I recently had the joy (I’m not kidding!) of spending time with a young mom and her 3 year old daughter. Mom was a prospective client. The daughter was not.
During our meeting, the little girl was as inquisitive as little minds are want to be. She was constantly asking, “Why?”.
“Why did you wear THAT dress today, Momma?”
“Why are we in THIS restaurant, Momma?”
“why are we meeting THIS man, Momma?”
You get the idea. Non-stop questions. All to find MEANING. All to help her MAKE SENSE of the choices her mother had made.
Prospects are a lot like that, too. They want to understand ‘WHY’ they should do things—including doing business with you!
Are you giving them a clear, coherent and compelling message as an answer?
Is that ‘answer’ reflected in EVERY touch-point a prospective client might have with you and your business—and remember, often times what you DO (behavior) speaks so loudly a prospect isn’t listening what you SAY (rhetoric) in your pretty marketing materials.
If not, it’s time to think about how you can. And then, DO something about it.
Just a thought… to help you stand-out from the crowd so no one has to ask, “Why you?”. They’ll know. And you’ll both be better for it.