What do you do and Why your prospects care?

So let me ask, what do you do? If I asked you what you do, what would you tell me?

What do you do?

DefinitiveSalesFinal032513If you answered, “I am a financial planner,” or “I am an accountant,” or “I fix computers,” then you got it wrong. This is not what you do but how you do it.
People want to know what you do first before they want to know how you do it.

If you are a financial planner, here is what I would hope to hear: I help people make the right choices about their money? or I help them make wise money decisions?

People want to know what you do before they want to know how you do it.

I use financial planner as an example because I sat down with a financial planner a few years ago and this is where this question came from. I ask him “What do you do?” His answer: “I’m a financial planner.” And I’m thinking, “No, that’s not what you do it how you do it.”
I told him that “we are meeting because you obviously either want my money or you want an introduction to my client base, right? So tell me, what is it that you do that would give me a reason to give you my money or to introduce you to somebody?” I got blank look as an answer. I then asked him “Okay, let me ask you a question in a different way. What do your customers experience when they buy from you because that’s what you do?” He could not answer the question. I would have been hard pressed to purchase anything from him. He could not give me a reason why I should by from him.

Take six minutes and watch this video on why the answer to this question, “what do you do?” can make the difference between making a sales and leaving empty handed.

Ron Finklestein
Business Growth Facilitator
Stay tuned for the announcement of our new web site
www.businessgrowthexperience .com
ron@akris.net /330-990-0788

Do People Really Care About What You do?

Be the One to Degree Difference. 

I recently had a tooth remove, it require surgery because it is one of those big ones in the back of my mouth. As I was talking with the surgeon before the procedure he was telling me that his wife didn’t really understand what he did. He went on to say, “Most people don’t even care what I do.” 

I look at him and with all the seriousness I could muster, as I’m sitting in this chair waiting for him to operate on me, I said “ I care right now very much”.  I was amazed by the look on his face because he finally understood that people do care about what he does. He got me to thinking, do people really care about what you do. I don’t think they do. 

I think what they really care about is what they will experience when they work with you. What they want to know is what outcomes they can expect in working with you.  I didn’t really care what the oral surgeon did or how he did it.  What I really cared was that he was going to take away the pain that I was experiencing. Since I believed that I was willing to do what he felt was necessary. 

I cared very deeply about what I was expecting to experience in working with him. I did not care at all about how he did it, especially if he wasn’t going to introduce any more pain. I have come to realize that people don’t really care what you do.  What they really care about is what they will experience in working with you.  This should be you marketing message.

So, if you are wondering if people care about what you do, you’re asking the wrong question.  The real question should be “do people care about what they experience in working with you.”  I would suggest to you, if you’re in business, the answer has to be yes or you shouldn’t be in business. 

 

Ron Finklestein

Your Business Coach

330-990-0788

ron@akris.net.

Implementing the One Degree Difference in Marketing!

 

Implementing the One Degree Difference in Marketing!

“The greater danger for most of us lies not in setting our aim too high and falling short, but in setting our aim too low and achieving our mark.” — Michelangelo

The One Degree Difference: In one critical moment you can change your life with change in a single thought.

It is essential that you implement the One Degree Difference in marketing. When you do this it makes is easy for others to understand: what you do, why you do it, and what is in it for your prospects when they join you as a customer.

How do you implement the One Degree Difference in your business?

1.       Get really clear on who are your best customers/prospects.

2.       Clearly articulate what is in it for your prospects when they do business with you. You might hear this defined as having a unique value proposition that speaks to your prospects.

3.       Make it easy for other to buy from you. You can do this by taking your service (if you are in the service industry) and converting it to a product. This makes it easy for others to understand.

4.       Write educational marketing documents that help others to understand why it is in their best interest to work with you.

5.       Supply endorsement / testimonials to make it safe for them to see your value. These need to come from your clients.

How do you do this?

Ask. Ask your existing customers why they buy from you. Ask others what they look for, specific to your product or services. Call competitors and tell them you are doing research and ask permission to ask them some questions. Be sensitive of their time. My experience is that they will be happy to tell you about their successes.

Lastly test. Surround yourself with a mastermind group or a board of advisors and test your material. Request specific feedback concerning what they liked, disliked, needs changed, added or removed. I find this part to be the most valuable, especially if you have the right people on your board. The right people are people who want you to succeed and are willing to tell you what they think. Park your ego at the door and know the feedback is not personal.

This is especially important if you are experiencing any of the following problems:

·         Prospects don’t understand what you do.

·         You have no trouble getting in front of prospects and you are frustrated because they are not buying from you.

·         You cannot articulate why people should buy from you.

·         You have no clear processes. As a result, you find yourself babysitting your employees and business is suffering.

·         You know the Internet can be a powerful lead generation and sales tool and you don’t know how to take advantage of this powerful tool. What do others do that you don’t?

·         You are frustrated because you do not know what to say or do once you get in front of a prospect.

·         You are afraid. You do not know who to trust. But you know you need help.

Take control and experience the One Degree Difference in your business.

Your Business Coach

Ron Finklestein

The Small Business Success Expert

Follow Me On Twitter  http://twitter.com/rfinklestein
Register for my newsletter http://www.rpfgroupinc.com
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ron@akris.net


Do it Yourself Internet Marketing

I ran onto something online today while looking around that I wanted to share.
I do a lot of internet marketing and wondered when technology would advance to the
point that there would be a simply way for local small
business owners to take advantage of so many people
searching online now, instead of using the Yellow Pages
or news paper ads. Weekly’s Val-Pak promotion cards etc.
None of that seems to be producing results anymore (I used all of them).

So I’m thinking why should a business owner have to fork
out several thousand just to end up with a web presence
that really could generate more local business traffic.

One of my friends, put it all together in
one comprehensive course that shows a small business owner
how to leverage the power of the Internet to target and
generate new leads, prospects and customers locally. It is truely a step by step process.

I demo’d part of their training and it is really point
and click simple.

Since their entire system is built around what they call
“Zero Cost Online Local Marketing”, I can see where this
could literally save thousands in conventional off line
advertising and very possibly increase profits just as
much and you can do it all yourself using their simple
point and click methods.

I spent thousands to learn this and you should not have to.

Take a look. Sooner is better than later because they’re
offering some additional savings during their pre-release.

Just click here to learn more.

Let me know what you think. Leave a comment below.

If you are interested but so not do it yourself, just let me know

Back to work.

Take care,

Ron Finklestein
330-990-0788
ron@akris.net

No Cost, No Obligation Assessment

If you are a business owner looking for a business coach looking to make changes in your business and you live in any of the following communities, I will visit your office and provide a one hour, no cost, and no obligation, to see if it makes sense for us to work together.

Nothing is off the agenda. We can discuss lead generation, and lead generation techniques, peer groups, advisory boards, leadership, building effective teams, growing sales, increasing revenues,  people effectiveness, teambuilding, small business marketing, business coaching, performance management, to name a few.
Just email me at ron@akris.net (or call at 330-990-0788) to schedule your date and time.

The following locations are within easy driving distance and I would be happy to visit. If you are outside this area, please contact me. Though I may not be able to visit I can provide the same service over the phone, via email or over the Internet.

Summit County
Cuyahoga Falls
Stow
Hudson
Barberton
Norton
Green
Springfield
Tallmadge
Mogadore
Richfield
Peninsula
Fairlawn
Bath
Copley
Coventry
Silver Lake
Sagamore Hills
Boston Heights
Macedonia
Montrose

Canton and all Stark County Ohio including:
Uniontown
Alliance
Jackson Township
North Canton
Canal Fulton
Massillon
Hartville
Waynesburg
Sugar Creek
Louisville
Minerva
E. Sparta
Brewster
Medina and all Medina County Ohio including:
Brunswick
Hinckley
Brecksville
Granger
Sharon
Wadsworth
Westfield
Litchfield
Guilford
Lafayette
Kent and all Portage County Ohio including:
Ravenna
Brimfiled
Suffield
Randolph
Rootstown
Streetsboro
Atwater
Deerfield
Aurora
Freedom
Hiram
Edinburg
Palmyra
Shalersville
Wayne County Ohio including:
Wooster
Doylestown
West Salem
Canaan
Marshallville
Orrville
Dalton
Sugar Creek
Lebanon
Shreeve
Maysville
Congress
Creston
Sterling
Rittman
Smithville
Fredericksburg
Apple Creek
Kidron
Carrol County
Tuscarawas County
Lake County
Geauga County
Cuyahoga County
Bay Village
Beachwood
Bedford
Bedford Heights
Bentleyville
Berea
Bratenahl
Brecksville
Broadview Heights
Brook Park
Brooklyn
Brooklyn Heights
Chagrin Falls
Chagrin Falls Township Township
Cleveland (County Seat)
Cleveland Heights
Cuyahoga Heights
East Cleveland
Euclid
Fairview Park
Garfield Heights
Gates Mills
Glenwillow
Highland Heights
Highland Hills
Hunting Valley (part)
Independence
Lakewood
Linndale
Lyndhurst
Maple Heights
Mayfield
Mayfield Heights
Middleburg Heights
Moreland Hills
Newburgh Heights
North Olmsted
North Randall
North Royalton
Oakwood
Olmsted Falls
Olmsted Township Township
Orange
Parma
Parma Heights
Pepper Pike
Richmond Heights
Rocky River
Seven Hills
Shaker Heights
Solon
South Euclid
Strongsville
University Heights
Valley View
Walton Hills
Warrensville Heights
Westlake
Woodmere

Lorain County
Amherst
Avon
Avon Lake
Beaver Park
Belden
Brentwood Lake
Brighton
Columbia Center
Columbia Hills Corners
Columbia Station
Elyria
Lorain
North Eaton
North Ridgeville
Oberlin
Penfield
Penfield Junction
Pittsfield 
Rochester

Just a quick review. Nothing is off the agenda. We can discuss lead generation, and lead generation techniques, peer groups, advisory boards, leadership, building effective teams, growing sales, increasing revenues,  people effectiveness, teambuilding, small business marketing, business coaching, performance management, to name a few.

Just email me at ron@akris.net (or call at 330-990-0788) to schedule your date and time.

The following locations are within easy driving distance and I would be happy to visit. If you are outside this area, please contact me. Though I may not be able to visit I can provide the same service over the phone, via email or over the Internet.