People are all about the value they perceive you offer. Does your messaging and presentation answer their core question: “Why should I do business with you?” For most of us, that’s a difficult question to answer without talking about ourselves.
Here’s how to solve that—once and for all.
- Think like a marketer, not a merchandiser.
Marketers focus on communicating with people about outcomes. Merchandisers focus on products—and on themselves. - Ask 5 to 7 of your best clients:
“Why do you do business with me/us?”
Then follow up with: “Why is that important to you?” - Craft their answers into a single phrase that represents what they say you do for them. They might say you:
- Help them get their financial life in balance
- Helped them get their forever home
- Navigate complex financial issues
- Crafted the best path forward
- Then answer the question, “Why should I do business with you?” with an answer that sets you apart such as:
“I enjoy what I do because my clients say I help them…
- Get their forever home
- Navigate complex financial issues
- Craft the best path forward.”
Your clients know why they do business with you and their answers will surprise you and capture the interest and curiosity of others just like them .
Enjoy the results!