Ever go to a networking event?
Here’s a common scenario:
You’re at an event and suddenly someone comes up to you and asks, “What do you do?”
And you don’t know what to say.
How could that be? Your business is your passion. You put everything into it.
And you don’t know how to talk about it?
I call this “The Choke”.
Here’s an example of The Choke:
A few weeks ago I went to a local Chamber of Commerce event. A woman came up to me and introduced herself as Ann. When I asked her what she does, she said, “Oh, I’m a chiropractor.”
That was it.
Only after I asked her a bunch of questions did she reveal that she’s a very special kind of chiropractor and has a very unique approach. I was actually interested.
But if I hadn’t probed, I wouldn’t have found out.
Even though I may be interested in Ann’s work for myself and took her card, the fact that I had to probe to get to what she really does, left me feeling that she may not be that passionate about her work.
It left me a bit cold. I’m not going to call her.
When I work with clients, we focus on creating an elevator speech that is designed to get results. It filters out the people who aren’t interested and attracts and engages those who are (your “ideals”).
Here’s the formula:
The first thing you must do is get totally clear about your ideal client. If you haven’t done that yet, download my free worksheet here and it will get you started.
Once you know exactly who your ideal client is, the next step is to get into his or her head and heart. Really put yourself there and feel how they feel right now (before they work with you or buy your product).
You must inject some emotion.
I worked with two clients recently who are already reaping the benefits of this strategy – big time.
Darren is a financial advisor. Before I worked with him, his elevator speech was pretty standard (and boring). But through my training, he was able to get totally clear about his ideal client.
He told me he landed a perfect new client last week right after using his speech at a networking event.
Here’s another example:
Christine is a personal finance coach. At a recent business group meeting, I witnessed Christine land a new ideal client with her new elevator speech right in front of my eyes.
You see, clients and customers are listening for the keywords that let them know that you get them. That you deeply understand what they want more than anything else in the world when it comes to what you offer.
This kind of insight is the big difference between coming home from a networking event with a pile of useless business cards, and coming home with a few really great opportunities to work with the people you were put on this earth to serve.
When you work with me I get you there.
Wanna create a freakin’ awesome elevator speech? Download the worksheet here and get started with the ideal client identification process.
Give me 30 mins and I’ll give you a tip about your ideal client (or customer) that will make a difference in your business right now. Click here to schedule.