Want to Freeze Your Tail Off in Cold Water?
When I saw the flyer on the wall at the Y proclaiming, "Beginner Swim Lessons!"
My first thought was, "That sounds awful. Dreadful! Freezing cold. NO."
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In these parts, it’s still snowing on the regular.
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Then I read a little farther down: "Teach your child to float, swim to the wall, and exit safely." I moved to being curious, and kept scanning.
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Then the flyer said, "Drowning is the second leading cause of death among children in Idaho."
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Suddenly, I was a HECK YEAH. I went to the desk and signed up.
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I didn't ask about the price.
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How you position what you sell matters. "Swim Lessons" sounded like an opportunity to be miserably cold for 50 minutes. But when the risk of drowning was contrasted with the result of getting my kid closer to water safety, I couldn't sign up fast enough, and I was indifferent to the price.
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In case I'm not being overt enough...
For some business owners, "Meet with your accountant monthly to discuss financials," sounds like an opportunity to be miserable for 50 minutes.
Instead, consider discussing the risk of not understanding money, offering a safe place to learn how money moves through her business into her personal life, and offering to transform her knee-jerk money fear into money confidence.
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“Swim Lessons In March!” may as well be marketed (to me) as “Freeze Your Butt Off In Cold Water!”
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Don’t assume your audience can connect the dots between what you offer and how it can help them.
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