What is Your Why?

What is Your "WHY"?

And in this case, it is not about your struggles with Leveraging Your Time...

There are a number of styles of networking you can do and some work well, some used to work very well, and some don't work so well. Sometimes, it matters more to choose something that works for 'that potential client'... and sometimes it is best that you find what works best for you... and that is where the problem often comes about... let me explain.

When you are trying to 'sell' to everyone you meet... you often alienate the potential clients. They begin to dread seeing you. They understand that you are going to do yet another hard sell.

When you try to employ the 'find their pain' element, many actually inflict pain on others in order to get them in a position where they will 'go with you' to get away from you. Not really a good situation for either of you...

Some will tell you what they do... how they do it... their stories... of success and how their clients like them so much for all the good they do for them...

Some will tell you everything you want to know and then start telling you their discounts and offers to make you 'not want to pass up the offer'...

What none of those approaches offer you, the prospective client or referral source, their 'why'...

Why is a why so important?

Your why matters more to them than all you do and can do for me...

Your why matters to them because your why will connect with their reason for finding someone to meet their need or pain that has passion, skill, knowledge, and experience to deal with their 'pains'.

If carefully constructed, your why will connect with your 'best potential' client's pain... and you won't have to say anything about their pain... your why will explain it well...

And here is the kicker... Your why will be heard differently by a number of people... You will reach more people by telling your why than you could with the scare - manipulate -
pain - what - story - or incredible discounts approaches.

Here is an example...

Let's say you are a lifestyle coach (Please note this is a generic example and not directed to any one person)... You are a lifestyle coach... you help people in the following categories - happiness/contentment, wellness physical and mental/emotional, motivation as it pertains to a healthy lifestyle and stress reduction.

Those are great categories... and you can help just about anyone who breathes... seriously... every living person can relate to something you provide.

So you can list those things you do - your 'what'... and this is what others may hear.

"He/She is going to tell me how I am not living right"
"He/She is going to make me feel bad about my health/weight/food choices"
"He/She is going to scrutinize my choices"
"He/She is .... add your own... "

You may also have a few people who respond well to what you do... and say 'sign me up'... but for the majority of people, they will run from you because they aren't sure of why they should go to you and why you do the lifestyle coaching. And let's be honest and real here... they will scrutinize you and see if you are truly 'perfect' and allowed to talk to anyone about lifestyles.

However, if you start with your why... you have a better chance to connect...

For example, "I am a lifestyle coach because I have lived through a number of health issues and realized that my mind, body, and soul are truly connected and when I get all three aligned, my health improved."

That is a killer 'why'. It tells people what they want to know... you are not perfect... but you understand the struggles they are going through... maybe not the exact same illness or issues, but you get it...

And then they will seek out your 'what'.

And then they will seek out your 'how'.

And then they will seek out your 'experience, skills, knowledge'.

Let's say you sell a physical product - say insurance, make up, clothing, skin care (just trying to cover a lot of types)... it really doesn't matter what your product is... it matters more what your why is...

"I use these products because I was tired of having (list your products purpose - wrinkles, dark spots, boring clothes, too much financial liability etc) and I looked for a solution. I found this (company or these products) to give me peace of mind and I could see the difference).

To make it clearer, let's say I tried anti-aging products... and I decided to sell them myself... and I need a why.

"After turning 48 this year, I was worried about looking my age... I found that Nerium actually works on the wrinkles that are starting to show, the freckles I was not fond of, and just gave me the glow on the outside I feel on the inside."

That is another killer why. It tells you why I love the products and you can relate to one or all of those points.

My 'why' for Leveraging Your Time covers the start with why principle... but it allows for others to 'begin thinking about their why'.

Here is what I say... "My name is Dannie Frey, I own Ready Set Go and I created Leveraging Your Time. I help individuals and businesses find their 'why' behind their struggles in Leveraging Your Time."

In my statement of what I own - Ready Set Go - I am indicating that I am ready to get other set to go and therefore I am ready and set to go myself.

When I state that I created Leveraging Your Time - I am telling you that I am an expert in Leveraging Your Time... I had to be in order to create it...

When I state I help others find their 'why'... it sends the message that I know my why... and if you want to find yours... we have something to talk about...

People begin to think one of three things when they hear "Leveraging Your Time"... I am bad at time management, I know why I am bad at time management, and I don't want to know what I do wrong and I am going to avoid her...

All three are great responses... here is why...

The first one - I am bad at time management... this will get them thinking about what I do and how I can help you... many of these people approach me... they joke about it... and yet, try to find out how I will treat them...

And I surprise them... when they say they are always late... or they can't say no... or other things... and I say I can help you with that... and then I drop it... they begin to feel 'safe' with me.

The second one... I know why I am bad at time management... they will come up to me and challenge me... will I tell them all they do wrong... will they get a hard sell... and then they will share with me some stories... I share some stories... and I tell them some of the things that I have struggled with... and what I did... and then it is done... they don't really want to change... they just want me to know that they know and now that we both know... I am to accept that they are this way... and to them I say... 'al-right-y then.' "You can lead a horse to water, but you can't force him to drink" is my favorite saying at times like this... and I move on. Not my potential client.

The third one - I know and I will avoid her... those crack me up... I am not going to make anyone listen to a hard sell if they aren't interested. I do go up to those people - and how do I know who they are? Because they avoid eye contact with me every time I speak about what I do... But I do go up to them and introduce myself to them and... ask them to tell me more about what they do... I send a very direct message... I am not interested in selling to anyone, let alone to someone who doesn't want to be sold too... I send a very direct message... I want to get to know you... because you are you... not a potential client.

When looking at starting any relationship - business or personal... start with your why... I bet you are thinking, 'how does that work with personal relationships?'

Same principle... when you start with why you want to get to know someone... rather than what that person can do for you... you develop a connection that builds stronger over time.

What's your why?