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Taking it to New Levels
Class #9
- Check In
- Work Definitions
- Your Message
- Check Out
- Check In
- Work Definitions
- What key terms do you use in describing your work? (list at least 3)
- What is the definition of each of the three phrases?
- What is the pain (to the person) for each of these statements you describe?
- Your Message
How you articulate what you do can mean the difference of getting more sales or not.
We will look at some different ways to say what you do and clear up misconceptions.
Is there a misconception about how you approach things? If so, you have an opportunity to craft a strong message.
Simply start by stating what you see is the misconception, belief or understanding.
Now say what people need to know to move to a new understanding.
Message Formulas
Fill in the blanks and see what you come up with to complete the sentence.
Example #1
You may think____________________, but what I've seen is _____________________.
That's because ____________________________________________________________.
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You may think that you don't have time to work with a business coach on time management but what I've seen is that people increase their time by 20% or more by working with me on a time management program. That's because you discover the tools and techniques to become more efficient and get more done in less time.
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Example #2
You may be concerned about __________________________, but actually you should be
more
concerned about _______________________ rather than ___________________.
And that's because _______________________________.
New Connections
People value what you offer when you help them make new connections and see things I a new way. Sometimes people don't have a misconception because they've never actually made the link in their mind that is so clear to you.
First, think through what things you see are connected that others don't. The basic formula is:
People don't see the connection between _______________ and _____________________.
Now, the key to making this work is having a good way of illustrating why they are connected. If someone doesn't see the connection, they will need you to lead them step-by-step through your thinking.
Clarity in Your Message
Print the following chart and complete the information prior to class. This exercise will help you engage people to understand more about what you do and why you can help them if they buy your product or service or product.
- In the left column, write down 3 to 6 areas where your client has pain and are willing to pay to get it fixed.
- In the second column, write down areas of your work that are less obvious to most people but areas of expertise that can help people out of their pain.
Now, connect the statements. What does your customer THINK they want and what you REALLY do to help?
Example:
People come to me saying they want _______________________ but after talking to them,
what they really want is ____________________________. What I found is that
_________________________.
What many people don't realize, what I do is
_______________________________________________.
Customer Thinking Blueprint
This is another way to get into your client's head. The "you" in this situation is your target client.
If you are in this situation __________________________________________________
(fill in one situation that creates a heightened need for your services.)
You are probably feeling ___________________________________________________
(write down how your prospect would describe their feelings.)
You may believe that _________________________________________________ is true;
(any false or limiting beliefs the prospect may have.)
You are wondering ______________________________________________________
(what is the question foremost on their mind.)
I can show you a way to ___________________________________________________
(list the primary benefit that would interest them based on the above exercise of what you do.)
The way I help you to get (above) is by _________________________________________
(give some hint of the process by which you would deliver the above. What sets you out from the rest.)
Bridging Formulas
Here are ways to bridge the "obvious" and the "subtle" benefits of your work;
1. People come to me saying they want ________________________,
but when I talk to them further, what emerges is that they really want ____________________________.
Example:
People seem to want more time for themselves, and what I've seen is that having more time isn't about scheduling, it's about better decisions about what you include in your life.
People put a lot of energy into getting ahead at work, but when I talk to them, what I hear is that they want to feel that they are well rewarded for what they contribute.
2. People want ____________________, and what gets in their way is
________________________. So what I do is offer ______________________________.
Example:
People want to look and feel good, and what gets in their way is having the time to exercise and eat right to get the desired results. So, what I do is help you make healthy choices that will make you feel great and look wonderful, and that you look forward to doing each day.
- Check Out
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