| Use these small business marketing tips: talk about a) | | | | credibility actually starts to come through, "Oh, this |
| the problem, b) the solution and then c) use a "problem | | | | woman has experience. She's done this. She knows |
| solution story". So someone says, "So how do you | | | | what she's doing." |
| increase alkalinity?" "Well, a good example is I worked | | | | They've got to get a sense that you're real. You're |
| with a gentleman, his name's Tim Stanton." | | | | authentic. You're experienced and you've got a track |
| He had a lot of pain and his mobility was very low, | | | | record and you're not just blowing marketing steam. |
| there was not much he could do... " | | | | Now, the process - finally. At some point in the |
| Then you say, "I/We worked with him for a little over a | | | | conversation you might talk a little bit about how it |
| month and in that time his pain completely vanished, his | | | | works. Sometimes, you don't even have to get into |
| mobility tripled and he's now able to perform a hand | | | | that because they are ready to open their wallet right |
| stand on one finger... he didn't go to the gym, he didn't | | | | there and then. |
| change his calorie intake... now he loves his life for the | | | | And last but not least, call to action. What do we |
| first time in 10 years and he's looking at ways to clone | | | | usually do? We have a great conversation, maybe it |
| himself". | | | | goes really well and then what do we do? We hand |
| Obviously, tell the truth, but I think you get my point. If | | | | them our card and say, "Call me". |
| you tell a story like that what happens in the listener is: | | | | Call me? That's not a very good call to action, is it? |
| what? They relate and they go, "Well, if you did that | | | | Instead say, "You know, I have some more information |
| for him maybe she could do it for me." It's not abstract | | | | about this, or I've written an article about this, or I have |
| anymore. So, you want to get to that marketing story | | | | some stuff on my website. Can I send that to you?" If |
| as quickly as possible. | | | | you've gotten their interest, most people will say, |
| Right now what's going on in your prospects mind is, | | | | "Sure". Then you follow up with them. |
| "Can this person help me? Do they understand me? | | | | Look at these small business marketing tips like a |
| Do they work with people like me? Have they | | | | recipe for cooking a cake. If I follow a recipe exactly, I |
| produced results?" Those are the kind of questions | | | | can get pretty close to what it should be. It's not going |
| your prospect is asking when listening to your problem | | | | to be as great as chef Emeril's, but it sure is better |
| solution story. | | | | than him saying, "Bake a cake" and I guess how much |
| The next piece is d) credibility. What qualifies you to do | | | | water, flour, eggs to put in it. The above marketing |
| what you do. Talk about what you've done. It's through | | | | recipe will shave off months if not years of trial and |
| your stories and through your conversation that | | | | error. |