No one cares about you or your business. I know that may seem shocking for many of you, but it is none the less true.

People only care about themselves. They care about the results they gain from engaging your services or using your products.

They only care about their growth and success. They care about the long term value they gain from working with you.

Here?s the problem.

You are probably communicating as if your target market cared about your business instead of their personal interests.

?I?m a __________ (fill in the blank with your profession) and I help people (offering something you sell) with my services.?

The problem is I and me. The word people is the other challenge. What people, who do you help? How do you help them exactly? What is the result of that assistance?

You?re thinking I and me and so is your potential client.

Instead of thinking I and me when you?re communicating start thinking you and your.

"I solve (the problem you solve) for people like you who (the challenge your target market wants to overcome) so that you can (result they gain)."

See the difference. In selling you understand that listening is the key. You have two ears and one mouth. You should listen twice as much as you talk.

In communicating you need to have one I and two or more you statements when you "talk" to your target market.

Most people see their business from a personal point of view; they cannot express the value they provide to other people.

What can you do if you?re I and me challenged?

First understand what the value is you provide other people? If you don?t know ask.

Then understand the Return on Investment (ROI) people typically gain from working with you?

Combine these two sentences into a short statement. When people ask you what you do stop telling them your job title or category of business and start telling them the value and ROI you provide.

It?s hypnotic. People suddenly respond to your communications because they suddenly understand ?What?s in it for me.?

Return to Index