What The Heck Is “Getnotdoâ€￾?

[massageblog]

“GetNotDo†article from Irene Diamond

When a prospect asks the inevitable question of “what do you do?†at a party, or networking event, how do you answer?

Do you know what to say to turn their question into a client-getting answer?
​

Most business owners (which you are if you’re in private practice) stumble and mumble over their
words when a prospective client asks,
“What do you do�
How do you answer the question?
Here is my 3 minute coaching tip for you today:
By the way, many refer to it as an “elevator speech†or “elevator pitch.â€, I call it a “Target Market Commercialâ€.
When creating a 30* second “Target Market Commercialâ€, I encourage my coaching clients to always think of my made up word, “Getnotdoâ€.
The key to an effective*â€Target Market Commercial†is to always focus on what
the CLIENT GETS, not on what YOU DO.
Most business owners talk about what they do, their job, the service they provide, the modalities, or their training, when in
reality it is much more enticing for a prospect to hear some juicy benefits you provide that can help them.
On business cards, marketing material and in your ‘elevator speech’, tell prospects what results they can expect from working with you — don’t focus on what you do.
To make your speech even more effective, incorporate who your most ideal client is into your message. When you identify your
dream client specifically, it allows them to identify themselves or someone they know who can use what you provide.
As an example — Here is my simple answer:
instead of me saying, “I’m an Active Myofascial Therapist in San Francisco†like I used to say, now
I instead say something like, “I get rid of active people’s neck and back pain, usually in only 4 sessions.â€
That’s enough to pique their interest which leads them to ask me how I do it. We then can continue the conversation because they
want to know what I do and how I can help them end their pain.
By focusing your elevator speech on “Getnotdoâ€, you’ll immediately see how much more engaged the prospect is in
what you have to say, because remember, everyone wants to know what’s in it for them, and sorry to say, they really don’t
care about you!
This simple tweak to your Target Market Commercial can create a huge shift in how your potential clients relate
to you, refer others to you, and on the success of you booking more clients, more easily.
If you would like to learn more effective strategies like this, you’ll love what you’ll learn at
Design Your Dream Practice.
To inspire other therapists reading about this “Getnotdo†strategy, please post YOUR 30 second Target Market commercial below.