with this in mind, this part of the monthly PromoEQP newsletter is going to be a short piece to help you achieve your long-term goals, aka the big picture.
Coming up with your introduction “elevator pitch” for when you meet people for the first time is one of the most important tools to develop for your business. This is the one time that you get to tell someone who you are or what you do completely judgment-free. There are no previous interactions to steer attention away…you have their full attention. Here are three key points I try to remember when creating these intros:
1. Concise Clarity: Craft a clear message that conveys what you do, your unique value proposition, and who your target audience is, all within 30 seconds or less.
2. Engaging Storytelling: Make your pitch memorable by weaving in a compelling story or example that illustrates the problem your business solves or the benefits it offers, connecting with your audience on a personal or emotional level.
3. Adaptability and Relevance: Tailor your elevator pitch to the specific audience or situation, highlighting the aspects of your business that are most relevant to the listener's needs or interests, ensuring it resonates and leaves a lasting impression.
So, how did I do? Instead of starting this blog with a bland intro, I made you aware that I knew what you were thinking before you read this, what your potential clients are thinking before meeting you, and informed you on why it will benefit you to read this monthly blog.
If you made it this far in the blog and want to hear more about working ON your business, instead of IN your business, go to the PromoEQP Group on Facebook and type, “Howdy Y’all!”