YOUR STORY
- Describe how you got started on your journey, how did you pick your offer, service/product
- Describe an obstacle you faced and that you overcame
- Describe how that obstacle pushed you to create something better, to create the solution that you’re now offering to the market, and most importantly how it turned you into a shark [a new character that others aspire to be like OR achieve a state that others aspire to be in]
- Describe the outcome from this transformation or solution.
- Describe your new purpose.
WHY DO PEOPLE BUY YOUR SERVICE?
WHO IS OUR IDEAL CLIENT?
- Describe who can benefit from your product or service.
- You can add a list of three avatar with similar attributes
What is the before state of most of our customers?
The points that you add here, should cover the state in which you were in before you found the solution OR that your prospects are in before they experience your product or service. Add as many points as possible, please! This part is crucial and if you can’t describe their current situation, you won’t create a sales argument, a piece of content or any asset that resonates with your audience.
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What is the after state - once customers have gone through the product/service:
Please add as many points as possible around the change that happens once you, your customers go through your product or service.
This new state should appeal to the basic desires that guide all meaningful behavior of every human being: The desires are power, independence, curiosity, acceptance, order, saving, honor, idealism, social contact, family, status, vengeance, romance, eating, physical exercise, and tranquility.
OUR COMPETITIVE EDGE:
This part will be for those who have actually used the product/service being sold to experience the transformation.
If you have gone through the same transformation that you’re selling to prospects, please explain it below!
- Promise: are you promising them an outcome that is attractive?
- Probability of achieving the outcome: does it seem like it's highly probable that the prospect will achieve the outcome?
- Effort/sacrifice: Does the customer need to do a lot or sacrifice a lot to achieve the outcome?
- How fast can they get there?
Do you have features that solve the 4 key points above?
Market’s problems, the Solutions delivered by your service AND the Benefits of having these solutions.
In order to solve the big problem and deliver the big claim, your product/service normally solves many small problems…
Take the time to list out all the problems that are solved before you get to deliver the final desired outcome.
It is crucial to separate the description of the solution from the benefits. Be as detailed as possible as it will help you out when creating your sales assets.
- PROBLEM OR OBSTACLE #1
Description of the problem: Describe the problem, describe the effect it has on your ideal prospects, dig deep and cover the impact of this problem on all areas of their lives. Describe the problem - Describe the symptoms - Describe the impact of the symptoms on their lives.
Solution: What feature is used to solve the problem
Benefits: What are the benefits of solving the problem, leverage the basic desires.
Describe the outcome - Describe the symptoms of the outcome - Describe the impact of the symptoms of the outcome on their lives.
- PROBLEM OR OBSTACLE #2
Description of the problem: Describe the problem, describe the effect it has on your ideal prospects, dig deep and cover the impact of this problem on all areas of their lives. Describe the problem - Describe the symptoms - Describe the impact of the symptoms on their lives.
Solution: What feature is used to solve the problem
Benefits: What are the benefits of solving the problem, leverage the basic desires.
Describe the outcome - Describe the symptoms of the outcome - Describe the impact of the symptoms of the outcome on their lives.
- PROBLEM OR OBSTACLE #3
Description of the problem: Describe the problem, describe the effect it has on your ideal prospects, dig deep and cover the impact of this problem on all areas of their lives. Describe the problem - Describe the symptoms - Describe the impact of the symptoms on their lives.
Solution: What feature is used to solve the problem
Benefits: What are the benefits of solving the problem, leverage the basic desires.
Describe the outcome - Describe the symptoms of the outcome - Describe the impact of the symptoms of the outcome on their lives.