It takes only seconds for someone to form an impression of you. And the same goes in business. You’ve got one minute, tops, for a potential customer to want to hear more, or write you off. Sam Horn recommends in his book “Pop” that you make sure your unique selling proposition answers nine questions right away.
What am I offering?
What problem does my idea or offering solve?
Why is it worth trying and buying?
Who is my target audience?
Who am I and what are my credentials?
Who are my competitors and how am I different from them?
What resistance or objections will people have to this?
What is the purpose of my pitch?
When, where, and how do I want people to take action?
The sooner your potential customer feels at ease about these answers, the sooner they will see the advantages they have in hiring you instead of someone else. So look at your sales material and the content you have in your USP, and then make sure you’re answering these questions.
| January 27th, 2012 | Posted in Marketing |