BernetteIn the famous words of Mrs. Incredible to Mr. Incredible, ”It’s not about you!”
Shocking, but true.
Your potential and current clients, customers and fans don’t care about what you’re selling. They care about what you’re solving for them.
You need to solve a problem, maybe one your target client, customer or fan doesn’t even realize they have. Ask yourself, “what do they get out of what I offer?” instead of answering the question of what you sell.
For example an insurance salesman doesn’t sell insurance policies they sell peace of mind, security, a feeling of responsibility. They sell family peace because you’re not stressed in an emergency, etc.
A Reiki practitioner doesn’t sell a healing session. They sell the lifestyle and freedom you can have after you’re healed.
People don’t care about what you’re doing as much as how it benefits them. So the idea is to ask what problem you’re solving and what are the benefits after the obvious benefits. Think of it this way – because of this, then this and because of that, then that until you reach something that becomes emotional not logical. Remember, people buy emotionally and then rationalize it logically. We’re funny that way.
Now how does this help you as a presenter or speaker? You can be selling all through your time in front of your audience without ever mentioning exactly what you’re offer is. You do this through stories, through understanding who is in the audience and what their needs are, and then speaking to the outcomes that are going to benefit them.
If you’ve worked with me for a half day or full day you already have my Success is in the Story course which helps you break this down and apply it to your 3V Hollywood Style Story Model. You know what I’m talking about and are hopefully applying it. (Ehem, if you aren’t, maybe we need to chat about why.)
It is part of the strategic planning process to delivering an effective message that pays off in whatever ways you’ve established are important to you.
Now rock that stage!
If you think you want a little support, check out my coaching and mentoring services.
