Does the idea of selling your products or services give you a stomach ache? Does it feel painful to write a sales page for your website?
Oh, I know the feeling!!!
Here’s a trick that learned from this amazing woman to make the pain stop.
I’m sure you’ve heard the idea of a customer profile. It’s when you give your ideal customer a name, list her problems, and clarify what she needs. To me, that exercise always felt trivial and forced. I found myself creating a profile that fit my services–like in grade school when I created the outline after I wrote the book report.
We’re going to do something similar, but it’s not trivial and it will change how you explain what you offer… in a very good way.
First, think about your clients or customers, including their age, gender, occupation, beliefs about life, family, and anything that’s relevant to your work with them.
Second, narrow in on your favorite clients or customers. Who do you absolutely love serving?
Third, create a fictitious client that combines all the most attractive details into one person. Give him or her a name.
Now, become that ideal client. Really BE her. Imagining you are her, and answer these questions.
1. What are you afraid of and what do you worry about?
2. What’s your worst case scenario?
3. What do you fear will happen if your current situation gets worse?
4. What do you secretly wish is true about your situation?
5. What would be your dream solution to this situation?
6. What could you do or achieve if this dream solution came true?
Remember, answer these questions as your ideal client–the words you use will be the words your clients use.
Here’s what to do next.
Now that you know what it’s like to be inside your ideal client’s head, feeling her pain and her hopes…
1. Remember that you can help her. You can solve her problem. She’s grateful to have found you! You don’t need to sell her hard on anything. Tell her plainly that you know what she’s going through and that you can help. You are her dream solution!
2. Use her words when you explain what you do. Use her words on your website, when you network, and when you’re writing a sales page. Her answers may also help you tweak your products and services to better fit exactly what she needs.
Next time you struggle to explain what you do or write a sales page on your website, remember what you ideal client wants to hear from you. Let her know that you understand her situation and how perfect you are to help.
Armed with this new information, how will you change your approach to marketing on your website?
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