Solutions

Quick reference

• 00:04 In this video, we're going to continue with step one, articulate your product or
• 00:09 service.
• 00:10 So in the last video, we talked about what are the challenges, the spoken and
• 00:13 unspoken challenges, that your ideal client comes across.
• 00:17 Now in this video, we're going to specifically talk about solutions,
• 00:22 the solutions.
• 00:23 Now in marketing when we're articulating this,
• 00:26 we wanna use a certain language pattern, certain words.
• 00:30 Why is that important?
• 00:32 Because in marketing, language is going to trigger something in your prospect's mind.
• 00:37 They're gonna create an image, a picture.
• 00:39 So we wanna make sure that we're using the correct language.
• 00:42 Now, there are some words I'm gonna share with you right now in marketing that
• 00:46 are known to work, to create those images that you want about your product and
• 00:50 service, okay?
• 00:52 So the first thing is your solution needs to
• 00:57 be either any of these, new, fast, easy,
• 01:02 quality, and I love this last one, sexy, right?
• 01:08 If you have a product that's sexy or makes your client feel sexy,
• 01:12 that's something you wanna articulate, okay?
• 01:15 So use these words that are true about your product or service, okay?
• 01:19 Something that's new, something that's fast,
• 01:22 something that's easy, something that's quality, something that's sexy.
• 01:25 And think about the ads that you see, and
• 01:27 the marketing that you see from the companies that do it really well.
• 01:30 Have you heard some of these words before, probably.
• 01:34 Now, David, gosh, where do I get these words from?
• 01:37 Well, there's a great resource, there's a book that's called Words That Sell.
• 01:41 It's by Richard Bayan, Words that Sell, by Richard Bayan, B-A-Y-A-N.
• 01:47 And it's a great book.
• 01:48 You can go through there, you can pick out some words and
• 01:51 that's gonna help you with your copy, right?
• 01:53 Your copy is the script, or the words, or the flyer,
• 01:56 that's the language that you guys are using, okay?
• 01:59 And we're gonna talk more about that as well.
• 02:01 So you can do it yourself or you can hire a copywriter who will
• 02:04 know a lot of these words, if they're a professional marketing copywriter, okay?
• 02:08 Next, how your product overcomes these challenges is huge,
• 02:14 and we look at that in terms of benefits, benefits for your client.
• 02:18 So, how are you faster, how are you easier, how do
• 02:23 you deliver a more quality product, how do you deliver a sexy product, right?
• 02:29 So, what makes you different with your benefits?
• 02:31 So, for example,
• 02:33 I have a customer service training company called Pure Customer Service.
• 02:36 So, what makes us different, the benefit is,
• 02:39 what makes us different from all the other customer service training companies,
• 02:43 is we deal with the customer service reps and the executives and the managers,
• 02:47 we deal with their psychology and the psychology of your customers as well.
• 02:51 Why is that important?
• 02:52 Because now when you deal with the psychology,
• 02:56 rather than just putting a bunch of content on this training,
• 02:59 now you've got lasting change in the organization, right,
• 03:03 because there's something behind it, there's something personal behind it.
• 03:07 It's not just the flavor of the month program, where hey, you come in,
• 03:10 you get pumped up, and then everything goes back to normal.
• 03:13 No, you have to change the psychology
• 03:15 if you're going to change the customer experience for your customers,
• 03:19 through your employees, through your team, through your staff, okay?
• 03:22 So that's what makes us different.
• 03:23 You need to figure out what makes you different.
• 03:25 What are those benefits that people are gonna get from you that helps make your
• 03:30 product newer, faster, easier, quality or sexier, okay?
• 03:34 Does that make sense, good, you got it.
• 03:37 And finally, testimonials,
• 03:39 these are the people you've helped overcome the challenges already, okay?
• 03:44 When you put this into your marketing, that's like the secret sauce.
• 03:48 We call it the law of social proof, law of social proof, okay?
• 03:52 So this could be a case study.
• 03:54 So when you've got your marketing,
• 03:56 you might put somebody in that had x challenge before they met you guys,
• 04:02 then what you did to help them with the challenge, and what the results are now.
• 04:06 Just three simple steps, okay?
• 04:07 So what was their challenge before, how did your product or service help them, and
• 04:12 where are they now, okay?
• 04:14 So you have some of those testimonials, don't you, good.
• 04:17 If you don't, find some clients.
• 04:20 It could only be maybe two or three, it could be family or friends or coworkers,
• 04:24 depending on your business, and get those testimonials.
• 04:27 Get them to try your product.
• 04:28 Get them to try your service, so
• 04:31 that you can get those solutions for them and you can get those results.
• 04:36 Because that's gonna be big in your marketing, you wanna have it, okay, good.
• 04:40 So let's recap, in this video we're still talking about articulating your product or
• 04:44 service, the solutions.
• 04:46 Your solution could be new, fast, easy, quality, or sexy.
• 04:51 If you need some of those words, get the book Words that Sell by Richard Bayan.
• 04:56 Now, next, how your product overcomes these challenges is going to be big.
• 05:00 You need to be able to articulate that.
• 05:02 What are the benefits?
• 05:03 What makes you different?
• 05:05 How are you faster, how are you easier, etc.
• 05:07 And finally, you need some testimonials or social proof, get those case studies.
• 05:13 Where you took somebody from here, from their challenge, they use your product or
• 05:17 service, and now they've got this result, okay?
• 05:20 You guys got this, I'll see you in the next video.

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