How many people have you spoken in casual interactions that have actually turned into clients? What did you say when someone at the party, grocery, school and public places asks you,"What do you do?" How do you answer? Do you say, "I'm a massage therapist"? Then they might reply, "Oh, where do you work?" And you go on to talk about where you work, blah, blah... Pretty boring! Pretty non-successful interaction if your goal is to get more clients and I'm guessing it's not productive.
It's really easy to get more clients if you know what to say when you meet them. We should know exactly how to respond. Get more clients when you say these words:
Now, imagine if you answered the question like this, "What do you do?" with a sentence and they responded with, "Wow! I was just thinking I needed to find a specialist like you to help me." How cool would that be?
What did you say to make the difference in their response?" Simple: How can this help me?" You responded with words that explain what problems you solve, NOT what your "title" is! Get it?
It's really amazing effect if the person you are speaking is interested with you. As we all know, people are always (consciously or subconsciously) thinking, "What in it for me?"
So when you respond with a problem-solving solution, thus, you provide people a solution to their problems, they perk up and think, hmmm... "Wow, I want to call you, may I have your card?"
To Be Able To Tell Them What Problems You Solve, You Must Create Your "Target Market Commercial":
Here is what you need to do to create your own, "Target Market Commercial". Note: Your Target Market Commercial should be no more than three sentences.
Your 1st Homework Assignment:
Determine your Target Market:
Write down your top-3 "conditions" or "problems" you most prefer to work with. Such as:
#1. Senior's Stiffness and insomnia
#2. Stress and Anxiety
#3. Pregnancy
Once you know your top 3 markets you want to target, you can now create your perfect commercial to the What do you "do" question that will appeal to these people.
Your 2nd Homework Assignment:
Write down:
#1. What each of these group's biggest "problems" are.
#2. What you do to help them with their "problem".
#3. What results they see after working with you.
When you are crafting your Target Market Commercial, weave your answers to these three questions into your sentences. Sample Scripts: Here is an example Target Market Commercial for each of my three top Target Markets (from Homework assignment #1 above) You can use these exactly, or tweak them to more exactly fit your style and market.
#1. Target Market Commercial for Seniors: "I provide massage services to seniors who have a hard time bending and reaching so they can move more easily with less pain, and continue to live independently. The massage also helps them sleep more soundly at night."
#2.Target Market Commercial for Stress and Anxiety: "I help people who are under tremendous stress from work and home-life who feel they are being pulled in a thousand directions. I give them a way to relax and de-stress every week, to focus on only themselves, without any phones, computers, or kids interrupting them. Their "de-stress sessions" help them be more productive, calm and in control when they are faced with the stressors that come up."
#3. Target Market Commercial for Pregnancy: "I help pregnant women have the most comfortable pregnancy and easy labor. Their weekly pre-natal massages help them relax, get rid of pain and reduce leg swelling. It also of course benefits their baby in utero because as their mom gets massaged, the baby gets more nourishment, and oxygen and less stress hormones!"
What Do You Do Now?
1. To begin, start with only one Target Market Commercial.
2. Write it down.
3. Practice saying your commercial so the next time you are asked about what you "do", your response will just roll off your tongue and you will be on the road to more prospects turning into clients.
4. Once you feel comfortable with your first Target Market Commercial, create the other two. By having the three Target Market Commercials, you will be able to mix and match as needed, depending on to whom you are speaking.
Of course, you won't know what the person you are speaking with might most need, but you stand a better chance of turning this person (or someone they know) into a client when you present a solution to a problem. Obviously, you can base your Commercial on a guess and respond with the Target Market Commercial you feel most accurately reflects the person you are speaking with. Again, even if you don't know your prospect's "problem", by answering in this way, you at least stimulate the conversation more than giving a simple (and boring) answer of "I'm a massage therapist"...
by Irene Diamond
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