No 3 – Look who’s talking
The tone of your story can take on a completely different perspective if you change who is narrating your script.
By that I mean don’t always assume that it has to be you talking to your prospect, if you’re not careful you may end up talking AT, not to your audience, and the last thing we want to do is turn off you next source of income!
Think carefully about what sort of stories work best.
It is often said that ten words from an existing customer is worth one hundred words from you, that’s why so many companies use testimonials.
Whereas you might not get a specific customer to agree to star in your Dynamic Illustration, we can put together a solution profile. This will be a script that reads like a case study but, either doesn’t mention a company or uses a fictitious company and highlights;
- The pain before.
- Your solution
- The result after
It is an established yet nonetheless powerful way to get your message across and is consistently the most successful approach.
It’s not what’s being said, it’s who’s saying it.