If I were to ask you what you did for a living, you might tell me that you massage people, or that you do myofascial release, or that you are an acupuncturist or a health coach. Then, if I were to ask what you do, you might tell me that you work knots out of muscles, stick needles into people, that you put hands on people and release their fascial restrictions. If I were to ask again what you do, you might say, “I already told you!” My response would yes, but then again, you really haven’t. At least not in terms that your target market would understand.
People relate to stories. What is the single greatest result you have ever gotten? What I would like you to do here is think of the person. Think about the treatment(s). What were you feeling? What was the person feeling? What was the client like before you worked on him or her? What was the person’s reaction to the result? How did you feel when you got this result?
Now, I would like you to write it out as a story. Be detailed. Focus on feelings. Focus on the excitement over the result. Focus on the state of the person when you first started doing the work. Write out a paragraph on what happened. Build suspense and emotion into your story.
The next time someone asks you what you do, tell this story. You’ll be surprised at how interested your listener will be. One more thing: you have been having a sales conversation!
One more thing, please share your story. I would love to read it–just leave it behind as a comment to this blog. Thank you.
’til next time,