It’s a fair question as we’re all self-motivated toward those things that will benefit us. Call it self-preservation or human nature, but whatever you do, don’t overlook this key concept.
Strategic partners, new clients, superstar talent, investors - all want to know “what’s in it for me"? And why shouldn’t they? They are the ones taking the risk, shelling out cash, spending time and rolling the dice on You.
Our goal then is to shorten the gap between their problems and your solutions.
Endless web pages, vague descriptions or complicates processes only complicates things.
Cut to The Chase i.e.
Get qualified for a home loan in 5 minutes
Lose 10 pounds in 10 days
Double your audience in 30 days or our service is free
How we get there is secondarily important to the destination.
But Tim (you say), my business doesn’t work that way. We can’t make guarantees. Our process/scope/approach is complicated and it takes a long time to see results.
By which I respond with - what can you guarantee? Even if it is small and bite sized, surely you can guarantee something. Remember deliverables lead to outcomes.
I once heard if you can lead the customer from A to B they will follow you from B to Z. Therefore, where is your “A-B”?
Be clear and precise when conveying what is in it for them. The better we can do this, AND actually deliver upon our guarantees, the stronger our businesses will become.
If I guaranteed you I could find a Million Dollars worth of latent potential within your business after one phone call - would you take that bet?
Power to the Entrepreneur!
Tim Martinez
“The Inside Man”
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