Get ready for the “Why should I do business with you?” question
When you meet people in person
“In 15 words or less…why should I do business with you?” I learned this in a rather harsh manner. I spoke at a networking group near San Francisco. Afterwards, a man walked up, slammed his fists on the table and said, “In 15 words or less…why should I do business with you?” I did not have a good response. I did have a good long drive back to Sacramento. By the time I got back home, I had a few good responses. You need a good response. After you have created an elevator pitch and are comfortable presenting it, condense it even further. You might meet someone who has heard hundreds of elevator pitches and wants something even more concise. They may want 15 words. You have to be ready.
When you have an answer, you look competent and invite new business. If you don’t have one, you may end up looking inexperienced to a prospect. I am sharing a few more similar responses for your review. They’re all 15 words or fewer.
- I can turn your problems into solutions.
- I’ve been doing this since ****.
- I can turn your problems into solutions. How can I help you today?
- I’m a business owner too. This works for me and my business.
- My customers are jumping for joy!
- I was skeptical at first, but I gave it a shot. It works great!
- My product is not the cheapest, but it is the best value.
- You won’t have to think about **** anymore.
- Pay me to think about ****. You’re running a business.
- It works. It works right. You won’t have to think about it at midnight.
Embrace one of these or create one of your own. I have created a worksheet to help you answer the “Why should I do business with you?” question. Visit http://idealcustomer.net for more information. Get ready for this question. You may need a 15-word response tomorrow.
When you create online profiles
In addition to face-to-face meetings, you will need this online. Online services such as Facebook, LinkedIn and Twitter ask for a summary or headline. These are very short. You can take your 15 word response and use that as your Facebook and Twitter summary. You can use your 15 word response as your LinkedIn headline.
This will work to your benefit. When people search for the products and services you offer, they will see your name and your summary. If you employed a strong 15 word response and used that as your summary, you will get your summary in front of people who want to buy what you are selling. At the end of the day, we’re all asking: “why should I do business with…” Give yourself a fighting chance. Write a good response.