September 13, 2019
Question from reader Rod Aparicio
You may recall a recent message where I talked about the importance of shifting your mindset from “I do $thing” to “I know how to do $thing”.
(You can search your inbox for “know how” to pull up a couple of emails about it.)
The examples I gave were:
“I build know how to build blazing fast software.”
“I design know how to design beautiful websites.”
“I write know how to write amazing sales copy.”
“I take know how to take gorgeous photos.”
Reader Rod Aparicio wrote in with a great follow-up question (shared with permission, bold mine):
Hi, Jonathan!
This know-how email really struck me. My question is: how do you articulate this ‘know how’ to do your craft - especially in a YOU focus approach?
Thanks for the daily email blast. Love your content and you’re quite inspiring. :)
Yours,
Rod
And here’s what I wrote back:
Hi Rod,
Thanks for your question! Here’s how I would articulate things in a you-focused way using the examples from my initial email:
"I help people build blazing fast software."
"I help people design beautiful websites."
"I help people write amazing sales copy."
"I help people take gorgeous photos."
—J
Ideally, one would get way WAY more specific than "people" as their target market by asking questions like:
"Who do I most want to help?"
"Who would stand to benefit the most from my help?"
"Who has the most urgent need of my help?"
If you can identify a target market that you would love to support AND that urgently needs the big benefits that you can provide them, you’ll have hit a home run.
Yours,
—J
P.S. Would you like some help identifying your ideal buyer? We’re going to work on exactly that in the fourth module of the Ditching Hourly Workshop in October.
Attendance is limited to 12 participants, so REGISTER NOW if you’re thinking about joining us.
Special bonus just for you as a reader of my daily list: Use coupon code DHWLIST at checkout for $300 off while seats remain. The coupon runs out this weekend, so don’t miss out.