One of the biggest challenges for Holistic Practitioners is answering the question, "So, what do you do?"
Practitioners tell me they feel nervous with this question. They tell me they feel uncertain of how to answer.
I tell these Practitioners, there is a clear way to find out if they are 'getting' what you do. I ask them:
"When you tell people what you do, do they ask for your business card or more information?"
"Do they nod their head because they get what you do or do their eyes glaze over?"
Often they tell me that they see a look of confusion in the persons eyes. Oh-no! That is definately the result we don't want!
The problem is that Practitioners often describe what they do by:
- Sharing their title (I'm an acupuncturist, EFT Practitioner or Hynotherapist, etc)
- The process or technique they use (ie: "I do a tapping technique")
- Or in language that people aren't familiar with (meredian therapy, balancing energy, etc.)
This all confuses the listener. A confused mind rarely asks for more information or your business card!
It's important to focus on the results you provide.
Results get attention, paint a clear picture of what you do and will prompt potential clients to say, "That's what I need or I know someone who needs that, can I get your information?"
It's your Marketing Message.
This communicates the result folks get when working with you.
One great way to test the effectiveness of your Marketing Message is to ask a friend/family member to ask you that question, "So what do you do?" When you tell them ask them after:
1. Was it clear what result a client would have working with me?
2. Did you get what I do?
3. Would you be able to describe what I do (remember: the result) to someone else?
If the answer is "NO" to any of the questions, chances are you are missing opportunities to work with potential clients. You can begin by writing down the results clients get with working with you.
Crafting your Marketing Message is not rocket science, but it is a skill. Remember, if it's not clear don't beat yourself up! Most of us were never taught how to craft our Marketing Message.
But by getting clear on the results you provide you'll communicate what you do in a clear concise way that will bring you new clients, get more referrals and have people saying:
"That's exactly what I need (have been looking for).. can I get your business card?"
Need help with crafting your Marketing Message? I'll show you how! This will be next month's class in the Success Circle, click here for details http://snipurl.com/lh0ly
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