Do you want to create messages that resonates with ideal clients, inspiring them to buy, no matter what your past experience may have been.
Hello, and join me on this episode of the virtual entrepreneur. If you're new to this podcast, welcome and today, My friends, we are talking about the power of words, using that power of words to get more clicks, more clients more sales and more profits.
If you're new to this podcast, you may have not heard about the podcasts, you've not, you may have not listened to the podcast that we had yesterday which was on how to get your way in business and in life. And in that podcast we talked, deep into the reasons why people buy. And so if you haven't heard that podcast I want you to go back and listen to that. And when you come to this podcast, it will make much more sense because we are always building up upon each episode, and the goal with every single episode is, we give you the lesson, we give you the key findings, what we're finding that's working in the market, you take it, and then we have a call to action, and what that means is, there is something you can do at the end of every episode, and if you just did that for that day to grass, you will drastically improve your business, but also personal life. And so, today we are jumping into the idea of using the power of words to get more clicks, more clients more sales and more profits.
And look, this is not invented today, this is something that has been used by marketers by sales copywriters by salespeople, by a tonne of people industry to drive change. In fact, some of the most famous and well known speeches that you may have heard that we use to drive people into taking action. They were written in a very similar format of using the power of words to drive people to take a positive action just is a difference of what kind of action you want is your action to drive people to make a cause change in the world or is your action to make people, you know, buy products that will improve their lives.
That is the only difference. Aside from that, everything else remains the same. So today we are looking at how we sell intrapreneurs virtual intrapreneurs and whatever you choose to describe yourself small business owners, how we can use this power of words to drive clicks. Clients sales and more profit.
And everything comes down to one single concept, building, invisible bridges in the minds of your clients and prospects.
Now you're probably wondering what do I mean by this. What I mean is very simple.
Each person comes to us as client, they come to us with a problem, and I'll give you a very quick story a few months ago, I had a problem.
My heating system in the house stopped working.
Now I know but engineering.
And I probably could fix it, but it wasn't my place to fix it. Right, it wasn't in my place, and to due to legal reasons, I didn't want to go into all those technicalities and the radiators are my speciality so. Right. It's broken. Simple Stories it's broken. We want the hearing is broken.
I don't know what is wrong with it. So the first thing I do is open google my radiator is not turning on the buttons on, but it's not turning on making a sound, and that is what I Googled my rate is not turning on and I wasn't the first person. There was a tonne of people who have googled that similar thing. Now why did I just Google, I Googled a question about a problem that I had.
And scrolling down, I found this video, that gave a few scenarios of what could be the problem. And I looked through it. The video didn't help. And so I looked at the website for more content, but they didn't have any content, but I kept looking and in the end, we just ended up calling the most nearest.
But you call those technician to come and look at, whose speciality is in looking at these radiators and all those kind of things. And so we call him and he came in to fix it. And the problem was in the valve. The valve is changing, and I tell this whole story here today, to illustrate something, he was close, so we called him. But the thing is, if a website had provided us with a number and then linked call with a call to action, what to do.
If that was the problem. We could have easily as could have called someone else.
Right now, in this case, the only difference was the way, you know, they may have been too far from us. But the thing here is the person who provided those content, had a very great opportunity to create a bridge into my mind that if I want this problem, I can get it by calling him right instead of the created a content without creating that bridge.
I'll give another simple illustration. In most cases in schools, when you're taught to either taught a math problem, you are taught how to solve the problem, the question, but you're not taught, why it's relevant or applicable to you. And so when you finish, you feel like you've been spending your time learning things that are useless. You can't use them anywhere in life, where, when I, when are you ever going to use all these. And when it comes to giving example we can use them, you get some of the worst examples. Right. And so learning becomes a problematic experience it becomes a not so fun activity or experience for a lot of people, because there is no clear application, there's no bridge between the problem of what you're doing.
And the benefit at the end. Right. And so, for us as business owners we can't afford to use models that are being used in schools, to try and get prospect, the same way. It just doesn't fit with our marketing budget with our sales strategies, it just doesn't fit. It's a wasteful strategy. And so, we need to get very good at building these invisible bridges that explains to the customer where they are, that what they're feeling the problem they're facing and the roadblock that is standing in front of them is a normal process. And this is the first step towards understanding the problem, and then overcoming it.
Right. So, there are two ways that I've found that really, really helps on building these invisible bridges in our mind. The first is storytelling. Telling a story that illustrate. Notice that the best teachers tell us stories. And I've had very wonderful interview with Graham Brown that's going to be coming up, it's going to cover more into stories, but the idea is bridge building those bridges is essentially building those stories, there's a problem in our mind. And so we have to go about solving it. And as we solve it, we discover the solution. So, in coming back. We have solved. How to overcome that roadblock.
And so because you've solved that we have built the bridge, and then our goal becomes to help the customer, connect the dots of how that bridge work in their mind. Right. So storytelling, does that. And the next thing that I've seen that people use to build these bridges is demonstrable. Now the difference between storytelling and demonstra bility is that demonstrable it allows the customer to essentially experience that process themselves, to get that aha moment.
Right. And when they do it very right. When they do demonstrate it right. One thing that you hear is, they'll come to the realisation themselves, and they will say, are you getting this. Are you guys getting this. It's a feeling of not believing that moment of what just happened realising the solution was there all along.
So, demonstrate ability gives us this opportunity and there are a few ways to do to go about demonstrate ability, even if you're providing services that don't have apps or software or anything like that. And one of the best and easiest ways to do that is to create a before and after scenario, right in the fitness industry, this is used quite often in the weight loss industry, right, they show you before picture then after picture and it's quite effective, or in the hygiene industry, you get a full picture and then a clean picture afterwards. The single wipe. You see what happens. Yet, when the advertising these detentions, that's the whole idea.
Another method will be to simplify the data, right, you take a very complex problem, and simply demonstrate the data in a very clear and visible method, that is so visually compelling.
For example, when someone says, one out of every five people has XYZ.
What they mean there is, you know, you have a connection of five people, you can easily visualise out of your friends, you and your friends five of them. No, four of them, and you simply can quickly connect what the next scenario is you start wondering who is it me Is it them or is it that person, it's most likely that a person, so you start creating these scenarios in yourself, in your head. As soon as they say that, right.
So, this is the effect of demonstrate bility. And it's also super, super powerful in all industries, and then the next thing is telling a compelling story, right. Another way to build this invisible bridge is to tell a compelling story. Now, telling compelling relatable stories has two key things. One is using words that are relatable to the ideal clients, the ideal prospect and these words, simply has to be their words. If you're using their words. It's perfect. And one thing that I've seen and I've noticed is if you use your clients words, they will smile.
It's almost like they feel, they got heard.
You can paraphrase it afterwards. But if you use their own words, they will smile, because it feels like you're speaking the same language.
So, when it comes to stories. One thing that I know and I've come to narrow it down is, it seems all stories do one thing and one thing only.
They help you see a person go through this transition.
And you start rooting for them. If you believe in what they believe, if you understand what their problem was, if you understand what their goal was. And the more you believe in them.
The more you you root for them, the more you want them to succeed in that goal. Right. And so, as they overcome the problem to find the solution to get that benefit that they were looking for. You become invested in that you put yourself in their shoes. And so when this is put in the context of business where you are demonstrating or telling a story about your product, it becomes the same process simple example. I wanted to learn, I told a little story about wanting to wanting to essentially bring a product that we had created with a friend of mine from a small little model into a product that could help, potentially, 1000s of people with disabilities. And as I pitch the product on to the judges.
We noticed something. The judges seem disengaged.
They seem a little bit, so much interested.
Right. What they wanted was to help the people but it seems such an interested.
In fact, our product.
We built it, even if the physical demo, it just didn't click with them. It didn't make much sense.
Or maybe it did, but it just did not click with it. And what happened
later on was, I realised the story we told to help our ID, our judges understand the product just didn't click, it didn't give them the visual compelling scenario of what the application would be so so even though the product worked into and it was useful. It was designed for a very specific person. And because the judge wasn't that person, they didn't see it as applicable to them. So we needed to, we needed to bring it to their case, their scenario. Right.
And the goal was we build this though, for people with disabilities. If you're sitting on a wheelchair to open the door handle. Imagine reaching for it. The chairs in the way it's hard to open that door. And so we build this door with a wristband. All you have to do is just raise your arm up and it'll open the door for you. Right. So you can go in through the door, and the aim is for private use.
You don't have automatic doors in your house and you do not be looking for the remote, all the time. But this becomes your key.
Your key that you can have anywhere. So you could use on your bathroom doors as well as your bedroom doors, so you could live with other people and still feel confident and secure without relying on other people. And this was our message. This was our goal. This was our purpose in building this product.
Right. So we needed to create that moment where they realise how impactful it is, and we just didn't have that in our story.
And if you don't have that in your story, you lose the person you lose the customer, you lose the other person's interest, the prospects interest.
So, a story is designed to do one thing, show a person a problem.
Show them how the hero in the story, creates the bridge to go and find the solution to that problem and get the benefits.
And then as they come back.
Once the hero has crossed over that bridge that they've built the new customer must see that bridge that invisible bridge because it's the bridge that they have to cross next. And if they don't see the bridge, they just simply want to cross.
Right. So imagine you're standing on two peaks of cliffs to cliffs divided by length long enough. You've worked so hard. You've built a rope, you finally throw the rope across, You know, you've crossed the road in over, hours and hours you've made to stitch a bridge, a rope bridge across that cliff, those cliffs.
Right. And now that you're on the other side. It's the job for your clients to see the bridge.
And once they see it will easily know that they can cross over there's abundance of opportunities waiting over, but they will never know what's on the other side, which is your product and services, how good they are, they'll never know that unless the cross that beautiful bridge you built for them. You went out to build the product you build the bridge. So that is the goal there. So it's either the bridge to overcome a problem to overcome a roadblock or to have a common question, leading them to the benefits.
So the goal here for you as an entrepreneur solopreneur ritual intrapreneur or just small business owner. The goal for you here is to ask yourself, where the opportunities in your content in your website in your sales pages to create these invisible bridges that demonstrate to your ideal clients to your ideal customers, how they can go from where they are to the solution they're looking for. Are they, these opportunities, because if they are. I bet it's a good place to start. Now I want to thank you so much for tuning in on this episode of the virtual intrapreneur. I hope you got value from it. If you did, I'm glad, and I'll talk to you on our next episode of the virtual entrepreneur.