The document provides guidance on targeting buyers, defining your value, selling solutions, and getting attention. It recommends identifying your target market's values, concerns, and wants to hit their "sweet spot." It also suggests clarifying the problems you solve, the results you produce, and what differentiates you. When selling solutions, speak briefly, believably, and tell a story focused on results. Finally, the document advises starting conversations to arouse curiosity and ask questions to pique interest.

1. Target Your Buyers
Hit their sweet spot

2. Who are they?
 What do they value?
 What are their concerns?
 What do they want to know?

3. Define your value to Clients
 Clarify: Problem(s) you solve
 Define: Results you produce
 Differentiate: What makes you different?

4. Selling Solutions
 Be brief, believable, specific
 Simple language
 Tell a story — focus on results,
not process

5. Get Their Attention
 Start conversations
 Arouse curiosity
 Ask questions
 Whet their appetite for more

6. Audio Logo Sample
 I cure consultants paralyzed by procrastination.
 I show them how to transform the big picture into step by
step actions that move them closer to their goals.
 I am working with the owner of a bookkeeping business
to clarify where she is now and where she wants to go.
We will identify and clear the obstacles that have kept
her stuck, then we’ll create step by step action plans that
move her towards her goals.
 I help consultants turn ideas into actions. I am Judy
Baker and my business is Completely Creative.

7. Your Audio Logo
 I work with ____________(target market)
 Who _________ (have these challenges)
 I help them get: _____________ (results)
 A good example is: ________________
(tell a story that includes all these elements)
 My name is _________________________

8. Audio Logo Exercise
 2 minutes to create your message
 1 minute to present your message
 Everyone gets a turn
 Stop when you hear the timer
 Pass business cards when asked

9. Your Audio Logo
 I work with ____________(target market)
 Who _________ (have these challenges)
 I help them get: _____________ (results)
 A good example is: ________________
(tell a story that includes all these elements)
 My name is _________________________