It’s Not About YOU

You read correctly. It’s not about you, it’s about THEM. The people who come to your website, consume your information, interact with you on social media platforms and potentially purchase your products and services.

Everything that you create in your business should be about THEM, not YOU.

Their problems, their dreams, their aspirations. When you tap into this, I promise you, you will be successful. You’ve got to understand who you’re talking to.

Yet many people still make the mistake of marketing to everyone and anyone. It’s like trying to hit a bullseye with a machine gun. You might shoot a lot of bullets, but the chances of actually hitting your target are pretty slim. On the other hand, become proficient with a bow and arrow and you’re much more likely to hit your target over and over again.

Before you can effectively sell your products and services, you must zero in on the exact people who are going to be most interested in what you have to offer. You also need to get inside their heads and understand what’s keeping them up at night. What are their toughest challenges? What are they struggling with right now?

In other words, what are their “pain points?” There’s a reason that pain killers outsell vitamins ten to one. People will do anything and pay almost anything to eliminate the pain they are feeling. When you position your products and services as the solution to the exact problems your ideal clients are experiencing, and you help clients to eliminate their pain, you will attract more of your ideal clients in droves.

Just remember, when you are struggling with what to write in your next blog post or what to offer in your newest service package, it’s about THEM, not you. Answer your clients’ questions, solve their problems and make their lives easier.

Here’s a tip: create a three question survey and send it to your list, or just past and current clients. Your three simple questions should be something like this:

1. What are you struggling with right now?

2. If you could wave a magic wand and change three things in your life right now, what would they be?

3. How can I best serve you?

Ask THEM what they need, deliver it, and you’ll be well on your way to a thriving business.


©2011 Liz Dennery Sanders

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