April 24, 2009
In order to powerfully differentiate yourself, you must become extremely proficient in telling your million dollar story.
Do what G.K. Chesterton told British Business owners a number of years ago.
He stated that entrepreneurs must first focus on the pain that their target market is in before they talk about what their products and services will do for their potential clients.
In other words, unless your ideal clients understand the pain they are in, they will not fully appreciate what you can do for them.
Create More Value, Make More Money
Start by discussing your client’s greatest pain, and help them relive all the losses they have experienced due to this pain. Lead them to understand that you hold the answer to solving their pain, and that you have the easiest and clearest method to help them achieve the goals they most desire.
Most people will seek to avoid pain rather than maximize pleasure, so targeting the pain will work most effectively in the majority of situations.
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