This is one of the most common questions you ask me:
“How do I say what I do in a way that makes people want to work with me?”
So, here’s what I suggest you do:
Make sure you solve a “wake-up-in-the-morning” problem for your clients.
What is a “wake-up” problem? It is a core problem your client thinks about first thing in the morning. These problems are the ones they most want solved — the ones they would be willing to pay just about anything to resolve.
Here are a few core problems:
- I need to lose weight
- I need to find a relationship
- I need more money
- I need a new job
- I need to get more organized
- I need to find more time
- I need to stop being anxious
- I need to stop my body from hurting here X
You see, your potential clients don’t actually care what you do (your process).
What they care about is the problem you are going to solve for them. And if you can convince them that you will solve this problem for good — then they will be happy to pay you lots of money.
This makes sense, right? Because you could help people lose weight in at least five different ways:
- as an acupuncturist
- a chiropractor
- a hypnotherapist
- a personal trainer
- a weight loss coach
Your job is to convince them that you are the one that can provide them with the result they are looking for.
They do want to know how you are going to help them lose weight, for example — but only after they are convinced that you are going to help them lose weight.
So instead of answering the question, “What do you do?” with: I am a _______. (Fill in the blank: acupuncturist, nutritionist, copywriter, coach, etc.)…
… Answer the question this way:
I help ____________(target market) achieve this __________________(result).
e.g. “I help people lose weight with a balanced approach that doesn’t use restrictive diets.”
You can also use the problem approach:
I help ___________(target market) who are struggling with _______________(problem) to achieve this ___________________(result).
e.g. “I help entrepreneurs, who are struggling to lose weight because they are so busy with their businesses, find time to get healthy, and fit into their skinny clothes again, while still rocking it in their businesses.”
Then when they say, “Great, I need to lose some weight, tell me more,” you can tell them what you do and how you do it.
See? Now it’s your turn! And I want to help.
Here’s a link to our FB Group (it’s closed so you’ll need to ask for permission — just hit the “join group” button, and we’ll let you in).
Try it at your next networking event and let me know what happens.
With much appreciation,
P.S. So excited you are here! Stay tuned for the next email, where I talk about how to make every day easier – even the hard ones!