TF3 #031

How to STOP Selling Your Service and START Offering the Transformation

Published on
August 29, 2023
Read time
2 min

Transform Your Customers' Lives Without Sounding Like a Sleazy Salesperson

Are you tired of constantly pitching your service but barely making a dent in your sales or impact? You're not alone.

Most people focus on selling the service: "Here's my coaching package; it has A, B, and C." Yet they wonder why the clients aren’t banging on their door.

We've all heard the advice: improve your sales pitch, showcase your credentials, and social proof. Or even offer limited-time discounts. While these methods may generate some sales, they miss the point. Your customers aren't looking for another 'service.'

They’re looking for transformation.

Focus on the destination, not on the ride

Imagine you're a fitness coach.

Instead of saying, "I offer a 12-week program with nutrition and workout plans," say, "I help you become the person who loves your reflection and wakes up energized every day."

Now, you’ve got their attention!

Humans are driven by emotion and story. When you sell a transformation, you're selling a story where they are the hero.

So let's break it down:

  1. Identify the end result your customer wants.
  2. Articulate it better than they can, using their own words.
  3. Lead them from their current state (Before) to their dream state (After).

By doing this, you’re not just another coach or consultant. You’re a transformation guide.

And people will pay top dollar for a life-changing journey.

Here's another example

Say you’re a business consultant.

Instead of offering "strategic business plans," you could offer "a thriving business that lets you take weekends off."

That's what you're really selling. And when your clients can finally take a weekend off without worrying about their business, they’ll know it was worth every penny.

Building a StoryBrand: Clarify Your Message So Customers Will Listen

For those who want to dig deeper, I highly recommend "Building a StoryBrand" by Donald Miller. This book dives deep into positioning your customer as the hero and guiding them through a transformative journey.

The StoryBrand Framework can be applied across any industry. Making it invaluable for anyone looking to switch from selling a service to offering a transformation.

Weekly Challenge

The challenge for the week is simple:

  1. Identify the 'After' state your customer craves.
  2. Craft a single sentence that paints this transformation vividly.
  3. Replace your old messaging with this transformation statement wherever you can. Your website, social media, sales calls, everywhere.

Track the responses and the engagement. I bet you’ll be pleasantly surprised.

Remember, you're not just selling a service. You're offering a gateway to a better life or a better business. When you grasp this, not only do you make more sales, but you make a real difference.

Sell less, transform more. It's that simple.

Extra 3

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Until Next Week,
Pura Vida!

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