We were talking about navigation of your story and the sales process behind it. I believe this is really, really important.
I was working with a client recently and when he came to me, he was just all over the board, he was like “I want to do this. I want to do that. I want to talk to this audience. And this type of client. And I want to sell this product, and this other product and probably this product as well.”
I was like “Oh my gosh, what are you doing? I don’t understand any of it!” … if it’s not clear to you then it isn’t going to be clear to your prospect. And you will fail to get it all going quickly enough.
And what happens when the prospect doesn’t understand what it is that you’re trying to convey. Well they shut down.
- They don’t listen to you and
- They certainly won’t buy from you.
When navigating your story, you have to be absolutely crystal clear of the destination first. What is the desired outcome or goal of your story. Is it to sell something or get your prospect to take an action or next step. OR is the story mean to overcome an objection? Or perhaps to schedule a consultation.
Then go backwards from there. Ask the question, “What are the points necessary to get me to that goal.” What are the mini stories that I Need to convey along the way that moves the process forward in that sale? So then it becomes extremely crystal clear.
Just like navigating in the air (since I am a pilot and your IMPACT PILOT). You have to know exactly where you’re going. You also must know way points that are going to get you there.
Then you will get to the ultimate goal which is to sell something. To build your business. To help more people do something that they absolutely need to be doing to improve their lives. If you’re not converting them, then you’re definitely not connecting with them. Which also means you’re not making it easy for them to understand what you want them to do.
One thing that I always cover first in my academy and private coaching is making sure that your Signature Story is crystal clear.
So if you’re interested in learning more about that, just schedule a strategy call with me at www.TomJackobs.com/strategy
