BRX Pro Tip: Add More Detail
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, here’s a communication tip. Certainly in sales and marketing, sometimes the answer is add more detail.
Lee Kantor: [00:00:13] Yeah. When you’re telling a story or a success story or kind of an anecdote about why or how your service works, it is so important to add really specific personal details. Don’t be afraid of adding the elements where things didn’t work perfectly. Don’t be afraid of being vulnerable and authentic. This will help you create that level of intimacy and trust, and it will make your story more powerful and more memorable and persuasive.
Lee Kantor: [00:00:46] So when you’re telling a success story or recounting how a client or somebody has used your service, get into the weeds, talk about how, look, at first they didn’t trust me. They didn’t believe what I was telling them. And I did this, that, and this, and that helped them really understand. Or, in my business, I tell everybody, here’s the phone number of all my clients. Go call them all. You know, at Business RadioX we’re fortunate that all of our work is published. Anybody, we tell people all the time, “Hey, all of our work is published. Go on the website. Go, you can see all of our clients. Go, call them up.” I mean, we’re not hiding anything. Everything is out for the public to see.
Lee Kantor: [00:01:25] And when you’re that vulnerable and you’re that authentic, then that helps you build trust that people see that “Hey, this does work. Hey, this is – if it worked for this person, it can work for me.” So, don’t be afraid to kind of get in the weeds and share kind of the good, the bad, the ugly in order to really give that person you’re telling the story to all the details so that they can make informed decisions.
