I am talking about your business focus of course!

In a previous post (Attention Getting Message), we discussed the merits of keeping your message focused and thinkign about the specific problems you solve for your clients and prospects. There is a obvious objection to that and here it is: “But I serve a wide range of clients with different problems and I want to make sure I cover every possible issue so I don’t miss someone, and therefore miss out on business”.

Believe me, I get that. I’ve done it. The irony is you probably CAN solve a range of problems. However if you focus your message to a few specific areas that you are passionate about here’s the benefit: People will get what you do and if they have a related problem they will ASK YOU IF YOU CAN HELP THEM TOO.

For example our program is primarily aimed at helping small, service companies attract more clients consistently. If you are a manufacturing company can we help you? Probably, it depends on your issues and what you want to do about them. However if you are putting out a vague message (and I have heard people say this) that you can help anyone who “has a house” for example, it is so broad that prospects generally don’t bother to try and qualify or disqualify themselves or others on that basis.

Try it - what are you passionate about? What problem do you ideally want to work on with that best/ideal client. That is probably the message you will benefit from sending - keep it tightly to that and see what response you get…..