Take Action Now	The Golden Outline Six Questions to Turn a Stranger into a Client Were you ever asked to give a speech, and you had no idea where to start or what to say? Have you ever had trouble finding ways to engage a listener on the subject of your business? As a train needs a track to run on, a business professional with a great message needs an outline to organize that message. Here is an outline that will help you present your message to one person or to a room full of people. You can adapt this outline and use it again and again. Try it in your next 60-second networking presentation, or next time you are engaged in informal conversation with a prospective client, or as you prepare a seminar, or as you write the message for your business Web site. Six Questions to Turn a Stranger into a Client: What is limiting you? Get in touch with the pain your prospective client is experiencing (on the subject of your product or service). Suppose you are a Web designer. You might discuss a Web site that is failing to attract new clients. How are you dealing with the limitation? People tend to adapt to bad situations and find ways of putting up with the limitations and the pain. Take a moment and explore the solutions people are attempting. How is your solution working? Every solution is bringing about some kind of result. Non-action is a solution people often employ. What is the result of non-action? How is the solution affecting the initial problem or pain? What if…? Picture a different result. Picture a life without the pain or the limitation. Explore and describe that better situation in vivid detail. Are you ready for a change? Information is not enough. Real change is ultimately not a question of knowledge, but of will. A decision to change needs to be made. At this point, it’s not necessarily a decision to use your product or service. That’s jumping the gun. It’s simply a decision to stop putting up with the limitation or pain. A variation on this question is, “How long do you want to put up with this limitation?” “How long are you prepared to wait for the better result?” When would you like to experience the change? Now, for the first time, your listener is ready to hear about your product or service. Now all you need to do is describe how what you offer will help your listener experience the better future that you have pictured. Imagine that you have never painted a portrait before, and want to learn how to do so. How helpful would it be to have all the materials and a “how to paint” book? To become an artist you’d need more. To get started, you would need the guidance of an artist in how to use the tools to create a portrait. It might be helpful at first to see it done or to be guided through the process. In this article I have given you tools and some guidelines. Let me help you take these tools and guidelines and create a powerful message for your market. We can put it on a Web site, a letter, or an ad; into a 60-second presentation or a one-day seminar. Give me a call. davidsmith@definewrite.com (503) 816-9665 To your success and significance, David Smith, President, www.SuddenlyInSite.com P.S. Forward this article to a business associate. They can register to receive this free Marketing tips e-zine at www.SuddenlyInSite.com I appreciate your comments: davidsmith@definewrite.com ********************** Contact me to arrange a quick, but very effective marketing assessment. Benefits to your business: A more compelling image in the marketplace More business contacts and clients Greater conversion of contacts to clients Creative packaging of your current products and services Discovery of new market opportunities Greater clarity of your marketing goals and process More influence for your team (internal marketing within your corporation) Includes two consultations and a one-page outline marketing assessment. David Smith (503) 816-9665 davidsmith@definewrite.com ********************************** Try email marketing. It's fast, easy and inexpensive so you can communicate with your market audience on a regular basis and stay "top of mind" to them. I use iContact. It has all the features you need: Contact management, ability to create and format emails, blogs and RSS feeds, autoresponders for series, a sign-up form for your Web site, excellent training in how to use the tool and more. Please take a look at this powerful tool. It is central to a successful email marketing program. Don't try to patch your email marketing together with Outlook or some other less powerful program. It simply won't work.
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The Golden Outline

Six Questions to Turn a Stranger into a Client

Were you ever asked to give a speech, and you had no idea where to start or what to say? Have you ever had trouble finding ways to engage a listener on the subject of your business? As a train needs a track to run on, a business professional with a great message needs an outline to organize that message.

Here is an outline that will help you present your message to one person or to a room full of people. You can adapt this outline and use it again and again. Try it in your next 60-second networking presentation, or next time you are engaged in informal conversation with a prospective client, or as you prepare a seminar, or as you write the message for your business Web site.

Six Questions to Turn a Stranger into a Client:

What is limiting you? Get in touch with the pain your prospective client is experiencing (on the subject of your product or service). Suppose you are a Web designer. You might discuss a Web site that is failing to attract new clients.
How are you dealing with the limitation? People tend to adapt to bad situations and find ways of putting up with the limitations and the pain. Take a moment and explore the solutions people are attempting.
How is your solution working? Every solution is bringing about some kind of result. Non-action is a solution people often employ. What is the result of non-action? How is the solution affecting the initial problem or pain?
What if…? Picture a different result. Picture a life without the pain or the limitation. Explore and describe that better situation in vivid detail.
Are you ready for a change? Information is not enough. Real change is ultimately not a question of knowledge, but of will. A decision to change needs to be made. At this point, it’s not necessarily a decision to use your product or service. That’s jumping the gun. It’s simply a decision to stop putting up with the limitation or pain. A variation on this question is, “How long do you want to put up with this limitation?” “How long are you prepared to wait for the better result?”
When would you like to experience the change? Now, for the first time, your listener is ready to hear about your product or service.

Now all you need to do is describe how what you offer will help your listener experience the better future that you have pictured.

Imagine that you have never painted a portrait before, and want to learn how to do so. How helpful would it be to have all the materials and a “how to paint” book? To become an artist you’d need more. To get started, you would need the guidance of an artist in how to use the tools to create a portrait. It might be helpful at first to see it done or to be guided through the process.

In this article I have given you tools and some guidelines. Let me help you take these tools and guidelines and create a powerful message for your market. We can put it on a Web site, a letter, or an ad; into a 60-second presentation or a one-day seminar. Give me a call.

davidsmith@definewrite.com (503) 816-9665

To your success and significance,

David Smith, President, www.SuddenlyInSite.com

P.S. Forward this article to a business associate. They can register to receive this free Marketing tips e-zine at www.SuddenlyInSite.com

I appreciate your comments: davidsmith@definewrite.com

************************

Contact me to arrange a quick, but very effective marketing assessment. Benefits to your business:

A more compelling image in the marketplace
More business contacts and clients
Greater conversion of contacts to clients
Creative packaging of your current products and services
Discovery of new market opportunities
Greater clarity of your marketing goals and process
More influence for your team (internal marketing within your corporation)

Includes two consultations and a one-page outline marketing assessment.

David Smith (503) 816-9665 davidsmith@definewrite.com

************************************

Try email marketing. It's fast, easy and inexpensive so you can communicate with your market audience on a regular basis and stay "top of mind" to them. I use iContact. It has all the features you need:

Contact management, ability to create and format emails, blogs and RSS feeds, autoresponders for series, a sign-up form for your Web site, excellent training in how to use the tool and more.

Please take a look at this powerful tool. It is central to a successful email marketing program. Don't try to patch your email marketing together with Outlook or some other less powerful program. It simply won't work.