It was a man’s-man kind of day. My lawn was ticking the neighbors off being above knee-height so I figured it was time to do some mowing.
We’ve had rain and storms in my area for about two weeks so I couldn’t find the right time to get out there and mow. When I finally decided to get out there, my mower wouldn’t start. Since I also let maintenance slip on the mower it was time to rebuild it.
It felt great to step away from the computer and just get things done.
I rebuilt the mower.
Hung new shutters.
Then I installed new door hardware and a deadbolt for the back door. I also had to do some pruning (and need to again) which was therapeutic. There was no computer, no cell phone, no television involved…just physical labor.
What a fantastic day.
Know Your Target’s Mindset
When I was in the do-it-yourself home renovation mode, I felt incredible. I also felt very open to buying new tools and parts to get the job done. In fact, when I began speaking with a Home Depot employee I found the conversation stimulating.
I wanted to talk about more tools and the right tools to get things done, and I was willing to buy them right then and there. My mindset was perfect for the store and open for a sale.
It’s just as important for us to know the mindset of our target audience.
Where are they coming from? What are they doing? What do they want to accomplish? Lastly, how can we help them achieve their goals?
The Home Depot employee was perceptive and asked a lot of questions. He was genuinely interested in helping me complete my tasks. This made the interaction pleasant and very helpful. I gladly handed over my money.
Be genuinely helpful
The man that helped me wasn’t in it for a commission. He didn’t ring me out at the register. He even shared a relevant story about a similar project he completed recently. It was interesting because I was in a similar situation and his storytelling made it easy for me to say, “hey, this guy’s just like me.”
He seemed to enjoy sharing his story and didn’t act all nice to me simply because he was being paid.
Are you being genuinely helpful? Do you share your story and your outcomes with your client (if/when applicable) so they can say, “hey, we’re a lot alike. I should listen to you more,” or something similar?
Storytelling becomes storyselling
Telling stories is something we’re hard-wired to do and enjoy. Don’t you find it more engaging to listen to a story about a topic that teaches you rather than a prescriptive, do-this-do-that instructional dialogue (or lecture)?
We like stories because they are easy. We listen, we learn, we associate pieces of the story with our own lives and ourselves. When we receive information in story form it’s digestible and enjoyable.
Are you using story-telling to help you sell?
It’s an easier sale than being cutesy and crafty with your copy. In fact, it’ll likely convert more passerbys into buyers if you give it a whirl. Practice your storyselling and see for yourself just how engaged your readers, clients and even family and friends become with you.
(just a tip of the hat to Johnny B. Truant for introducing me to the concept of storyselling a while back)
Find your business zone
Get in the zone today. Immerse yourself in your work but be sure to map out your target audience’s mindset. Find out where their heads are at when they land on your website, call you on Skype or email you with questions.
Show you care by being genuinely helpful by answering questions and going the extra mile.
Share a story with them to entertain, teach, and leave you both better for the interaction. Then share your thoughts with me in the comments…