Most businesses don’t need their marketing to do more selling

Most businesses don't need their marketing to do more selling.

In fact, for your marketing to reliably bring in sales-ready prospects to your sales team, you'll need to spend the majority of your time NOT selling.

That's why some of the most effective businesses spend 80% of their marketing budgets on awareness/demand creation and 20% on remarketing.

Think of it this way: 👇

The best sales conversations don't get right to business. You probably met the prospect somewhere, played golf, attend the same event, are seen in similar circles.

If you haven't, you'd probably start the conversation by:
- getting to know each other
- finding common ground
- taking time to understand what the prospect is truly looking for
- figuring out if what you sell fits their needs
- curating the way you position your product/solution along the way.

When businesses get to marketing, they suddenly forget this and go right to "Take action now" style advertising.

I blame the ad-platforms for it really.

Businesses want to the the attractive "ROAS" metric go green.

But most businesses don't need more "selling" yet. They need to be
- Known
- Liked
- Trusted

97% or more of your total addressable market isn't ready to buy right now, but they will later.

Your ideal audience probably doesn't know you as much as you think they do.

Your audience trusting you will do more for your bottom line than any "selling" ads will.

Remember that you're marketing to real people, and think of the relationships you're attempting to build at scale.

Get that right and you WILL see marketing led growth.