In this context, having marketing copy that’s generic, uninspiring, boring and lacks any sort of humanity leaves investors wading through the BS to get to the truth of a product or service. And I see this happening all the time in the B2B world.
The core issue? A blatant lack of human empathy and deep understanding of the product’s value from the buyer’s perspective. This disconnect is particularly crippling for startups, who sometimes have very technically-minded teams (read: not the most skilled communicators) and don’t have the time or the money to invest in a good marketing engine.
Don’t get me wrong, developing empathy for a buyer’s problems is hard. Unless you’ve been the buyer and worked to solve their problems personally, then placing yourself in their shoes can be difficult. The solution is to 1) understand the buying journey and 2) give buyers what they are looking for at each stage of that journey. The former is easily understood. The latter requires that you uncover the company’s four foundational insights. I’ll explain them here:
Go deep on how you solve the real problem
This is about defining what you are selling (value proposition, features, benefits) and why it’s needed to solve a challenge your customers have.
To stand out here, you’ll need to capture your first of four foundational insights: your user’s actual challenge – or the ’Real User Problem’, as I call it. Very often the Real User Problem is not the headline ‘category’ problem everyone talks about. It’s most often a nuanced issue that is stopping the buyer creating the change they seek and the problem of buying a solution. That’s the first insight.
The second insight is their ‘Alternatives’: how they are trying to solve the problem. These may be solutions offered by your competitors, but may also be the workarounds and hacks your buyers are adopting. Find these two insights and you have an accurate picture of the needs and behaviours of buyers in the market. Most businesses spend all their marketing budget on uncovering their brand vision and mission. This is a mistake, because 80-90% of buying effort is actually focused on comparing how competitors in the market solve the Real User Problem.