Have you ever struggled to explain what you do in a way that captures all of the “wow” that you know people get when they work with you?
Communicating your value is a huge challenge that faces many coaches and spiritual entrepreneurs. You are passionate about what you do and know you provide amazing results for your clients. Yet, when you try to talk about your services, you suddenly sound like a 13 year old boy trying to ask a girl to a dance.
This gibberish has a few common causes, none of them hormonal (thank goodness!):
- Your services are intangible which makes them inherently difficult to explain since you literally can’t “promise” anything.
- Your profession comes with stereotypes and preconceptions that you must overcome without being confusing (not easy).
- There is literally SO MUCH to what you have to offer, how could you possibly boil it all down?
All of these things point to the fact that you are a trailblazer (which are my FAVORITE type of people) and are meant to make an impact through your work. Understanding how to communicate your value will help set you apart in your industry – no matter how many others are offering similar services.
You can easily do this with what I call the Trailblazing Trifecta – which has three statements that you can easily adapt to any situation and will clearly communicate the value of your services no matter who you’re talking to.
Allow me to break down the three statements for you:
A big piece of being seen as an authority in your niche is sharing your point of view. Your philosophy is your point of view on the problems your prospects are experiencing, why they have been unable to get the results they want, and how you differ from your competition. Your philosophy will demonstrate how deeply you understand your audience and the obstacles they’ve been experiencing. When you demonstrate your understanding, it’s implied that these are all problems you can solve.
Part of what makes you a trailblazer (and why your services are so darned difficult to describe) is that how you work isn’t necessarily what everyone might expect. One of the hallmarks of my ideal clients is that their “job title doesn’t come close to conveying what they do.” Your methodology is how you describe the way you solve the problem and more importantly – WHY you do it that way. This is the piece that makes your value clear and sets you apart from anyone else they might be considering hiring. When your prospects understand how and why your method works, your services become much more tangible and easier to buy.
At face value, your promise is pretty self explanatory, it’s the result your prospects can expect if they choose to work with you. The key here though is your promise needs to be in words that your ideal prospect would use. None of this “I help you live your best life” or “grow the business of your dreams” mumbo jumbo, those are too high level and while not untrue your audience won’t understand what they mean. For example, a more specific promise would be “You’ll remember what it’s like to not be tired all the time” or “The next time you sit down at your computer you’ll know exactly what to write about to attract your audience.” These specific promises feel tangible and speak directly to the problem they’re having right now. (Hint: The easiest way to get to your promise is to make sure it speaks to the problem you referred to in your Philosophy)
When you string these three pieces together, you can truly boil your message down into three statements that demonstrate how well you understand your prospect’s problem, easily explain how your solution works, and finishes up with a promise of what they could expect if you worked together.
If you want help putting together your Trailblazing Trifecta and giving this formula a shot in your own business then you can start with this free worksheet. It has just 4 questions and when you’re finished you’ll have a super simple message that you can use the next time someone asks you “what do you do”, or you have to stand up and “pitch” yourself at a networking event.
And I assure you, when you use this magical message your ideal prospects will certainly want to dance with you.