Picture this: you are mid-way through a ... with a ... client when you hear, "So tell me how you work?" Youtell ... ... Now is my ... to tell them whatI do and how
Picture this: you are mid-way through a conversation with a
prospective client when you hear, "So tell me how you work?" You
tell yourself, 'Perfect! Now is my opportunity to tell them what
I do and how I can help them', and off you go, launched into an
energetic, enthusiastic description of your service.
The only problem is, no one is listening to your eloquent
monologue.
Let's rewind this movie and play it again, only this time, we've
made a few choice edits:
You are mid-way through a conversation with a prospective client
when you hear, "So tell me how you work?" You tell yourself,
'Hmmm. I haven't heard enough yet about what symptoms they are
experiencing. If I launch into a pitch now, I'll lose their
attention', so you answer:
"The way I work is by first gaining an in-depth understanding
of what a client's situation is, then I create a
solution-focused action plan to put the resources they need at
their finger tips. May I ask you a few more questions to find
out more about your situation?"
Well done! Your answer was short and benefit-oriented. You then
immediately turned your attention back to them by asking
permission to continue asking questions.
The example I gave was purposefully vague. You are welcome to
beef it up (although I am a long time vegetarian, somehow the
phrase 'tofu it up' doesn't have the same emphasis) to fit your
specific service.
However, do not, under any circumstances, fall into the trap of
talking about process. Hearing, "How do you work?" invites a
process answer. Resist. Answer it as if you were asked,
"What result will I get from hiring you?"
After all: It's Not About You, It's About Them.
Now it's your turn!
Symptoms Sell
If you are a solution type of person like me, then the concept that symptoms sell may not be ... at first. "What do youmean symptoms sell? I'm hired to offer a ... Yes, that's true. But sHow to Avoid the 'oops' of Giving your Price too Soon
I'm willing to wager real money that you are asked, "How much do you charge?" early in a selling ... The problem is, if you answer it, you are sunk and if you avoid it, then any ...What is Your Call to Action
It isn't easy getting ... ... That's why ... crazy stunts to get somebody - anybody, to listen to their message. Only you are not a crazy ... You are a ... carin