By Steve Jensen
When you
use this strategy,
your clients will
be motivated by
the emotional
connection to your
business, not by
the product or
service itself.
marketplace. In other words, you are the
expert and specialist in that area, and
you are the only one who does what you
do.
“USP” means “unique selling point” and
every start-up should have a minimum
of 5, but ideally 20 USPs. Your USPs are
identified by being able to say “I am
the ONLY one who XYZ”, where XYZ may
be the largest, the smallest, the first,
the fastest, whatever… Be aware, the
“newest” is never a good USP to choose
because there will always be newer
things coming into the marketplace.
The formula for USP-ing is as follows:
benefit to you is [insert the benefit]
so that you can [insert the emotion
they’ll experience, such as peace
of mind, freedom from worry, more
money, etc]”
I then usually finish off the conversation
with a closing statement such as “How
good is that?” or “are you feeling more
relaxed now?” so they get confirmation
that something really positive is about to
happen.
When you use this strategy, your clients
will be motivated by the emotional
connection to your business, not by the
product or service itself. Remember,
they’re not buying your product or
service, they are buying the feeling that
it will give them.
1. Identify the pain point 2. Bring it up in conversation Step 3:
Identify your USP’s 3. Tell them, “We have product or
service that will fix….[insert the pain
point], thanks to… [insert your USP]” To find out more about this formula for
start-up success, book a time to chat
with Steve: Book a time to chat.
This is critical because when someone
tells you what their problem is and
you find out what you need to fix, the
next step is to give them a solution.
But the secret here is to ensure you
are perceived as the authority in the 4. And at the end you confirm your USP
again, by saying, “By the way, we
are the only business who offers this
product or service.” Join Steve’s (Dr J’s) FB Group, where he
does live weekly coaching. The groups
name is The Impact Sales Success Club.
5. This part is critical. You must then
make sure you say this: “… and the Download our latest free e-book:
Make More Sales With These 7 Questions
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