Question 1: What do you do?
Question 2: How can you help me? (why should I care?)
Question 3: Why should I choose you?
Question 4: How much does it cost?
Question 5: How will I know I need you?
Question 6: How will I remember you?
Question 7: How will I describe you to others?
These are the 7 questions that lay at the heart of all we do.
If a potential client understands what you offer and if that’s attractive for them, they will buy.
It doesn’t get more complicated than that.
When you take the time to clarify and optimise your sales message, you are better communicating the value you bring to the marketplace as well as identifying your ideal client.
But, before you sell anything to anyone you need to answer (as many as possible) of the 7 core questions your clients will ask/think.
If you don’t answer these questions either overtly or in your sales messaging then you risk the following:
- Potential clients won’t understand what you do.
- Potential clients won’t know why they should care or how you can benefit them.
- Potential clients won’t know why they should choose you over anyone else.
- Potential clients won’t be sure if they can afford you.
- Potential clients won’t understand when they would need your product or service.
- Potential clients simply won’t remember you.
- Potential clients won’t tell others about you effectively.
Whilst changing words on your website or the words that you speak may seem insignificant, you will know as a consumer yourself that if you don’t understand what a product or service does or what it can do for you, then you are more likely to pass up any opportunity than put in the effort to find out more.
Whilst it’s not necessary to answer all of these questions to make a sale, seeking to answer as many as possible in the clearest way possible will always differentiate you in the marketplace.