I’m going to ask a few questions that you would naturally respond with a “yes.” But after you say yes, I’m going to challenge you and ask… Are you sure?
Do your strategic alliances know what’s going on in your business TODAY?
Can your spouse accurately describe what you do?
Does your website speak to results?
Are you explaining the Return on Investment (ROI) in a consultation session?
Let’s break each of these questions down.
Do your strategic alliances know what’s going on in your business TODAY?
Now, I’m going to give you credit and say that I’m sure you have given them the overview at some point but do they really know what’s going on TODAY? This week? This month? Your strategic alliances are other businesses who are regularly in front of your target market. If they don’t know what’s going on in your business, they don’t necessarily know how to bring you up in conversation in a natural way that is helpful to the customer.
Can your spouse accurately describe what you do?
This may sound funny but your spouse is likely the person who introduces you the most. You shouldn’t expect them to perform as a director of sales but they should be able to give a few key pointers on the type of results you provide and for whom. Let’s say you own a lawn care company. Your spouse shouldn’t simply say, he cuts grass. She should say that you maintain residential lawns and help homeowners expand their useable square footage by creating outdoor living spaces.
Does your website speak to results?
It’s all about the ROI. Your website should be more than a place that house a list of your products and services and your phone number. It is quite often the first touch for your ideal customer. It should begin to paint a picture about what kind of results they can expect from working with you. You may still need to list products and services but it shouldn’t be the primary focus of your web copy.
Are you explaining the ROI in a consultation session?
Much like your website, you have to paint a picture of what the customer can expect to gain from working with you. A consultation session should not be structured like a consulting session where you get into details about process. A consultation session should detail what the overall working relationship will be like, set expectations for time and expense, and inform of the type of results that the customer can expect to see when participating in your program.
So I’ll ask you again… Are you sure? Are you sure that you’re saying the right things? At the right time? On the right medium?
Ammie’s Assignment: Take some time and review these components of your business. Make sure that you are informing those closest to you and your ideal customers of all the great things that you have going on in your business and what kind of problems you solve.
