Don’t Sell Your Services; that’s Not What People Buy
Believe it or not, no one actually buys your service. No one buys coaching. No one buys consulting. No one buys financial planning. So what do people buy? Well, there are, in fact, two things people buy.
The first thing people buy is a solution to a problem. People buy a service only because they believe it will solve certain problems and give them certain results.
For this weeks meeting share what problems do you solve for people.
They are not buying the “how” of a service. Your service is simply the “how” you do it. Your service is the tool or method you use to solve problems and deliver results. Do you buy a hammer because you just want a hammer? Do you buy a car because you just want a car? Do you go to the dentist because you happen to feel like being drilled?
These examples show you that you are buying a solution to a problem; you are buying a result. You would not buy a hammer, a car or go to the dentist unless they all solved problems and delivered results. Just suppose you focus on telling someone all about “how” your coaching and consulting service works and what it is.
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It is always great to go back and practice introducing yourself and your business to your group. In your elevator speech you want to succinctlytell the person you are talking with who you are, who you work with and why they choose to work with you. It is about really capturing the interest so that the person you are speaking with says ‘Really? that sounds interesting, tell me more!’
When it is your turn to introduce yourself and your business it is important to understand that this is your opportunity to “TEACH” the other members how to sell you to their networks. Give them the words they can use to refer you! What you say at this time is the only information the other members will have to refer you on.
