The Desert of Arizona
Sunny 38 Degrees
Little brisk out here in the desert this morning.
As I was standing there putting some gas in the car this morning, I realized that my wardrobe choice of t-shirt and jeans was maybe a little bit dumb. Mind you, when you live in the desert and your blood gets thin, 40 degrees Fahrenheit feels a bit like the arctic.
But now that my fingers have thawed out, I can get today’s issue of the Client Letter to you.
Today, let’s talk about something I call the “what do you do?” trick. It’s a little program you can place in your brain that will help make you far more interesting to prospective clients.
The habit to get into is that, when a prospective client says, “So what do you do?” you replace that as though they were actually saying:
What do I get?
This immediately refocuses YOUR brain on the only thing that is important when you’re selling. That is: WHAT THEY WANT.
Why? Because people buy what they want. It’s as simple as that.
But how do you know what they want?
Ahhh… and THAT brings us to the real key. You have to figure that out.
The simplest way to do that is to ask them. But you don’t say, “So what do you want?” When you’re that direct, people tend to shut down.
Instead you say, “Where are you at right now, where are you trying to go, what do you feel is standing in your way?”
Right there, they’ve given you everything you need.
This “what do you do” trick takes ALL the pressure off of you having to deliver some perfect “elevator speech” about what you do. (NO ONE CARES except you!)
Instead, you focus on your prospective client’s favorite subject: THEMSELVES.
This might sound obvious but it is a total game changer. Try it and see.
Last thing:
Facebook Q&A starts this morning at 11AM EST. Here’s where to go if you want to jump in.
P.S. Wednesday is the “Get Clients Fast” online training. During that, we’re going to talk about what you can do when you want clients NOW. You WILL be able to get a recording of this eventually, but registering before Wednesday will save you 50%. Register here.