How One Sentence Can Help You Grow Your Business

1. Skillshare Stand Out Intro Video Revised: Hi, I'm Laurie. I help entrepreneurs and freelancers. Start out and stand out if you've been wanting to get more customers or you're just starting out and you're not sure how to get your first customers Or maybe you've been wondering how you can differentiate yourself from your competitors and stand out. This is the course for you. Many people don't spend a whole lot of time thinking about how they introduce themselves, whether online or in person. But if you don't spend the time to craft a really great introduction, you're gonna lose people's attention because you're just not saying the things that are most important to them. In this course, we're going to go through a tried and true formula for crafting an introduction that's gonna turn heads, get people excited about what you're doing, get you more referrals than ever and get you more customers. So if you've been wanting to get more customers, strap in, get yourself ready to learn a new way to introduce yourself, and I'll see you on the videos 2. Welcome to The Turn Heads Formula Course!: Welcome to the course. I'm so glad you're here. I can't wait to see how interesting your introduction is when we're through with this. But before we get started, go ahead and start your class project. I want you to pretend that you've gone to a networking event and someone has asked you What do you do? Answer that question. As you would answer right now before the training so that we'll have a true mark of where you started and where you got to. I can't wait to see how you introduce yourself when you're done with the class and to see your progress. So get started. Now start your class project and I'll see you in the first lesson. 3. Turn Heads Formula - Step 1: before you can start crafting an introduction for yourself that will turn heads, you need to list out all of the things that you dio. This may seem really basic, but we need to figure out all the things that we do so that we can narrow that list down to the things we absolutely love doing so that we can talk more about that and carve out a true nature for ourselves doing exactly what we love. So let's get into it. Okay, so let's talk about what you do. We need to start with the basics. As I mentioned in my intro, This is a really important first step. For one thing, we do a lot more than we think we dio. If you don't ever take time to sit and think through all the things that you do, it's really hard to have a really good big picture of everything that you do for your customers. So taking a few minutes to write down every single thing that you do with and for your customers will really give you this big picture view of what it is you're doing. You need to take it from the beginning to the end, so that your thinking through what you do when you start working with a customer all the way through doing the work and then delivering the work. So let's practice a little bit with a Web designer. I used to be a Web designer, so let's kind of walk through what I used to do before, during and after I worked with clients. So in the planning phase, I would have a meeting with my client. We would talk about what they want their website to end up looking like what their dreams are if they have a logo. You know all those beginning things that you need to do as a Web designer to make sure that you fully understand the scope of the project and that you're going to deliver a product to your customer that they're going to be really pleased with. The next thing I would do is start designing the website or logo elements, sometimes social media elements, and make sure that I'm getting approval on those things before I move forward and actually start coating the website. Then I start doing the website coating. So this is This includes installing WordPress making sure I have all the plug ins that they need for functionality and security doing the website coating so that the website ends up looking like the design that I created in the first place. There's a lot that goes into the website coating. There are some things that I enjoyed and some things that I didn't enjoy so much. But when I was writing out all the things that I did, I would want to include all those little things that I did within the website coating. So then you know, installing the plug ins, doing the code, making sure that the website is responsive, etcetera. And then I would deliver the website to my customer, make sure they knew how to use it and then I would maintain the site once they started using it and there were any updates or changes that they needed to make. Now it's your turn. Take a few minutes to go open a Google doc and right out everything that you dio. If you haven't already started your class project writing out exactly how you would introduce yourself at a networking event and answer the question, what do you do? Go start your class project now and I'll see you in the next lesson 4. Turn Heads Formula - Step 2: Now that you've listed out everything that you do, go back to your brainstorming document and either put an asterisk next to the ones that you absolutely love doing or cross off the ones that you don't. We don't want to talk about things that we don't enjoy doing. We want to talk about three exact things that light us up and get us so excited to work when you get up in the morning. There are things that you look forward to and things that you dread. We don't want to focus on the things that we dread. We want to talk more about the things that we do that we absolutely love. So go back through your list, Mark the ones you love, take out the ones you don't love and I'll see you in the next video. 5. Turn Heads Formula - Step 3: Now that we've gone through and identified the tasks that you love doing, it's time to do a little bit of work about the people you're gonna work with. We need to find the common threads so that we know exactly how to craft our introduction to speak directly to those people. So let's jump into the lesson. Okay, let's talk about finding the common threads in who you work with. I want to first make a very important distinction here. There is such a thing as the difference between good clients and bad clients. If you have been in your industry for a while, serving customers or clients, you know that there have been some that you enjoyed working with and some that you didn't enjoy so much so we only want to think about these customers that we really enjoyed working with. You want to go for gold here? You want to really make sure that you're focusing on the people that best fit who you love to work with. So we're really gonna shoot for the stars here? We're really not going to focus at all on anybody that we don't enjoy serving. So like I said, If you have been in business for a while and you have some projects that you've completed with customers, think back through those projects and try to remember which ones you had the most enjoyment . Working with the ones you are most excited about getting started or getting up every day and working on those projects. Those are the ones that we really want to focus on right here, and then see if we can find a common thread in those. So what are some common thread? Examples. Maybe they have the same lifestyle. Maybe they're really into fitness or their vegan. They have a certain way of eating or something that they do is within a certain lifestyle. Maybe you need to focus on somebody who's in a specific industry if you're a business to business company and you work with some people in some industries and others and others. But she had a better time working with people in one industry over the others focus on that . They could be at a certain point in their journey. Maybe they're trying to lose weight, and they've tried over and over, and they haven't found success. Maybe they were losing weight and they got to a plateau and they can't finish losing the weight that they wanted to lose. Or maybe you're working with somebody who's starting a business there, either at the very beginning part of their business. Or they've hit some kind of level in their business where they really want to get over the hump and move on to the next part of their journey. Or it could be a certain demographic of people. Maybe you like to work with young mothers who have a husband who works, and they're trying to start a business on the side. Maybe you work with older people who are about to transition into retirement and want to have something to look forward to every day once they're not working anymore. So now it's your turn. Go ahead and go back to that Google document that you created earlier and captured those common threads of the customers that you have worked with in the past that you enjoyed working with or, if you're completely new, brainstorm who you think you would enjoy working with most and put those down, see in the next lesson 6. Turn Heads Formula - Step 4: Now that we've identified who we love to work with, we need to start thinking about the pains that keep them up at night. So let's jump into this lesson and see how we can identify these pain things. Okay, let's look at these pain points that your customers might have or the problems that you might solve now. The last step that we did, making sure that we're thinking through who are best customers are and not focusing on those worst customers. It was a very important step because their pain points could vary widely. So you want to think back to the best clients that you've had and try to get into their head. You want to say things that they would actually be saying before they hire you. So if you can try to really put yourself into their shoes. So let's take an example of me as a Web designer working with somebody who has not yet hired me thes air, some of the things they may be thinking. The website that I have now looks really unprofessional. I pieced it together myself. It just doesn't look very cohesive or professional. Maybe they're thinking I don't feel successful because I haven't put this investment in myself to make my company look as professional as I wanted to. And so I don't feel very successful right now because I feel like I'm just kind of playing a part that I don't actually look like I'm playing. Maybe they're embarrassed to send people to it and there thinking, God, I just if it just look better, I could get more clients because I I won't even send people to my website right now because I'm so embarrassed by it. Or maybe they're thinking my branding across all these platforms that I'm using totally sucks. There's no cohesiveness. There's no way to know for sure that what's being posted on Facebook is for sure, coming from me because everything looks different than what it does on my website. Now it's your turn. Go back to the document that you've been brainstorming in and write down the exact thoughts that your customers might have right before they hire you, make sure they're really juicy. You really want to get into their pains, their fears, their frustrations and make sure that you're addressing topics that keep them up at night, keep them from moving forward or feeling like the best version of themselves, and I'll see in the next lesson 7. Turn Heads Formula - Step 5: okay, We're about to get the very last step before you start putting it all together. It's time to start thinking about the results you get now. A lot of times people want to talk about their features, and they forget to talk about the benefits. So this lesson is gonna help you walk through a way to speak to the customers. Pain points in a way that tells them that you're the person who can help them solve their problem. So let's jump in, okay, It's time to talk about the results that you get The rial reason people hire you were really starting to get into the really exciting part. So besides, pain points, the results you get rule. It's the second most important piece of the whole puzzle, making sure that you can speak directly to the results that you get. Obviously, if you can't solve the problem, why would someone hire you? Right. But be careful not to exclude your clients pain. It's really important for you to address that. So if you missed the last lesson, please go back and make sure that you've written out really good descriptive pain points that your customers have the pain and the results go hand in hand. Let's take just a minute here and talk about pain and results. I'm gonna be a little bit tough, lovey with you and tell you nobody cares what you dio. I know you want to talk about it. You want to tell people what it is you do. It's just not what people care about. People only care how you can help them. People are selfish. Sometimes we wish they weren't, but they just are. If you can speak to their pain, it will unite you to your customer. So if you do that and you do it well and you're able to speak to the exact pains and frustrations that they're currently feeling, they're going to say to themselves, This person totally gets me. They know exactly where I am. I should listen because maybe they can help me. They know right where I am. Then that's where you have to take your results and tell them how you can ease their pain with the results that you get. So, for instance, as a Web designer, nobody's hiring me and paying me thousands of dollars to make them a pretty website. Yes, they want a good looking website, but the reason they want that is because they want to appear more professional and get more customers. If you remember how we talk about in the last lesson about people saying, I just can't send people to my website because I'm embarrassed about it. The reason they want to send people there is so they can make more money and get more customers. So the results must directly tie to the pain that they're feeling. But they must be about what they're going to help your customer do as a result of working with you. Now it's your turn. What do your results really do for your customers? Go back to your Google doc that you've been brainstorming in and make sure you can write down very clearly what results you get for your customers. And I'll see you in the next lesson where we're gonna put it all together, and this is where the fun really starts. 8. Turn Heads Formula - Craft Your Killer Introduction: all right. It's time to put everything together and craft your introduction. Now, if you've jumped ahead here and you've not watched all the videos ahead of this, I applaud your enthusiasm. I really do. But all of the work that we've done so far is going to inform everything that you need to use to put into your formula to get your great introduction. So if you haven't watched all those videos, I would urge you to go back and do all that brainstorming work so that you can make sure that the introduction that you craft is the best possible introduction. So let's get into it. All right, so let's jump into it. I know you're ready to put everything that you've done so far into action and get your turn heads formula all put together. Several elements combined to make this a great formula to use. First of all, it's in the right order. You may be saying a lot of the right things, but if you're not putting them in the right order, you're not going to grab people's attention because you're putting the most important information. Maybe somewhere in the middle or at the end and people aren't listening that far into it. If they if you lose their interest on the fern and you're not going to gain it back on the back end, it's not gonna be your title or your job or even the company that you work for. Okay, so if you are going to include that, it's gonna be very minimal, and it will probably be at the end. It gets attention immediately. Like I said earlier, you want to grab the attention of the people who you were hoping are your target audience right away, and it doesn't focus on you. A lot of times when somebody asked me what you do, you focus a lot on what tasks you do or what your job title is, and really, that's not going to help you get customers. You need to focus on the other person, even though somebody's asking what you do there really asking, What can you do for me? So here's a real life example. OK, we've got a financial advisor. Maybe this is somebody who has really thought through what he does. He knows all the things that he does. He explains it in a way that he feels is very thoroughly when he's introducing himself to people. But this is where he starts. I'm a financial advisor who helps people understand the difference between different investments and strategies. So here we go work. First of all, he's introducing himself with his title. Nobody really cares about your title. They only care again what you can do for them. And then he starts talking about some of the tasks that he does in his job. He helps people understand the difference between different investments and strategies. And while that's all well and okay, you can talk about some of the things that you do. He's not really telling people why that why this makes a difference for them. So let's look at a better example. Using the formula of how he could introduce himself, I help inexperienced investors who are scared that they've waited too long to start investing, understand exactly what products and strategies they need to employ right now to reach the wealth they need for retirement, depending on how long they have to save. So, yes, this is a little bit more lengthy, but you're talking exactly to the right people. So if he were introducing himself to me and I'm in an inexperienced investor and I have waited a long time to start investing. I'm not sure if I have enough time to save up the wealth that I'm gonna need in retirement . He's speaking exactly to me, so he really catches the attention right away. He talks more about the results that he gets in addition to what he does. He tells you why it's important. So let's talk about this formula here. It is who you helped, first of all, and you want to focus on your favorite people to help, right? So if you have ah kind of client that just really get you excited to work with them, focus on that. And if you say more of those kinds of things that those people are listening for, you're going to get more of those kinds of clients. The result. You get allude to a common pain point that they may have in the Financial Advisor one. He alluded to the pain point that people are scared that they're not gonna have enough money to retire and your service, which is optional. So if it wasn't clear at the end of his statement that he's a financial adviser. He could go ahead and throw in. I'm a financial advisor so I can sit down and talk with you about all these products. So the order is the key. You want to grab attention first, and we've already talked about this. I don't want to harp on it, but it is so very important. You have to speak directly to the people that you want to serve. Include a pain point, if possible, clearly state the results that you get and include the how if necessary. Here's another real life example. There are people who are nutritionists, and a lot of times they'll say I don't I really don't know what to say. You know, I do so many different things with so many different people. But again, if you apply the formula and you do all the work up until the formula so that you know exactly what you do and what you love to do and who you love to do it with, you can craft a really great introduction like this. I help people who have struggled with weight loss their entire life create monthly meal plans full of delicious, easy to make meals that shed pounds effortlessly so she may actually do more than just create meal plans. But she loves creating male plans, and she loves helping. People who've struggled with weight loss their entire life start seeing results. So that's the kind of people that she wants to work with more. And this is exactly who she's speaking to. Now it's your turn. I want you to go back to that brainstorming document that you've been working in all this time and right at least 10 phrases. I want you to mix and match the information that you wrote down about what you do, what you love to do exactly who you like to work with, exactly what point they are in their journey, or what pain point they're struggling with right now. Combine that all into at least 10 phrases so that you can have something to start with and then start refining from there, and I'll see in the next lesson 9. Turn Heads Formula - Refine and Memorize: all right. Now that you have some down, it's time to really start refining them and making them your own. You have to be able to say them and feel authentic when you're saying it. So say them out loud several times and tweak where it doesn't feel right. Keep in mind that using an introduction online and in person can sometimes be a little bit different. You might have to adjust it a little way this way or that, depending on if you're using it online or in person. That's fine. Just make sure that it's essentially the same message so that when you introduce yourself to someone and then they later come find you online that they're seeing the same messaging . If you can practice these with somebody who can help you tweak, make sure that you're doing using the most heavy hitting ones and really hitting the pain points of your customers and speaking to exactly who you like toe work with. That would be the best case scenario. Make sure that you once you find one that you love that you memorize it. It will be nerve racking when you start doing this, not a whole lot of people are doing introductions like this, but remember that not a whole lot of people are killing it in sales, either. Right? People are struggling to get customers, so we don't want to do what everybody else is doing. We want to stand out so you might feel a little bit nervous when you start introducing yourself like this, especially in person. So you want to make sure that you haven't really memorized very thoroughly because you'll be nervous and you'll forget what you want to say. So practice it in your car, in your kitchen, in the shower. Make sure that when you're saying it, it feels like something that doesn't feel forced or unnatural. Make sure that you're really comfortable with it, and you are going to impress people left and right. You're really gonna perk up that years of people who are your ideal customer or you're going to get people saying I know somebody who needs your help. Can I get your business card so I can pass that information along Once you start speaking to people in a way that makes sense to them and that their hearing what they need to hear As soon as you start talking, you are going to get more customers and more referrals than ever. Don't forget to go back to your class project and put in your new revised introduction. And I can't wait to see how far you've come from the beginning. Up until now, make sure to ask for feedback so that you can make sure the have your best introduction possible and start using it and get more customers. I cannot wait to hear how you've done.