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Last week I met with someone just like you who had that same problem. In this case, smart advisors tell their customer's, 'Don't feel bad. In life insurance and financial services, for example, many people haven't done what they should do in terms of planning. You don't want to compete on price but on customer experience and your unique ability to solve customers' problems. You can use your stories to help overcome common objections you receive, such as cost. Create powerful case studies of the specific problem you and the client were facing, why they hired you, what your strategy to solve it was, the terrific result and what the thrilled client had to say.Д¦. Set up a problem, then work through and resolve it by offering specific benefits to the customer. You don't have to be a master fiction writer to tell a powerful story. Paint a picture with your words to bring your story to life for the reader or listener. Leaving out a minute detail, which you feel may not be important, could turn out to be the deciding factor from the customer's point of view. Effective story-telling is in the details, and the more the better. One of the main principles of story-telling is to show the details of the story, and let those details speak for themselves. Ideally, you'll be able to choose your customers, instead of begging them to choose you over your competition.ДҐ. Do the little things that make for a great story so your customers will sing your praises and bring the business to you. They don't have to go out and pursue clients people come to them. For example, top mortgage brokers work to build a good reputation and thereby attract a lot of the business. Rather than pursuing customers, learn their key issues/pains/problems and how you can solve them. If you've done the first three steps well, the customers you want will be attracted to you. Stubbs вЂ“ my favorite BBQ sauce) and for good examples.Д¤. To get customers to pick their product off the shelf, companies use their product packaging and web sites to tell an intriguing story. You may have noticed this recent trend at retail when you're looking for a BBQ sauce or a bottle of wine. Create a point of differentiation between you and your competition with a story. Be proactive, and let your competition suffer the consequences of giving their sales force too broad of a brush.ДЈ. Contrary to popular belief, your customer base isn't 'everybody.' While you may have customers across all spectrums, who's going to be the most profitable customer for you, and how can you attract more of those? You don't want to be always selling to everybody. Whatever you offer, it should be low-cost but have high perceived added value.Дў.

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What is your unique selling proposition (USP)? What added value do you deliver that your competition won't? Get your customers say 'wow!' Maybe it's your unique expertise, free installation, or free delivery.

If you don't position yourself advantageously, your competition will position you and your product in a way you do not want. To develop powerful stories that sell your customers, follow these ten simple steps:ДЎ. Do what your competition fails to do effectively. Whatever your industry, you can essentially get your customers to write your best stories for you by documenting your successes through testimonials and pictures.

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This includes everything from what movie to see or restaurant to eat at, to what car to buy or contractor to hire. Social proof comes into play in all buying decisions, from the most basic to the most expensive. A behavior seems more correct to the degree that we see others doing it, and the more people doing it the better. Story-telling your way to greater profit is based on the idea of 'social proof.' When people are unsure what to do, they look at others' behavior and ask what others have done previously in the same situation. When you do, you'll find that story-telling is a powerful tool that differentiates you from your competition. So to get coveted word-of-mouth advertising, start by telling your company or product story. True stories are much more compelling and better-remembered than other information. In today's business world, boring facts and empty stats simply won't make the impression on customers that a story about someone 'just like them' will. п»їProof Positive: A Good Story Can Be Telling