This week on Talk Commerce, I had the pleasure of chatting with the brilliant Chantal Cornelius, founder of Apple Tree Marketing. Chantal shared some game-changing insights on marketing strategies that truly resonate with customers. In this blog post, we’ll unpack her key takeaways, focusing on how to move beyond outdated USPs and create a marketing approach that makes your business truly stand out.

Why USPs Don’t Work (And What To Do Instead)

Chantal and I both agree: Unique Selling Propositions (USPs) are often ineffective. Why? Because most businesses end up saying the same thing! Chantal’s experience working with numerous coaches and consultants revealed a common pattern – everyone claims to be unique, but they’re actually offering very similar services.

My takeaway here is that focusing on what makes you different as an individual might be more effective than forcing a USP. Chantal highlighted that USPs are easier to create with tangible products, but when selling services, the focus shifts to customer emotion.

The Power of Standout Strategies

Instead of USPs, Chantal champions “standout strategies,” focusing on how your customers want to feel when working with you. This customer-centric approach involves identifying the emotions that matter most to your target audience (safety, amusement, etc.). Chantal’s five standout strategies offer a framework to achieve this, and the right strategy for your business depends on the needs and emotions of your ideal customer. This really resonated with me because it’s so different from the traditional “features and benefits” approach.

Measuring Marketing Success: It’s Not Just About Numbers

A crucial element Chantal emphasizes is measurement. Too many small businesses jump into marketing tactics without establishing a baseline or tracking their results. Chantal’s approach is refreshingly simple yet effective. She tracks her phone calls, noting the source of each new inquiry. This allows her to see what marketing strategies deliver the best results and double-down on her success. This practical, data-driven approach is something I’ll definitely be implementing.

The Art of Strategic Marketing: Don’t Just React, Plan!

Chantal stresses the importance of strategy over tactics. Before jumping into social media or other marketing activities, take a step back to define your goals, target audience, and the best way to reach them. This is essential when dealing with a marketing crisis. This strategic approach makes measuring your success easier and more meaningful. I found this to be exceptionally helpful; often we forget that before running any marketing campaign we should first plan and understand our target audience and goals!

Public Speaking as a Marketing Tool: Share Value, Then Sell

Chantal shared her experiences with public speaking, highlighting the importance of providing value to the audience without being overtly salesy. She suggested that it’s less about actively selling and more about subtly influencing and establishing credibility. It’s a more passive approach that relies on building trust and expertise to draw in potential clients.

American vs. English Marketing: A Cultural Divide?

Chantal points out interesting cultural differences between American and British marketing approaches. Americans are generally more outgoing and direct, while Brits tend to be more reserved. This impacts how businesses approach networking and outreach. I found this comparison fascinating, and it reinforces that the “best” approach is always the one that fits your target market.

Chantal’s Advice for Small Business Owners: Start With Your Network

Chantal’s key advice for small business owners starting their marketing journey is simple: start by talking to people you already know. Use your existing network. Don’t rely solely on social media; pick up the phone, build relationships, and let your network know about your business. I personally think this is excellent advice and something many business owners can benefit from.

Chantal Cornelius’s insights on strategic marketing offer a breath of fresh air. Her focus on customer emotions, careful measurement, and a thoughtful approach to public speaking is a recipe for marketing success. To delve deeper into Chantal’s five standout strategies, take her free test at AppletreeUK.com! You can also listen to the full podcast episode for a more in-depth understanding.

Find more Talk Commerce podcasts about marketing strategy here