I always learn something at the CEED workshops I attend, and this week was no exception.  It’s funny… many times as the speakers start out on something that seems familiar, I think, ‘Oh we did this a few weeks ago with someone else’.  And then, they continue on and I find it’s got a different twist on it.  There is always something new to learn in life.

This week the workshop was put on by Tom Jackson of Sandler Training. Tom uses his years of experience in Sales to train people and teams how to better their Sales processes. There were many parts of this session that were helpful, but the one that stood out to me was the area where we worked on our “30 Second Commercial”. With my networking this is something I am always trying to improve and Sandler’s method is great for making the point.

Where does the pain factor in?  Well, it’s not about having pain from doing sales, as you may have thought.  Tom showed us how to take the pain of our clients, the reasons why they hire us, and turn it into a statement that can really hit home with prospective clients. They can easily understand from your statement the benefit in working with you.

One of the pains for clients looking to hire a VA is time. Many are trapped in a cycle of spending too much time on tasks that need to get done, but ones which someone else could do. It’s work they do not specialize in and can take longer to do, which then gets frustrating (this is the pain) because this keeps them from doing the real work of the business (more pain).  This  work generally is that which directly generates their revenue, and ultimately their success!

Tom showed us how to turn this into a great statement to use when making your “pitch”. It takes  a bit of thinking to figure out what the “pain” is, but once you do it’s easy to turn it into a good part of your “30 Second commercial”.

As with most of these workshops, I leave with some great ideas, but with more work to do, so I can use these ideas to make my business grow and prosper.

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