When you think about talking with prospective clients about what you do, you may be tempted to tell them all about how you do what you do. But think about it – is that really what they want to know? Are they really interested in exactly what you do? In most cases, they aren’t.
In reality, they are a lot more interested in what you can do for them rather than how you do it. Your prospects are only concerned about how you can solve their problems in the least amount of time, with the least amount of effort and financial investment. So HOW you address their needs shouldn’t be the focus of your conversations. Instead, you want to make sure that you always stress the results you create. Let them know how working with you can make a difference in their lives. Show genuine personal interest in them and keep the conversation focused on their needs – not you. [Read more...]