People don’t buy what you do so much as why you do it. That’s because people are tuned into WIIFM – what’s in it for me. All they care about is their desires and urgent needs. You need to get to that spot in them so they can perk up their ears and pay attention. When you talk only about what you do, they have no idea what that will accomplish and how it relates to their issues.
When you talk about why you’re doing what you’re doing, everything changes. You start getting to your core beliefs and the important changes yo want to make in the world. If those beliefs and results resonate with a prospect, you’ve got them interested – no selling needed! You’ve hit their soft spot. You’ve established a rapport and an overlap between your mission and their needs.
Knowing your ‘why” also allows you to stay grounded. It fuels you passion and keeps it sustainable. It’s the core of your business and your brand.
So here are some questions for you.
What is your story? What life experiences have you learned from or had that makes you the superhero you are today?
What are your beliefs and values that underlie what you are doing in your business today?
Why then, are you doing what you’re doing in your business?
Why is that important? What impact will it make?