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A lot of what we do in a service based business inside our heads, right? It’s our thoughts. And it can be tricky to sell that because we can feel like it’s hidden, only we have access to it.
When you create a Signature System, you extract that information and turn it into visual models. You can then use those visual models to sell what it is that you do. That’s one of the great benefits of having a Signature System with Visual Models.
The Elements of A Signature System
A Signature System usually needs four visual models.
What are the four models that you need, and how do you use them to sell what you do?
- The first of those is the success model. And the success model is all about, what are the key ingredients you’re clients need to master to achieve success?
- The second model you need is the the educate model. And the educate model is all about what your clients need to do to get that result, to get what success looks like for them.
- The third model is about the excite model. The excite model is all about the journey. What is the journey that your client goes on? And this is about the experience and the emotion and feeling of the journey, through the stages of the process.
- And finally you need the yes model, which is all about showing your clients the benefits and having them say, “Yes, yes, yes,” to having them work with you.
Those are the four models that you need to sell your thoughts.
When you’ve got those four models created, you can present them in a particular order to create a pitch.
You can use these four models in either a five minute pitch, or if you’re doing a speaking gig and you’ve got a 30 minute slot, or you might be running a half day workshop, or a longer programme … whether that’s online or in person. For all of these things, you can use these models to contract or expand the information and present it in a clear and precise, succinct way.
The Pitch Script
Let me share with you how to then take those four models and present them as a pitch. It goes like this.
“This is the journey of someone who wants to …” and then you insert what is the end result that your client wants? Say for example you want to be the go-to expert. This is a journey of someone who wants to be the go-to expert in their field. And then I’ll insert my excite model. For me, that’s my rocket model. This is the journey of someone who wants to be the go-to expert, insert excite model.
Then I’ll say, “and if you want to be the go-to expert in your field, these are the three key things you need to master”. Insert my success model. And so you’ll see in my success model, I’ve got zone of genius, experience, and signature system.
Then I’ll say, “and this is how you do it” and I’ll insert my educate model which is the step-by-step process … these are the things that we need to do.
And finally, and “when you follow this proven system, these are the benefits”. And then I insert my yes model.
And that’s it. You create your four models and then you present them in that way, with that script that I just gave you, and there you go. You have a pitch. Whether it’s five minutes, expand it to longer presentations, and you can be on brand, consistent, and on message every single time.
Renée Hasseldine works with coaches, experts & thought leaders to turn what is in their brilliant minds into powerful signature systems using visual models. Her knack for extracting and unpacking thoughts and turning them into unique intellectual property is sheer genius.