You’ve accepted the one-a-day challenge and are speaking to someone about what you do.
What do you say?
You’ve read about elevator pitches, taglines and other communication devices to share with your client.
Let’s shake things up a bit and forget about all that for a moment.
Let’s focus on why you do what you do, for a minute.
Yes, you want to make money, pay the bills, etc. But ultimately, you want to help others. You’re probably teaching something you also want to learn, and get fulfillment out of.
I help people like you take your good intentions and desires and create a profitable business from it. A sustainable business from it.
This is what gets me up every morning. And I’m good at it. And, selfishly, I get paid good money doing it, so I benefit as well.
Isn’t that what you ultimately want? To get paid enough money to pay the bills, have a little left over, and help others in the process?
When you’re focused on your tagline, elevator pitch, etc, you’re focused on you.
Instead of remembering some formula of when to say your pitch, how about you just focus on having a conversation and learning as much as you can about the other person. Truly listening to their successes, trials and tribulations.
If their issues relate to your expertise, ask if you can provide some gentle advice. If they say ‘no, I just need someone to listen,’ respect that.
I don’t always follow my own advice. Last year I was speaking to a potential client and he shared something I felt was utter and total B.S. (He was justifying not charging people because he just liked helping people so much) and I called him out on it directly, and bluntly.
Understand, this is something I’ve heard SO MANY people tell me. So, I called him on it right there. I let him know that he had the Responsibility of the Inspired (ROI) to request money in exchange for his services.
You see, people don’t value free, and certainly aren’t committed to doing what he advised. In addition, it allowed him to ignore his own issues with money and self-worth.
Well, it hit him like a ton of bricks, he teared up, had to catch his breath… and then THANKED ME. What I shared filled an incomplete part of him he hadn’t been able to figure out. And yes, he did hire me as well. I don’t recommend doing this until you have the experience to make that call.
So, the next time you’re tempted to say…
“I’m a Coach” or “I’m a Lawyer.”
Resist the urge. To be honest, I don’t care, nor does the person you’re talking to, care, if you’re a coach, consultant or estate attorney.
What I (and they) care about is What’s In It For Me (W.I.I.F.M. – Pronounced ‘whif-em’)
It may sound harsh, but we’re all looking out for our own self-interest. And that’s okay. It doesn’t mean we don’t like helping others. Quite the contrary, most of us got into the business to help others.
It’s just that we (you and I) get a lot out of helping others…that’s our WIIFM…and a certain sense of purpose and value is achieved.
So, back to the conversation you’re having with your potential client.
– Listen first
– Ask questions
– Navigate through curiosity to learn about this person
– Do this from sincerity, because you’re truly interested
Learn what their issues are, and then, and only then, do you share how your unique experience and skill set is perfectly suited to help them in that area they share that is relevant. If, indeed, it is. And Don’t try to be all things, to all people.
What about Elevator Pitches?
Are they effective? They can be. I suggest you have one so that you can quickly and concisely communicate the problem you’re the solution for, when you don’t have the time to have the conversation above.
But, don’t make it cute, make it powerful. Make it easy to understand by anyone. In a sentence, let people know the problem you’re the solution for.
"I deliver pizza in 30 minutes or less, or it's free."
"I help women return to their pre-pregnancy weight within 90 days."
"I help small business double their profits in 12 months or less."
“The Clearer Your Value Proposition,
The More You Can Charge!”
A 'life coach' who says they can 'improve your life,' cannot charge as much as a fitness expert who can return a woman to her pre-pregnancy weight in 90 days.
And someone, like me, who has a track record of rapidly increasing a small businesses income (e.g. doubling, tripling or more) can charge even more.
It's about the value you bring to your client, not who you are.
Your confidence combined with a track record of success = higher fees.
Did this bring stuff up for you? Let's talk about it and how to work through it to get you the clients you deserve. Click here to schedule a Fast-Track Consultation.