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Be as specific as possible.
“I work with organizations that are facing the
many challenges of the slow economy.” Will not get
you the same result as, “I work with small to
mid-sized business owners who are struggling to
get clients”.
Now, you're getting someone’s attention.
Then you follow up with the flip-side of the
problem…the solution. If you can now show your
prospect through logic, examples, testimonials and
case studies that you do indeed have a solid
solution to this problem, you will get that
person’s ear…and business.
Here is an example of a good answer to “what do
you do?”:
“You know how a lot of small businesses struggle
to find new clients? I have a service that
guarantees them new clients.”
Bingo!
You’ve gotten their attention. You notice now that
their body language changes. They lean toward you
as they talk, there is a warm glow in their eyes.
You’re speaking to a small business owner who
happens to be struggling to find new clients. He
asks you “How do you help small businesses get
clients?”
“Good question…”, you say.
Again, I caution you to stay away from your
process. Continue talking about the benefits that
working with you provide.
The processes are for later…much later.
If you remember that this is about your customer,
and not about you, and you engage your prospect by
asking connecting questions about their problems
and linking them to the benefits of working with
you; you will have the perfect opportunity to
explore a great business relationship.
-- About the Author
Irene Brooks is President of 3-D Success Partners.
A firm that specializes in helping small businesses
to create a constant flow of customers without wasting
time or money on ineffective marketing techniques.
You can contact Irene by calling 919-894-1732 or by
e-mail mailto:coach@3-DSuccessCoach.com
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