May 11, 2019

There is nothing more important than the concept of “specialty over commodity” when we market our products and services, regardless of the medium we choose, online or offline.

Some things just scream specialty…like the supplement I once marketed where the key ingredient could only be found in certain caves in western Africa.

That was a story worth telling because the supplement was not one you could easily confuse with one you were already taking.

However, not everything is as easy to differentiate.

If what you are selling on the surface looks like a commodity (i.e. it’s not obvious that what you have to offer differs from other products like it) you’ve got work to do to turn that commodity into a specialty.

And lucky for us, we can use our marketing wizardry to create specialty from almost any commodity.

Let’s start with used cars.

While it’s true that every car on the lot is technically “different,” used cars (and especially used car lots and salesmen) are closer to a commodity…that is, you would be hard pressed to figure out what makes one stand out above others.

And they are folks we tend to avoid unless we really need a used car.

But what would make you choose one used car lot (salesman) over another when you are ready to buy a used car?

Buying a used car is often described as something that could be as distasteful as anything, especially if the process tastes like lemons (pun intended).

So how would you stand out in a marketplace like that?

I met a used car salesman at a marketing conference and he asked me for some advice regarding his direct mail (which is the principal method he used to bring new prospects to his lot).

His approach was fairly simple: Every week he would send out a postcard to everyone within a 30 mile radius of the lot, listing the cars he had available, especially “new arrivals.”

I guess this approach is perfect if his postcard is received on the day (or within days or weeks) when you were ready to buy a used car…especially if you were ready to buy the 2006 Chevy Malibu that just showed up on the lot.

With an “episodic” purchase like a used car…and a suspicious audience that thinks many used car salesmen are guilty until proven innocent (when it comes to credibility and reliability—which is unfortunate)…I suggested something else to stand out and be different.

There are many better ways to become “the go-to used car salesman” without simply getting lucky that your postcard will land in someone’s home the day they are thinking about buying.

I said that instead of sending that postcard every week with just new inventory, why not separate himself by offering information and value (to establish credibility in an industry where credibility is not common).


I felt he didn’t have much to lose testing something different since with his current method, it was a crap shoot whether the recipient of the postcard each week would be in the market for a used car just when they received their mail.

Buying a car—used or new—is far from an impulse buy.

I suggested that he could create a series of special reports, “white papers,” articles, blogs which would give advice for “when they were ready to buy their next used car.”

I encouraged him that this content could make his prospects part of a community who saw him as a thought leader in this category and not just a commodity (i.e. “another guy selling used cars”).


Subjects like, “5 things that will tell you when the used car salesman is lying” or “The 7 warning signs that your next car is a lemon before you drive it off the lot” would be ideal.

Offering up free reports like that…whether on a postcard, sending them to a squeeze page or even giving the report away free inside an envelope instead of sending the postcard…would start him on his way to differentiation…and creating specialty over commodity.

Of course the next step would be to have another report after the first one which would require the recipient to send their email address if he didn’t receive it when he gave away the first piece of content.

However he followed up, he would need to identify these new fans as a “sub list” that read his weekly postcard/mailings. These folks have just told us they are not the same as everyone else who simply lives within a 30 mile radius.


I further suggested that he mail something new to that list every week…email to keep costs down…a “tip of the week” pertaining to buying used cars…or the advantages of used over new…or traps and opportunities in car buying in general.

And yes, he could still list his new inventory each week too.

Obviously there are all sorts of topics that would be of interest in the weeks, months (and maybe years) ahead when the reader is NOT ready to buy a car on a given day.

The long game is turning our used car salesman into an expert first and a salesman second.

And maybe this long game will encourage more people over a longer period of time to drive their current jalopy to our expert’s lot first when the moment of truth comes for them to actually be in the market for a used car.


The one about the personal injury attorney


I didn’t know before this encounter that in the state of Indiana (and I assume elsewhere in the U.S.), when someone has a car accident and makes an insurance or medical claim, a list of those people is released to the public 30 days after the accident/claim.

Whether this is still the case isn’t important…but what is important is that there is a marketing lesson for all of us here.

An attorney came up to me after I spoke at this conference for advice.

He was lamenting that after this list became public, every personal injury attorney mailed it and all with a similar approach:

“Been in an accident? Call 1-800-Lawsuits-R-Us and we can help!” 

(And of course a picture of a big, smiling lawyer ready to help you)

I sat down with this lawyer who wanted my help and we studied 10 different promotions (i.e. competitive mailings), all direct mail and all in 9” X 12” envelopes, with some version of what I just described, all going out at the same time to the same list.

So here’s what we did instead when we mailed the list:

We sent out a special report on “The 6 things you need to do immediately after you have a car accident”…gave it away for free…and then offered another report on “The 9 critical questions for your insurance agent” and for that one, the person needs to go to a squeeze page to download the report (and of course they needed to share their email address).

Because this lawyer I was dealing with was at a marketing conference (like the used car salesman), he was open to me grilling him on his expertise which made him realize that he was “a legal expert in personal injury” and not just “a personal injury attorney looking for his next client.”

We began the process of differentiating him from everyone else who was simply mailing that same list for a quick buck.

It’s true that my guy might not get a new client from this accident but that was not the goal.

The goal is to build his list with people who read his content initially and then on an ongoing basis when he developed a weekly “legal tip of the week” for his new list/family.

He was building a client base for the future rather than a one-time fee.

Longer term strategies like this…whether they are employed by a used car salesman or a personal injury attorney…assume a starting point that is not about quick fixes and just getting lucky to “make a sale.”

Of course you can’t use strategies like this if you are working out of desperation and/or need cash immediately– and I hope that is not the case for you.

But regardless, you should seize the opportunity to always innovate to differentiate…and always think specialty over commodity.


These examples may not be directly applicable to what you do…but there are variations that can absolutely be applied to any commoditized product or service.

Dare to dream about becoming the only place in your community where folks come to buy used cars because they trust you over all others; or dare to dream, about becoming a trusted legal advisor to clients you love because they respect you for your knowledge first and foremost rather than working with you because you promise to get them more money in a lawsuit.

Or dare to dream that you can become a trusted advisor before you make the sale.

Dreams like this can become a reality…and you don’t even have to ride a unicorn to a marketing conference to figure it all out.





P.S. If you haven’t picked up my new book Overdeliver, grab it now at

The bonuses are fantastic so make sure you buy it here.

About the author 

Brian Kurtz

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