How to Use Your Signature Story to Get Ideal Clients

Written by Christine Kane

How to Use Your Signature Story to Get Ideal ClientsWhen I teach students how to get more clients using your signature story, I get pushback. The idea of revealing the bare truth about ourselves is something that solo business owners struggle with. After all, aren’t we supposed to be experts in the know?

My students ask me:

How vulnerable should I be?

How much should prospects know about my story, my “why?”

In other words:

If I share this stuff, will I still be seen as professional?

One of my signature stories happened ages ago. The setting was a freezing cold room with cinderblock walls in New York City’s East Village. I laid between the threadbare sheets, questioning my existence, pondering a degree in accounting.
You’d think I was primed and ready for a Spielberg-like spiritual breakthrough involving some angels. Or, at the very least, a spaceship.

But what happened instead?

A cockroach walked across my face.

(Yes, this really happened.)

Now, why on earth would I share this story?

Because it was a breakthrough moment for me. Plus, it shows that you can Uplevel your life or business regardless of the circumstances that surround you. Or crawl on you. (Plus, it’s pretty hysterical to me now.)

I constantly hear from students of the Uplevel Your Life Mastery Program that the “cockroach” story was what made them decide to sign up to work with me!

So, when it comes to your story, here’s the million-dollar truth:

You must tell your story.

It doesn’t have to include cockroaches.

But it does need to open your prospect’s heart and give meaning to WHY you do what you do.

As a solo business owner, your signature story builds trust and creates a memorable brand. It positions you.

There are three reasons for this:

1 – People remember stories.

Your prospect might not remember the first thing you said with your facts, features or data…

…but tell her about the time you got laid off the same day as your husband and that’s what propelled both of you to start a business?

THAT is what she will remember.

That’s because stories are visceral.

Stories are universal. They connect with our hearts.

How to Use Your Signature Story to Get Ideal Clients2 – People need connection.

More than ever, we’re all seeking deeper connection beyond just a “thumbs up” button. (Though we still like those too!)

When it comes to your marketing materials, always think in terms of connection with your prospects and clients. And make sure you learn how to use your signature story as a part of your marketing. Your signature story builds trust. It tells your prospect that you’re real. It tells her that you “get” her.

3 – The C-V Cocktail

“C-V” stands for Credibility-Vulnerability.

Let’s start with Credibility.

Knowing how to position yourself is crucial in your marketing.

I teach what I call the “CREATE Formula” for positioning yourself as the go-to expert in your field. The very first letter stands for Credibility.

Your credibility speaks to your prospect’s head. This, of course, means your results, numbers, certifications, publications, sales, speaking dates, etc. Your credibility is a part of what attracts people to work with you.

But it’s only ONE PART of our little marketing cocktail. The other part is vulnerability.

Vulnerability speaks to the heart.

Both head and heart matter to your clients.

 

So, when it comes to your work in the world – whether you’re trying to get customers, clients, readers or patients – your story, your vulnerability has to be a piece of the puzzle.

Now, I’m not asking you to share about the time you drank too much at your cousin’s wedding and fell down the stairs and yacked all over her shoes.

Nor am I telling you to post on Facebook that you’re totally miserable today and you just forked your way through three plates of mac and cheese. (We all have bad days. But there are some things that do not serve to build your business!)

I am, however, proposing that you get very clear about the turning point in your life that started you on the path to doing what you’re doing right now.

So, here are some questions to get you started creating your story:

  • What were the circumstances in your “before” scene?
  • What was your struggle, your low-point?
  • What was the turning point?
  • What happened after that?
  • What made you do the work you’re doing?

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In the comments below, tell me the basics of your signature story. Were you hesitant to use it at first? Do your clients respond to it?

If you've ever believed it was impossible to be totally authentic AND make lots of money in your business - then you're not alone. Purposeful entrepreneurs want it REAL - and I promise to deliver! Get my FREE VIDEO, and I will walk you step-by-step through my own Uplevel Fast Track Formula for making money... on your own terms and in your own way. Enter your email and let's get started!

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{6 comments ... read them below or add one}

Delia September 3, 2014 at 12:31 pm

the cockroach story was one of the most powerful, resonant stories I heard you tell….it still resonates for me on my “worst” days. Thank you for being so honest and so vulnerable and such an example of ways to get past the cockroaches.

I also appreciate that you said, ‘one of the signature stories’. I have several pivotal moments that are part of my why. It’s been interesting and such a learning process to consider what-to-share-when

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Miranda September 4, 2014 at 8:07 am

I love the cockroach story! and it taught me a lot about talking to clients. I don’t tell the following story when I’m working with my translation clients, but I have started telling it a lot, when people hear I’m publishing a book, sigh wistfully, and say, “oh, I’ve always wanted to… [fill in the blank creative project].
1. I was working an office job in Paris. The kind where you sit at a desk all day doing things someone else has decided you should do. The job was fine. Not great, not bad, just fine. It wasn’t what I wanted, which was to be a writer, but oh well, I thought. Gotta pay the bills, right?
2. For months I’d been dragging along, struggling to convince myself that fine was good enough, when one day on my morning commute I saw a man in the metro. He looked fine… not as in FINE, but as in, not great, not bad, just fine. And then he turned around and I saw his rear end. It was FLAT. Flat as a pancake. And I thought, “Oh my lord, if I continue to work in an office, I will end up like that guy, schlepping along in the metro with a flat butt.”
3. That moment flipped a switch for me, silly as it sounds. I realized that at the end of my working life I would be devastated if all I came away with was a bottom shaped like an office chair and a job that paid the bills, rather than taking the risk now, when I was young, of finishing the book I’d started when I was in college.
4. So I repeated that line of yours, “Leap and the net will appear” about a million times. And then I quit my job.
5. After a lot of hard, incredibly rewarding work, a lot of learning, and a lot more fun than I ever would have had at that desk job, my book, A Fifty Year Silence, is coming out in January, and another 2 are in the works! Oh, and my office has a stairstepper desk and on an exercise ball, so thinks are looking hopeful for my posterior, too! ;-)

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Michael Katz September 4, 2014 at 11:44 am

This is a great post, Christine, thank you. And so true. Not only do I remember hearing your cockroach story long ago, i remember you specifically saying that “it walked across my face.” Stories with specifics are so much more memorable than just information and yes, it made me feel a connection with you.
Michael

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Marilyn Bousquin September 6, 2014 at 1:58 pm

I love this post, Christine. “Turning point moments” are essential to my work as a memoirist and as writing coach. My own turning point moment sounds almost cliche. When I was in college, a professor who was a famous novelist, told me in front of an entire class that I didn’t have a voice. It was, of course, more complex than that, but it sent me on a quest to discover my voice. And what I learned along the way, as I delved into women’s psychological development and women’s literature and women’s history, is that you cannot separate women’s lives and women’s writing from a deep-seated cultural history of silencing that undermines women’s sense of self beginning at adolescence. Whenever I tell my “voice” story during a talk, it is ALWAYS the thing that women line up to talk to me about afterwards. So many women then tell me their story of “losing” their voice. At first, I thought it was too cliche to tell. Now I realize that it speaks deeply to other women and invites them to prioritize finding their voice through writing. So I tell it in great detail. As Bill Roorbach says, “To have a voice is to have a self, and to have a self is powerful.” Great article, Christine!

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Vicki Wahl September 8, 2014 at 5:02 pm

Thanks Christine for all of your great advice! and the laughs!

I went to your seminar last year in Atlanta – a big step for me. It was so inspiring to hear you and meet all of the amazing women and men there. Such great energy! It encouraged me to keep pursuing my own business and while I was working full-time as a graphic designer (as I have for 20 plus years), I was determined to keep working towards my dreams and goals.

I had many journals of ideas and sketches over the years and finally as of mid 2013, everything came together and I started working on my business, which I thought over a year ago would be graphic design and my mixed media art (which I still do on a freelance basis until I can work full-time on my new business). It however became something I was even more passionate about. It was not only my creativity being used, but also what my heart really wanted to do – give back, make people smile and make a difference, hence thehugbox™ was born.

I developed the concept, name, branding, logo, collateral, packaging, website, and established the social media. After all of that and the research, administrative work, buying product, etc. I had my launch back in June 2014. I am now in the process of taking all that I learned from your seminar and my work experience and applying it to my marketing strategy. I have already started to take your vulnerable/story advice (http://thehugbox.com/pages/about) and I will continue to work on putting myself out there. It was scary at first to be in the ‘public’. I’ve done musical theater, acting, singing and dancing, but with a group and in character – not quite solo like this. It’s a freeing and happy feeling and I am so excited that I have come this far and looking forward to growing my business huge! :) And really make a difference!

I just wanted to say thanks again! You are definitely a part of my determination and success. I look forward to all of your blogs! I am working on the blogging part too. :)

Hugs!
Vicki

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Mandi September 10, 2014 at 9:26 am

What are the ways that you get your signature story out there? Is putting it on the about page a good idea? One on one with clients? Speaking at events seems like a good idea, but I’m curious about the other ways, too.

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