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Newscounter (Technology & Professional Services)
"Our proposition now takes 2 minutes instead of 20 to explain"
“Our proposition now takes 2 minutes instead of 20 to explain – the big picture is a marvellous way of doing things quickly – a 15 minute meeting request is hard to refuse”
- Matthew Cain, CEO Newscounter
Newscounter developed a new service called Counterpoint to automatically track and monitor online reputation. Many businesses are unaware of the potential dangers to their reputation from online activity. With little understanding of the problem there was a lot of education required in order to sell the solution. Newscounter needed a quick, simple and effective way to explain the threat and present their solution.
The internet is a primary source of research and information for decision making. Mass and specialised audiences are accessing the internet as users and influencers of perception through blogs and user generated content. Many businesses used to traditional media are ignorant of the potential online threat to their reputations. They are unaware of the speed that the threat can move, the hidden threat of bloggers, and the size of the threat with the rise of blogs and social media give millions or people disproportionate influence.
Cognac Solution:
We created a big picture that would educate the client, and help them to realise their need in less than 10 minutes. The big picture can be used as a talk through sales tool as well as a more developed standalone version for the web. Using structured text and meaningful visuals it clearly outlines the challenge, solution and process. In a sales meeting these areas are quick to explain. In the interactive web version you can click through for further detail. Case studies add credibility whilst, the radar ‘anchor’ image in the centre of the big picture reinforces the seriousness of the message.
Results:
The big picture presents a simple and easy to understand overview of the proposition. Once Newscounter have talked through it once their clients are able to take it away and sell into their other decision makers thus reducing the sales cycle. The big picture acts as Newscounter’s corporate brochure, sales presentation and website and it gets them remembered.
“Our proposition now takes 2 minutes instead of 20 to explain – the big picture is a marvellous way of doing things quickly – a 15 minute meeting request is hard to refuse”
“Many of our clients are ‘big picture people’ for whom our pitch is perfect. And for those who want the detail, Cognac built us an ‘all you need to know’ online presentation”
“Walking into a sales presentation with a red tube and rolling out a big picture has impact – they all get involved and engaged straight away”
Matthew Cain, CEO Newscounter
