Today, I have something different for you. It’s a simple, yet powerful technique I often share with business owners. By the way, this leads on nicely from my previous post. You can read it here.
I want you to imagine for a moment that you’re sitting with a potential client or customer. Between you is a table. And on that table, you place a box.
- You explain that the box contains something of truly great value.
- You tell them that other people are using it, and they love it so much that they recommend it to their friends.
- You then tell them that once they have it, they’ll wonder how they managed without it.
- And then you explain that the price for what’s in the box, is way below what it’s worth.
Finally, you ask them, “Would you like to see what’s inside the box?”
Their eyes widen as they lean forward and say, “Yes please!”
This begs the question: What’s inside the box?
As a business owner, your task is to develop a product or service for your clients, which fits inside that box. The only rule is that in order for it to fit, your product or service needs to be able to deliver on the 4 points above.
It changes everything. If you take the time to get it right, you’ll find yourself speaking with highly motivated potential clients. People will need very little encouragement to hire you or buy from you. Plus, your existing clients will be eagerly telling their friends and contacts about your services and your business.
Make no mistake, this process requires creative thinking. And it takes guts, too. Why? Because whatever you decide to place in the box, will by default, be different from what your competitors are doing. And it takes courage to stand out, to zig when everyone else zags.
Is it worth it?
In my experience, (both with my client’s businesses and my own) the answer is a resounding ‘yes’. It’s easier, more profitable and far less stressful to have products or services that pretty-much sell themselves.