diagnostic experience

diagnostic experience

The last kind of diagnostic content is really powerful because it’s designed to help me solve my problem. It’s both relevant and personal, and designed to get at something that’s in my self interest. It might say something like, “Tim, other staffs covering the Silicon Valley are out-performing your demand gen. Find out why.” Huh, I didn’t know that. I mean, I’m not sure if it’s true or not, but I’d like to find out. I would probably open that email, and if it were a reasonable offer I might actually sign up or call the person back. That’s the kind of stuff that’s in my self-interest, very relevant to me but also designed to solve a problem, and that’s key to diagnostic content.

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