Focus,solutions,and,benefits,y marketing Focus on solutions and benefits in your elevator speech
Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t
Most people in networking groups want to help you, knowing thatyou will help them too. Heres how to make it easy for them.Start by coming up with answers to your pull marketing questionsfrom the Client Attraction system.Thinkabout:- What problems do your ideal clients have?- What issues do they need to solve to get to the next level?- What blocks do they encounter in trying to achieve their goals?- What makes them unhappy?Write all your answers down.Sometimes people tend to gloss over what is really happening fortheir ideal clients and the problems they face. But spelling this outis what helps you connect with people who have these issues.Your goal is to come up with lots of specifics about theirissues and the emotions and mental states that go along with the problems. When you getdetailed with what is going on for your target audience, it will be easier tojog your networking colleagues mental rolodexes. Something will trigger aperson, making him or her say, Oh my, thats just what my friend Suzie wastalking about! And thats how you get a referral.When you can tap into your ideal clients problems and feelings,it can go a long way to help others think of who might need your services. This is also trueof being detailed regarding the particular industry you serve and the specificprofessionals within that area.Now, to create the elevator speech, remember youll want to talkabout the solutions and not your actual methods. Your network andprospects dont actually care about your techniques. They just want to know youcan help fix the problems. Finish with the end benefits that people get whenthey work with you and youll have a hard-working elevator speech.Being as definitive as possible is the key to helping yourfellow networkers think of leads for you. You want to give themsomething to hang onto and think about. That will also help you stand out fromothers in the group who may be talking in generalities. Make it easy for yournetworking partners and you will generate more referrals and better results.Your Client Attraction Assignment1. Look back to review your pull marketing questions and answers.Or if you havent done this exercise yet, this is a good time to get started.2. Make a list of the problems you solve and the emotional statesyou address.3. Write another list of the end benefits your clients can expectfrom working with you.4. Craft or revise your elevator speech to help your networkingcontacts and colleagues think of referrals and prospects who could benefit fromworking with you.
Focus,solutions,and,benefits,y