Short coaching video by Kimberly Hobscheid (Entrepreneurs Rocket Fuel) advising sellers to stop leading with product features and instead communicate specific benefits and results tailored to distinct customer situations (e.g., new mom, retiree, 45-year-old). The video emphasizes that prospects first need to know how they will benefit before product details make sense, and it closes with a CTA to apply for mentorship/coaching.
Chapters
Welcome back folks. I'm Kimberly Haubscheid with Entrepreneurs Rocket Fuel and I'm excited to share with you some more tips. So one of the things that keeps getting asked of me lately is how much of my product or service and how many details should I share as people are asking me about what I do. And I've got good news and bad news for you folks. I know a lot of you have things like I have a PDF, a lead magnet, a downloadable that, then I have my course, I have a video, and I have a mentorship program and a coaching program and a mastermind. All kinds of different things that I can offer. And I don't want anybody to feel left out because I can also help them too. So I'm going to say that I also have this and I also have that. And you kind of get wrapped up in that kind of frustration and confusion for your audience member when you start talking all about all of the things that you have. So my answer is going to be a complete 180 from where you are. In fact, nobody really cares about any of the things that you have in your products or services until they know how it can benefit them. So for example, they don't really care if you have pills or food or products or exercise programs. If you have a weight loss program, they really care about what matters to them. Are you going to serve me if I'm a new mom who just had a baby and I can't get the baby weight off? Or are you going to serve me if I'm now a retiree and I've spent my life at a desk job and I got diagnosed with high cholesterol and now I need to seriously lose some weight? Or are you going to help me if I am a 45 year old and I just want to get back into my jeans from high school? They want to know specifically how you can help them. And it doesn't have anything to do in the beginning with your pills or your 20 point checklist or your weight loss program or your new this way of looking at things, or your paradigm shift or your mindset shift or any of that. They just want to know first if you have something that can benefit them. Because when you are presenting information to people, it's really not about you. It's about what you create in other people. They care about that and it's way, way more important, much more important than what you have to offer to get them there. Because what you have to offer to get them there doesn't really make sense. To them until they know what they're going to get as a result. I hope that's helpful for you. I know that that's kind of turning it upside down on its head, but let's stop talking about what we have to offer and start talking about what people can gain from it. All right, ladies and gentlemen, I'm Kimberly Hobscheid from Entrepreneurs Rocket Fuel. If you don't already have a mentor or a coach or somebody that is helping you effectively through the murky waters of creating a business that sells and creates revenue whether you're there or not, I'd love to work with you. Please go to www.entrepreneursrocketfuel.com apply. Fill out an application page. I'll get on the phone with you one on one. We'll chat a little bit about where you are in your business. We'll do a strategy session for what you want to do next, and then we'll talk about any programs or offerings that might be right for you. My name is Kimberly Hobscheid. I'm with Entrepreneurs Rocket Fuel, and I look forward to working with you. Cheers.
