The Insighter

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Also, here are 3 more free business tips to help you grow your business.

Create and practice a clear and compelling “elevator speech.”

This gets its name from your ability to communicate clearly to someone exactly what you can do for them in the time you might spend in an elevator ride – in most cases, 30 seconds to one minute. The idea here is to inform, not to sell.

You want to clearly communicate what values and benefits you provide. A good way to develop a list of these is by considering WIIFM – “What’s In It For Me?,” (from your client’s perspective,) the question that every prospective client will be asking – if not out loud, certainly to themselves.

In your elevator speech you need to convey exactly what is in it for them – the person you’re speaking to. This is not the time to expound on your years of experience or list your best clients – because none of this directly communicates what is in it for them. Your experience and other resume items will come into play, but only after they believe you have something for them.

I advise that you craft this statement on paper and practice it so that it becomes conversational and personalized to your prospect. Prospective clients always want to know what is in it for them. Tell them clearly and directly in under a minute.

Develop a strong and clear “menu of services.”

What your customers want is a solution to their particular challenge. And your task is to figure out how to convert what you know (and do) into what people want to buy in order to solve their challenge. You can develop a menu of services by asking yourself, “what 10 things can I offer that will solve a problem for them?”

Identify what people want to buy from you (or why they would come to you) and figure out what you need to offer in order to deliver that. By developing a strong and clear menu of services you are focusing on selling the “endpoint” (the solution) by offering ways to get there (your product/service).

Be flawless with your customer service.

Return every call promptly. Answer every question and concern. Explain in-depth. Dot every I – cross every T. There’s an old business axiom that holds true today – your customer will remember his feeling about the experience with you and your company long after he’s forgotten about your product or service. Leave a great impression with your customers by not only providing a great product or service, but by also creating a great experience for your customer. And as your business begins to grow you’ll need to put systems in place to make sure that your employees know how to do this as well.

Remember to download your copy of The Insighter.