9. Then apply the litmus test
1. Who are you?
2. Why should I care?
3. What problems are you
going to solve for me?
4. What makes your product
or service different from
any other?
5. Prove it.
www.simpystatedbusiness.com
10. Who are you?
–Think elevator pitch
• Keep it simple
• Keep it clear
• Keep it uniquely yours
–Keep it brief
–Right now THEY
don’t care about you
www.simplystatedbusiness.com
11. Why should I care?
–You understand
their challenges
–You have solutions
–Your prospect will
save time & money
www.simplystatedbusiness.com
12. What problems?
–Describe specific
problems/frustrations
–Show you
understand them
–Reveal shared
experiences
www.simplystatedbusiness.com
13. What’s different?
–Present your unique
offering
–Describe what’s
different
–Focus on benefits to
the prospect
www.simplystatedbusiness.com
14. Prove it
–Provide a solution
–Disclose your
experience
–Offer success
stories
–Stand behind your
offer
www.simplystatedbusiness.com
15. The points may be in a
different order
and probably will be
www.simplystatedbusiness.com
16. Starting with
your prospect’s
challenge
www.simplystatedbusiness.com
17. After reading your marketing
your prospect
should have all
five answers
www.simplystatedbusiness.com
18. 1. Who are you?
2. Why should I care?
3. What problems will
you solve?
4. What’s different
about you?
5. Prove it.
www.simplystatedbusiness.com