Breaking News – It’s Not About You!

There’s a formula used by professional public speakers called the I -to- You ratio. No more than 20% - 30% about you (use of ‘I’), allowing 70% - 80% to be about your audience (use of ‘You’). 

YOU (get it?) can use this formula in the way YOU speak with clients and prospective clients. YOU can also use this in YOUR written sales and marketing materials. 

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Here’s an example from the cover letter for a strata management proposal - 

Thank you for the invitation and opportunity to submit a proposal to manage your strata scheme. Our proposal sets out details of our company and the services we provide as well as my personal qualifications and experience. Over an extensive period, I have been fortunate to have been recognised as a leading strata manager and we pride ourselves on maintaining the highest possible standards and ethics.‍

Score – (6 x I, my, we, our, us) (2 x you, your) I/you ratio = 75% / 25% 

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Now, let’s flip that around – 

Thank you for the invitation and opportunity to submit this proposal to manage your scheme, [insert name of their scheme or building rather than using generic language]. This proposal demonstrates how you will benefit from engaging our services and experience. Over an extensive time, clients like you have recognised us as leading strata managers and have benefited from the highest possible standards and ethics that come from being leaders of the profession. 

Score – (2 x I, my, we, our, us) (5 x you, your) I/you ratio = 28.5% / 71.5%

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Try this on some of YOUR material and see how YOU score. Call us if YOU would like YOUR marketing material reviewed.

PS – this article scored 89% / 11%! 

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