One of the most common questions I get is
“How do I sell myself?”
And it’s undeniable that sales are often the hardest part of running a business.
When your a service provider, the obvious option seems to be that you tell people what you’re offering them.
Unfortunately, the obvious answer isn’t always the most successful.
The truth is that everyone in your niche is offering the same services as you.
Just saying what you do isn’t going to be enough.
So what now? How do you stand out from the crowd? How do you draw peoples attention? How can you show people that you’re the right person to hire?
Well, psychology tells us that emotion is one of the most important aspects of sales. Generally, if you can make people feel the right thing, you can sell to them and what gets people emoting?
Transformation.
People want to know what their life is going to be like once you start working with them.
For example…
Which attracts you most:
“With my help, you’ll be able to relax again, have time with your kids, go on holiday and not worry about the business! You can feel on top of things again and not drowning, barely keeping your head above water. You’ll have space to do what you love and what you’re best at.”
OR
“I will create systems and processes for your business. I can organise current filing systems and create new ones. I will take care of day to day admin tasks, team communication and set up SOPs and automation for repetitive tasks.”
Now, of course, we know that it’s the second paragraph that creates the transformation but that description doesn’t evoke any emotion.
It’s just a list of tasks.
Emotion comes from pointing out the problems they’re having…
e.g. not enough time with family, haven’t been on holiday in years, overwhelmed, uninspired, etc.
… and then shining a light on them.
Force them to the surface and make people really feel them and the BOOM
Let them know how you can make those problems disappear.
That creates emotion, and that drives sales.
So remember:
Transformation FIRST.
List of tasks second.
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