by Brooke Green
Do you even know what you do? Sounds absured doesn’t it? Especially when you hear it from me - someone you don’t even know. How dare I question you?
Well, here’s my experience: One of the biggest challenges that companies (and the people who work for them) have is understanding and communicating their value – and getting paid for it.
Most want to throw up features and benefits - the number of employees, number of offices, size of revenue, qualifications of people, etc. Boy, that’s interesting to a prospect– NOT!
Don’t you think people would rather hear about your company’s passion, how you help your clients solve problems, your “story”? Yes, they would.
By doing it the right way, you’re also taking the first step in differentiating yourself from others in your same business segment. If you can’t communicate your company’s value (and your value) in a way that differentiates you from your competition, what’s left?
Answer: Price.
And we know what happens when the focus of your offer becomes all about price. Let’s just put a sharp object in our eye and get it over with.
Doing This is HARD!
There are several things that you should know about creating a value statement:
1. It’s hard work.
2. It’s never really finished.
3. You will have several different value statements based on who you are talking to.While it’s much easier to throw up facts and figures, what your company does should be all about your prospect - not about you wanting to get out as much information as possible. You’re not trying to sell them something. Your intent should be to help them understand how you work with companies to solve problems. It should evoke emotion from your prospect (and you). It needs to mean something.
You want them to say (or feel) “Hey, that’s me. Those are the EXACT problems we have.”
No related posts.
{ 0 comments… add one now }