You know what’s even harder to answer than What makes you the best choice? — trying to answer that question for someone else.
Imagine a supposed dream scenario—your client is thrilled with your service and eager to recommend you. Picture that moment. Now, write down exactly what you’d want them to say. Not a vague compliment or a generic endorsement — _precise_language that captures the value you deliver.
If you don’t define it, they’ll improvise. Chances are, their vague version won’t be nearly as powerful as you hope. And that ultimately results in wasted effort for both of you.
There are many ways to get this right, but keep this in mind: a lack of specificity makes it harder for people to refer you.
– Broad, unfocused positioning fades into the background noise.
– A well-defined specialty helps potential clients see you as the solution and ask for your contact info.
– If people struggle to describe what you do, they’ll likely say nothing at all.
And yes, I know you probably offer more than one service—so do I. Yet, you all know me as ‘the pricing mentor’ because it’s the shortest, clearest way to sum up what I do. Out of everything I offer, I had to highlight the one thing that sparks curiosity and makes potential clients want to learn more.
**Because, when the moment comes, a recommendation will become a reference only if it’s relevant, memorable, and clear.**