In all the courses and trainings I've taken for marketing I've heard it said many times people do not buy your product or service they buy the BENEFITS of your product or service.
Your clients are looking for a solution to their problem(s). It's your job to position your product or service as that solution.
Take them from where they ARE to where they want to BE!!
Whether you are writing a post, email, live video, or talking to someone on the phone. Your ability to get them to say ‘yes' depends on how well you get inside their minds and show them how you can help them.
You could be selling:
Doesn't matter….. The person you are talking to is looking for a solution.
The only way you’ll ever be able to communicate with your prospects effectively is to get very clear about their particular “before” and desired “after” states.
Asking questions and getting to the very heart of the issue.
It begins by knowing who you actually want to serve and work with. Not only who your products or services are for, but who specifically do you want to work with.
Working on the skill of asking questions (yes, that is a skill to learn) will help you to understand and speak directly to the person.
What is really making them UNHAPPY and what does their HAPPY really look like?
The success of every ad you write, every blog entry you post, every email you send, and every telephone call you have depends on it.
And if you truly want to get inside your prospect’s mind, you’ll need to do some written work…and some deep thinking work.
You'll want to take some time to research and write down what you discover.
Join the conversation in your perfect client's mind!!
This may seem like a lot of work before you even start finding those clients. I've got a short cut for you!! If there is anything to cut the time it takes to understand something or shorten the learning curve I love to take part in it.
I have put together a workbook for those who really want to understand who they're talking to. When you get that it makes your marketing all come together.
You can get it here: Understanding Your Perfect Client!!
I heard a story once about a wife who asked her husband to buy her a drill. She didn't really want a drill she wanted a hole in the wall. But, the hole wasn't really what she wanted either. She wanted to hang a picture. Was hanging the picture the ultimate desire?? She wanted the drill to make the hole to hang the picture so she could enjoy the beautiful photo of her family and the memories it brought to mind for her.
Getting to the real root of your clients desires will help you understand and know how to direct your marketing.
To your success!!
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