When you are selling your services you must know your ideal prospect and speak with them in their language.
So what does “speak in their language” mean?
First of all, you need to understand who your ideal client is. What their wants are, what their needs are, what their problems are, but most importantly how they describe those problems. So let’s break that all down and what that really means.
“Being specific is terrific”
Dr. Ivan Misner
I love that saying, specific is terrific. If you’re talking to everyone, you’re really talking to no one! That’s because your message isn’t resonating with everyone.
When you are specific about who your target market is you will attract more just like them. AND you will probably attract other clients who want your services even if they aren’t in you niche. It’s strange how that works!
I tell people is I specialize in sales training for insurance agents. Well, that doesn’t mean that only insurance agents come to me for their sales training, I’ve had accountants, mold remediation companies, fitness professionals, and optometrists … all these different industries, because they saw me as an expert in one niche and wanted to know if i could help them as well.
With specialization (NOT Exclusion), I’m able to now direct my marketing and my messaging to my prospects in a way that resonates with them and knowing that language is very, very important.
The second piece to consider is you have to know what the exact problems are of that industry and of that ideal prospect you want to work with. Once you understand that, now you need to talk to some of your past clients that are in that industry, in that niche and understand the language that they use to describe those problems because in sales we’re solving people’s problems with a product or a service, your product, your service. So you have to understand exactly what the problem is so then you can solve it with your solution.
You’re a problem solver. That’s what sales is, solving problems.
You must understand exactly the language your market uses to describe their problems… which is different than how YOU describe the problem. You must use their words because those are the words which resonate with them.
When you use the same language they use in that industry when talking about their problem, then you’re going to have an instant connection with them. Further they’re going to understand what you’re selling to them and your product and your service and how you can help them out the best way possible.
The three things…
First, know who your ideal client is. The second is you have to know exactly what their problem is and third, know what language they use to describe that problem.
There you go, three ways of dialing in and speaking the language of your prospects.
Check out the content I have on Youtube. I’ve recorded over 200 videos on sales, customer service and storytelling.
All of this advice is part of my full program on Impact Selling… want to chat about how to double your sales? Schedule an Impact Call at no cost here: www.TomJackobs.Com/Impact
