Small business owners pour their hearts into their businesses, so it’s no surprise that branding and messaging often feel deeply personal. But here’s the truth: effective marketing isn’t about what you like — it’s about what resonates with your audience. A message that caters to your audience’s needs, desires, and emotions is what drives connection, loyalty, and sales.

Yet, business owners sometimes unintentionally center their messaging on themselves or their products, missing opportunities to truly engage with their target audience. Shifting focus to your audience helps avoid two common pitfalls: talking too much about yourself and focusing solely on the product.

Why Audience-Centric Messaging Matters

Think about your favorite brands. Do you love them because they talk about how great they are? Or do you love them because they speak directly to your needs, solve your problems, or make you feel something?

Great messaging connects with people by addressing their emotions, solving their pain points, or helping them imagine a better future. It says, “We see you, and we’re here for you.” For small businesses, this means stepping back and crafting a message that puts your customers in the spotlight — not you or your product.

When you shift your perspective this way, your messaging becomes more relatable and impactful, fostering stronger relationships with your audience.

Pitfall 1: Talking Too Much About Yourself

It’s natural to feel proud of your accomplishments as a business owner. Maybe you’ve built something from the ground up, developed expertise in your field, or created a product you truly love. But when your messaging focuses too heavily on you, it can alienate your audience.

Statements like:

• “We’re the best in the business.”
• “Our founder has 20 years of experience.”
• “I wanted to create something that reflected my vision.”

…don’t tell your audience what’s in it for them. Instead, shift the focus with language like:

• “You deserve the best service, and we deliver it.”
• “You’ll benefit from two decades of expertise, ensuring a seamless experience.”
• “This product was designed with your needs in mind, to make your life easier.”

This doesn’t mean you should erase yourself from your brand entirely. Your story can add authenticity and personality, but it should always serve the audience. For example, share your “why” in a way that connects with their values:

• “As a busy parent, I know how hard it can be to find safe, eco-friendly toys. That’s why I created this line — to give families like yours peace of mind.”

Pitfall 2: Focusing Messaging Solely on the Product

The second common misstep is centering your message entirely on the features of your product or service. While features are important, they’re not the primary reason people buy something. They buy based on how the product makes them feel or because of the problem it solves.

Let’s say you own a coffee shop. Instead of simply advertising:

• “We serve organic, fair-trade coffee roasted in-house.”

Focus on what that means for the customer:

• “Start your morning with a cup of coffee you can feel good about—delicious, sustainable, and crafted just for you.”

Or, if you’re promoting a skincare line, shift from:

• “Our moisturizer contains hyaluronic acid and SPF 30.”

To:

• “Feel confident in your skin all day long with hydration that lasts and sun protection you can trust.”

The key is to connect features with benefits. Features tell what the product does; benefits explain why that matters to your audience.

How to Shift Your Messaging Focus

1. Start with Empathy: What are your audience’s pain points, goals, and values? Make these the foundation of your messaging.
2. Use “You” Language: Speak directly to your audience. Replace “We” and “I” with “You” wherever possible.
3. Test Your Messaging: When reviewing your messaging, ask yourself, Would my target customer care about this? If the answer is no, refocus on what matters to them.

Build a Connection, Not a Lecture

Your brand’s messaging isn’t for you — it’s for your audience. By shifting your focus from self-promotion and product features to addressing your audience’s needs and emotions, you can create marketing that truly resonates. Remember: it’s not about telling your story; it’s about how your story fits into theirs. When you prioritize their perspective, you’re not just selling — you’re building a relationship that lasts.

It is not Marketing/Sales, it is Marketing and Sales. In one week, two things happened that spurred me into sharing that marketing and sales are in fact two separate functions. That work together.

Marketing and Sales, Thing One

A former client who is a successful business owner shared at a recent weekly team meeting, that his team discussed the need for a marketing strategy and a stronger brand presence. The salesperson on the team was pushing hard for additional marketing resources. And he wanted to lead the charge. They “went back and forth about the where, how and the value of a stronger brand presence.”

The business owner was skeptical because he had grown his business traditionally from word of mouth. (Clearly too much time had passed since we worked together.)

He continued his story to me, “Front Porch Marketing was the first marketing resource I thought of to visit with and have a clearer picture of what needs to be done and in which priority.” For that, we are honored.

Marketing and Sales, Thing Two.

I attended a networking group event. The speaker was a small business consultant who shared ways for business owners to increase revenue and improve profitability, among other things. The presentation was great until we got to the slide that included the line, “Marketing/Sales.”

I thought “It is not Marketing/Sales.” They are not the same thing. They are not to be lumped together. These are two very distinct functions that both contribute to growing a business.

Why You Need Marketing

Marketing is no longer just an option for small businesses and nonprofits who want to grow. I am happy to share one-on-one my experiences over the last two years on this. Occasional marketing effort does not make your business grow. A marketing foundation must be built, strategized and utilized. You need consistency, conviction, and connection for marketing to succeed. These three things are must-haves when you’re marketing your business in the year 2024.

How Sales is Different From Marketing

Sales people and departments are responsible for generating new leads, converting those leads and closing deals. Sales leaders look at the ideal target customer or client and the product or service they are selling, and make a match.

First, there are inside sales: looking at existing customers and how they can grow their business. These sales people are also converting inbound calls and emails to direct business.

Then there are outside sales. This team’s approach focuses on face-to-face interaction with potential customers. They do this by attending targeted conferences and events. Building their network and relationships is the goal.

How Marketing and Sales Teams Can Work Together

At Front Porch Marketing, we sometimes work directly with sales leaders. Again, for that we are honored and grateful. Sales people overall have a defined pipeline, and may rely on the marketing people to feed that pipeline. These sales leaders know they need marketing. They do suggest initiatives to support their agendas. But most share what they are trying to achieve and trust that we will strategize and implement what is right for business growth.

We also work with smart, small business owners and nonprofit leaders, who believe they need to elevate their brand and grow brand awareness to grow their toplines. That’s marketing. Few of these types of companies have an in-house marketing team though. They may have a person or two in marketing, but even this small crew cannot manage or specialize in all the marketing things they might need. And that’s where we typically come in.

I could go on and on about the difference in marketing and sales functions. But alas, I must get up bright and early to French braid an 11-year old’s hair for school. So cheers to all of you marketing people and sales people growing the top and bottom lines, working with those you love, for those you love. All the while, taking care of your loves. Like we do.

Trade shows and conferences offer invaluable opportunities for B2B businesses to network, showcase their offerings, and stay ahead of industry trends. However, to truly leverage these events for growth, it’s essential to have a strategic approach.

The Power of Face-to-Face Connections

In today’s digital age, the value of face-to-face interactions cannot be overstated. Trade shows and conferences provide a platform for B2B businesses to engage with industry peers, potential clients, and thought leaders in a dynamic and immersive setting. By capitalizing on these events strategically, businesses can foster relationships, generate leads, and ultimately drive growth.

1. Pre-Event Preparation: Setting the Stage for Success

Maximizing the impact of trade shows and conferences begins long before the event itself. Start by thoroughly researching the event agenda, exhibitors, competitors and attendees. Set clear objectives for your participation, whether it’s expanding your network, showcasing new products, or generating leads. Develop a compelling booth design and promotional materials that effectively communicate your brand message and offerings. Market your participation via email, social and your company’s website and blog.

2. Strategic Networking: Quality Over Quantity

While it may be tempting to collect as many business cards as possible, focusing on quality over quantity is key when it comes to networking at trade shows and conferences. Identify key stakeholders and decision-makers you want to connect with and prioritize meaningful interactions. Prepare an elevator pitch that succinctly communicates your value proposition and be genuinely interested in learning about others’ businesses.

3. Engaging Booth Experiences: Capturing Attention

Your booth is your storefront at trade shows and conferences, and it should be designed to captivate attendees’ attention. Create interactive experiences that allow visitors to engage with your products or services firsthand. Incorporate multimedia elements such as videos, demonstrations, or virtual reality experiences to showcase your offerings in an engaging and memorable way. Remember to train your booth staff to be knowledgeable, approachable, and proactive in engaging with visitors.

4. Thought Leadership Opportunities: Sharing Expertise

Trade shows and conferences often include speaking opportunities, panel discussions, or workshops where industry experts can share insights and expertise. Seize these opportunities to position your business as a thought leader in your field. Prepare engaging presentations that offer value to attendees and demonstrate your industry knowledge. Be sure to promote your speaking engagements beforehand using email and social media to attract attendees to your sessions.

5. Post-Event Follow-Up: Nurture Relationships

The real work begins after the trade show or conference ends. Follow up with leads promptly, whether through personalized emails, phone calls, or social media connections. Reference specific conversations or interactions to demonstrate your attentiveness and interest. Continue to nurture these relationships by providing valuable content, addressing any questions or concerns, and staying top of mind until conversion.

Driving Growth Through Strategic Engagement at Trade Shows and Conferences

Trade shows and conferences represent more than just opportunities for businesses to showcase their offerings; they are catalysts for growth and innovation. By approaching these events strategically, small and mid-size B2B enterprises can expand their networks, establish thought leadership, and ultimately drive business growth. By investing time, resources, and creativity into maximizing trade show and conference participation, businesses can unlock new opportunities and propel their success forward.

In the competitive landscape of B2B industries, the ability to effectively showcase your B2B business can make all the difference in attracting potential clients. Thus the way you present your products and services reflects your brand’s identity and influences decision-makers. Showcasing is one of the tools you might consider including in your marketing strategy for 2024. You want to help your small business stand out? Find ways to showcase your B2B products and services. And leave a lasting impression on your target audience.

Elevating Your B2B Showcase Game

When it comes to B2B success, it’s not just about having excellent products or services; it’s also about how you present them. The ability to showcase your B2B business effectively can be a game-changer. Ultimately, you can influence purchasing decisions. You can set yourself apart from the competition. So here are five innovative strategies that can help you elevate your showcase game and leave a lasting impact on potential clients.

Immersive Virtual Product Demos: Step into the Future

With the rise of virtual technology, immersive virtual product demonstrations are a cutting-edge way to showcase your B2B products. In fact, utilizing virtual reality (VR) or augmented reality (AR) provides potential clients with a hands-on experience. Further, it allows them to interact with your offerings in a simulated environment. This not only adds a wow factor but also enhances understanding, making it a memorable experience for your audience.

Interactive Webinars: Engage and Educate

Hosting interactive webinars is a dynamic way to showcase your B2B products or services. Create engaging presentations that allow participants to ask questions, provide real-time feedback, and see your offerings in action. First, use this platform to highlight key features. Next, share success stories, and address pain points your target audience may be facing. Overall, webinars not only showcase your expertise but also build a personal connection with potential clients. We work with Integrated Advisors Network who hosts webinars on topics relevant and helpful for their B2B clients.

3D Product Animations: Transform the Viewing Experience

Incorporate 3D product animations into your showcase strategy to provide a visually stunning and detailed view of your B2B products. These animations can be embedded on your website, shared on social media, or included in presentations. This approach allows potential clients to explore every angle and functionality of your offerings. This helps foster a deeper understanding and appreciation for your products or services.

Collaborative Online Workshops: Hands-On Learning

Offering collaborative online workshops is an excellent way to showcase your B2B products — while providing valuable insights to your audience. Further, these workshops can include interactive sessions. Here, clients can test your products in a controlled environment, ask questions, and receive immediate feedback. So this hands-on approach not only showcases your offerings but also positions your business as a knowledgeable and supportive partner.

Personalized Product Showcases: Tailor-Made Experiences

Lastly, consider creating personalized product showcases tailored to the specific needs and preferences of your clients. Use data and insights to curate a showcase that highlights the features relevant to each potential client. This personalized touch demonstrates a commitment to understanding your client’s business and provides a bespoke experience that resonates with decision-makers.

Unleash the Power of Innovatively Showcasing Your B2B Business

Overall, finding innovative ways to showcase your B2B products is essential for staying ahead. Whether you opt for one of these ideas, or other innovative marketing methods, the key is to create memorable experiences. The goal? Resonate with your target audience. Embrace a showcasing strategy, and elevate your B2B brand. Leave a lasting impact and setting the stage for long-term success.

How Can Lead Generation Benefit Your Business?

Good question! You’ve heard about “Lead Generation” but aren’t sure what that is, how to do it, or if it can help you build your business, right? As a marketing firm that works on lead generation strategies and programs all the time, we’re here to answer your questions. So ask yourself these questions next:

1. Interested in investing in the expertise of what a strategic, seasoned marketing partner can provide for your overall brand? Good. Read further.
2. Ready to invest the resources, time, money, etc. to get there? Better.
3. Know that the fundamentals of a brand architecture, brand strategy, message map, creative brief are key? Your competition and target customer are defined? Best.

Over the past two weeks, we have had new prospects reach out to us regarding lead generation. So, let’s rap about that specifically.

Let’s Get Started

What is it? Lead generation is the process of attracting and engaging your target audience. And then, converting them to customers. Engage your prospects. Build relationships. Turn leads into loyal customers. And loyal customers translate into sales.

Lead Generation Winning Strategies

There are lots. There is no silver bullet, one size fits all. Once all documents are reviewed and goals and target are considered, we recommend the right strategy for each business we work with at Front Porch Marketing.

Let’s name a few:

• Content Marketing. This really should be part of any of the processes below. It hits many buckets: social media, website, SEO and inbound marketing. Providing consistent, relevant content of value and establishing cred and authority with your prospects.
• Conversion Rate Optimization (CRO) and on page. This has to do with your website. Think forms, widgets and pop-ups to attract website visitors and produce leads by collecting information like email addresses for follow-up, or addition to a monthly newsletter.
• Customer Relationship Management (CRM). Platforms and tools — i.e. LinkedIn Sales Navigator, PipeDrive, Salesforce, ZoomInfo — can help identify and reach the optimal target audience for your business. Once you reach your audience these tools also help you nurture them. Turn them into loyal customers via email, SMS and other one-on-one relationship building communications.

What’s Your Next Step?

Our clients reap success using these strategies and tools. We can share success stories related to any of the bullets above. And, we are here to help you. Let us implement a repeatable process of lead generation and then scale it with strategies and tactics to grow your topline.

Oh, Marketing. How Do We Love Thee?

In honor of Valentine’s Day today, we wanted to share some of the things that we absolutely LOVE about marketing. We cover many aspects of marketing in our day-to-day business with clients. We use tried-and-true marketing strategies and tactics that are the bedrock of a solid marketing plan. And there are also trends that we love, so we take advantage of those for our clients as well.

These Marketing Things Are Both Tried-and-True and Also On-Trend

Incorporating these marketing things (strategies, tactics, platforms, approaches) in your business of marketing for a client, is a win-win. First, your clients see results. Then, you look smart. And finally, you’re both successful at growing the business.

Email Marketing

Clients are reaping results from email marketing campaigns. So having the right content and creative are critical. Companies can build a relationship with their customers when email marketing is executed with the reader in mind. Be informative and helpful vs. direct selling, and see an impact on business.

Strategic Paid Traditional and Digital Media Campaigns

Linking these two strategies (traditional and digital) is more effective. First and foremost, invest to meet the target where they are. Approach them in the right mediums. Earn more quality customers by thoughtfully targeting your messaging to impact sales more effectively.

Marketing Leaders Asking the Right Questions

We love this marketing thing: smart leaders. Our clients are smart marketing leaders who are thoughtful in their approach. To start with, we see them asking the right questions. But then we’re asking them the right questions too. This collaboration pays off for both businesses. They want a plan over time, not a one-off initiative. Thus, they are in it to win it for the long haul, and so are we.

Re-evaluate the sales funnel

The sales team might be engaged in selling one-on-one. But it might not be utilizing technology, processes and other tools to continue to engage and grow the engagement. Successful customer engagement and retention includes tactics at every point in the sales funnel. And utilizing powerful tools to scale and automate in conjunction with smart, thoughtful strategies make sense.

Client Loyalty and Retention

It is easier to grow existing business than gain new business. Enter the customer loyalty program. The trend in loyalty and customer retention programs will continue, blurring the lines between physical and digital as 2023 progresses, making customer retention a seamless experience. Loyalty programs incorporate email, text messages, and even print. Clients can grow their infrequent shoppers into brand fanatics using loyalty programs.

Ready to Love Your Company’s Marketing Things?

Think deeper in 2023. Really focus your attention on your customers. Ultimately, create a marketing ecosystem that keeps them informed. Give them insider information. And make their lives easier. This approach is a sure way to see your business grow this coming year. And we would love that for you!

Sustainability is top of mind with consumers. They have more choice than ever on where to spend their money. So more than ever, companies are focusing on sharing their sustainability efforts with their customers. Does sustainability affect consumer buying? The data says yes.

ESG (Environmental, social and Governance) are the criteria used by companies to build value. They organize business objectives around sustainability-focused risks and opportunities. Initiatives can include customers, supply chain, and even employees of a company. So get started! Basically, start by tracking your company’s impact on the environment. Then, measure your sustainability. Finally, share the results. This process can influence consumer interest in your company, your products, and your services.

Sustainability: What is ESG?

The environmental, social, and corporate governance framework highlights three areas where companies can track their sustainability. This can illustrate their impact on the environment.

• Environmental: Does your company strive to preserve the natural world? Chiefly, talk to your consumers about how you are addressing climate change, pollution, water management or greenhouse gas emissions. This information could take the form of a Sustainability Report at the end of the year. We do this for our client Acme Brick every year. You might apply content marketing on your website. Or use social media posts to highlight specific places where your company has excelled.
• Social: Does your company focus on including and supporting a diverse community? Referred to as DEI (Diversity, Equity, and Inclusion), this set of actions enhances employee engagement and retention. Firstly, this could look like employee spotlight blog posts. Or you can engage the public with PR. Additionally, you might establish and promote programs to broaden your talent pool. Or you could support employees by offering training programs, like our client Diamond Brand Gear does.
• Governance: This aspect of ESG covers topics like cybersecurity practices, corruption prevention and management structure. Indeed, talking about your company’s efforts in these areas reassures clients that your company is solid. It can highlight innovation. Generally, you can share posts on LinkedIn touting an advance your company has made in one of these areas, as an example.

Consumers Want to Buy From Companies That Support Sustainability

As 83% of consumers demand more ESG best practices from companies, 91% of business leaders now believe that their company has a responsibility to act on ESG issues. Conclusion? Obviously, consumers want to follow, buy from, and visit these companies more readily than ever before. And it’s not just consumers that want brands to take on these initiatives. 86% of employees say they’d prefer to work for companies that care about these issues. Sustainability has become one of the top issues that people care about.

Sustainability as a business goal is not a trend. Certainly, it is key to creating meaningful relationships with your customers and your employees. First, make sustainability your company’s business goal. Next, set up programs that support sustainability. Then, track and talk about your success. Therefore, this process is a fountain of content that you can share with your customers. Grow meaningful relationships with them centered on sustainability. And in turn, grow your sales based on your customers’ desire to make financial decisions tied to the social good your company is doing.

Marketing items to high schoolers is very different than other age groups. High school means freedom. This includes the ability to get a job, drive, and buy things without asking parents.

Social Media

As the first generation born into technology, Gen Z has grown up with the internet. For high school students in particular, social media surrounds our daily lives, making it easy to access new products and reviews faster. When targeting a high school audience, the first thing you will want to do is create a social media presence, especially on Instagram and Tik Tok.

Marketing to High Schoolers with Trends

For products such as clothing or make up, it is important to follow trends. Stay up to date on the latest styles and aesthetics. In typical high school manner, everyone wants to fit in, this means providing products similar to the current high school style. In regard to social media, creating content that follows popular trends will increase the chances of your product being seen. For Tik Tok, use popular sounds with a unique idea, making the Tik Tok more likely to get on the for you page.

Accessibility and Inclusivity

High schoolers are cheap! Most income comes from a minimum wage job or allowance from parents. The price of a product can immediately deter consumers, especially if is not a well-known name brand. Make sure the price is reasonable for the product. It is also important to make products inclusive to all ethnicities, body types, and genders. Exclusion can create bad reviews and overall dislike for a company.

Visuals

Once the consumer has clicked on the website, visual organization is a key part of reliability and user attention span. As someone who frequently purchases products from Instagram or Tik Tok, the first thing I notice is the website’s aesthetic. If a website looks low quality, chances are the product is also low quality. By using attention grabbing visuals and colors, while also maintaining the clean look, users will trust the product more.  Secondly, in a world of 15 second Tik Toks, the average attention span is much shorter. When websites are difficult to navigate, most users will simply give up. By making products easy to find through a search bar or navigation tabs, people are more likely to stay on the site.

When Marketing to High Schoolers, Think Like One

Overall, when marketing to a younger audience, it is important to think like a high schooler. What you may like or dislike, could be completely different because high school is its own world. One of my biggest pet peeves is when I see a product that would be amazing if one little thing was changed, such as a childish image or an older print. Step outside of your world and think like you are 17 again!

Inquiring minds want to know!

TikTok is in the top six social media networks for 2022. Does that mean that your brand should have a presence? Maybe. Maybe not. To find out if your brand should be on TikTok, take a deep look at the components of your brand: your mission, your audience, your goals, your assets before you just jump right in. Having a plan for any endeavor translates into better success. This includes your brand being on TikTok – no matter how shiny it seems to you this moment.

The social media landscape is continuously evolving.

Social media can be scary to some people and some brands, but exciting for others. And, being aware of new channels and finding the next one for your brand is what a smart marketing leader does. Examine your brand before deciding.

Let us help you answer the TikTok question by asking a few questions.

Brands on TikTok?

1. Who is your target audience?
2. What are your marketing goals?
3. What are your marketing strategies?
4. How much potential does TikTok have for lead generation or driving potential website traffic among your target?
5. Do you have additional resources to support another social media network consistently?
6. Do your internal personnel have the bandwidth or do you have the budget to add incremental dollars to your agency partner’s fees to manage it for you?

There’s not a one-size-fits-all solution to your brand on TikTok.

There are many brands who choose to be on TikTok because it is advantageous for them to do so in some way. But there are also many brands for whom TikTok is not a good marketing channel fit, and their needs are better met by other social media channels more appropriate to their audience, their product, and their goals.

Don’t get shiny object syndrome. Focus on the big picture that fuels the growth of your brand. If TikTok will be a part of that, it will be. You’ll make it happen, but maybe not this year. And that’s ok. It’s a marathon, not a sprint. Plan for your future success first, on this and every possible marketing channel, and you can make the most of the social media channels that are right for you.

Getting marketing and sales on the same page is critical to your brand’s success.

This month, we were honored to attend a client’s 2022 sales kick off meeting in Orlando to see this practice of harmonizing marketing and sales in action. Being with our client in this setting reminded us that cross-functional teams are one of the keys to maximize growth for business success. Smart business leaders and collaborative relationships fuel us, so we wanted to share our top tips for helping marketing and sales work together for greater results.

Sales teams typically focus on talking directly to the customer. The sales process might take a very long time, but the sales team will discover useful information like solving a particular problem, or what pain points a potential customer runs into. These insights can be valuable, especially to the marketing team.

The marketing team approaches the customer in a somewhat different way – focusing on the brand. Increasing awareness of the brand and these brand conversations typically take the form of websites, content marketing, social media and email marketing and advertising.

Often sales and marketing groups seem to have different goals: but in reality their goal is the same – grow the business. They just approach it in different ways. When you harmonize marketing and sales strategies you reap the benefits of shared data on targets and prospects, shared communication, shared processes, and working together to solve challenges that arise.

Four ways to start bringing your sales, marketing and even finance teams together.

1. Discuss with sales what marketing strategies and tools moved the needle in the previous year. Was it messaging, tactics and delivery? Something else? What did potential customers and clients respond to?
2. Planning is key. Make sure that marketing is supporting sales strategies. The marketing team should review annual sales plans and have a meaningful discussion on how they can support the sales efforts.
3. Agree on goals. Not just numbers and target customers, but the terminology. Are you speaking the same language? Using the same metrics and processes?
4. Make sure the finance team is not developing forecasts in a silo. Communicate with them. Just because they can access the CRM does not mean they can create real projections.

Marketing is only as successful as sales; and sales is only as successful as marketing. Harmonize marketing and sales to work together to success. Working together is more important in 2022 than ever before. It is by working together in harmony, that the greater good can be achieved.