What’s Your Value?
If you’re not generating more leads in your business, or turning most of your leads into sales, chances are, your message isn’t working. And people are not buying into what you are selling.
Every time you write emails to potential clients, put words up on your website or sell yourself in sales presentations, you may be doing more harm than good.
It’s especially true if you are not positioning your value in your marketing and sales messages.
I’ve seen it time and time again. Entrepreneurs and businesspeople, “blah, blah, blahing” on and on about their products and services and doing more to turn people off their business, than on.
Identifying your value, quantifying your value and selling your value are not options when you’re trying to sell your product, your service or yourself. These are essential elements to your success.
That’s because if you don’t do it, nobody else will. Do you seriously think a potential client is going to guess why your product or service is better? Or why they should do business with you over others?
It’s not going to happen!
That’s why every email you write, every message you post, every networking introduction speech you give and every sales presentation you present, you must communicate your value proposition.
In simple terms, your value proposition is the art of communicating to potential customers “why you should buy from me and not from my competition.”
To help you promote your value, differentiate yourself from your competitors, and ensure you are sending the right message to potential clients, here’s a few tips to keep in mind…
1. You are not a commodity.
If you are a real estate agent, people tend to think all real estate agents are the same, essentially selling the same products or services. That also applies if you are an investment adviser, accountant or a businessperson selling similar products and services.
Don’t allow yourself to be grouped into the same pot as everyone else. Even if you sell the same products or services that others sell, you must differentiate yourself – because you are not all the same.
Think of how different companies provide service for example. Service can vary from one company to another. Some are excellent. Some are good. And some, well, let’s not even go there.
It’s important for you to make sure that you communicate your value every chance you get. Show people why you are different, why you are better and why they should buy from you above all others.
Simply list all the things that you would want if you were buying your own product or service. And then communicate those amazing things to your potential clients.
You do that and you’ll enjoy greater success. It’s not rocket science, you know. It’s simply the amazing power of words and messages.
2. Talk value.
Never forget the value that you bring to the table. Position your value in every email, on every web page, in every sales presentation and in every conversation with potential clients.
Let other ill-advised and unwise businesspeople talk on and on about themselves and their product or service. We all know how successful that is (he says sarcastically!).
Spend your time talking about your potential clients and the VALUE they will receive. Show them how your product or service will solve their problems or provide them with the right solutions for their needs.
Help them picture the success or happiness they will enjoy after using your product or service. Let them hear, see, feel, touch, or taste your value.
For example, if you are an investment adviser, you might want to say, “There are a lot of investment advisers out there, but how many of them will (fill in your value)…”
In those short few words, you’ve just re-positioned your competition (made them seem like they do less than you!), separated yourself from other investment advisers, and made yourself that much more valuable.
See what the power of words or messages can do?
3. Show your value.
If your potential client is complaining about your price, then you have already failed to present your value. And then you may start lowering your price.
Bad idea. If you start to lower your price to compete, you’re going to hit the price-dropping, downward spiral. It’s not good business.
Do you seriously want to spend time and money to compete on the lowest price? Probably not.
That’s why many smart businesspeople choose to compete at a higher price level, where they can make more money.
You simply need to show potential clients the value you bring to the table and why you are worth every penny. You can do that by showing your potential clients the benefits they will receive from working with you.
Show your potential clients how you stand out among your competitors through value add-ons such as convenience, expertise, speed, image, affordability, support, follow-up, reliability or selection. You do that, and people will pay you more.
That’s because people will pay more for convenience, better service, expertise or an enhanced image all the time. Ever see how many Mercedes or BMW’s are on the road? The roads are not filled with Ford Fiestas, you know.
Get more success today. Start to generate more leads and convert those leads into customers, by showing your value in every marketing and sales message you present.
If you need help creating more value into your marketing and sales messages, I’m always here to help. Sign up below for more free advice on how to get people to buy into what you are selling.
Looking forward to your continued success…
J. Brett Abbey
The Message Master
PS – See how to change your marketing and sales messages and change your success.
Get a Message Masters™ Message CheckUp today. Click here for details…
Discover how to get people to buy into what you are selling!
Thank You. Watch your inbox for details!
PPS – Please share this post so your friends and associates can benefit as well. They’ll like you helping them. And if you like this blog, and want to learn more, head to Facebook and like our page.
About The Message Master
Why go looking for new business? Get new business to come to you.
Take advantage of J. Brett Abbey’s 25+ years of experience as a high-performance, marketing and messaging
expert, award-winning speaker and author, to discover how to get people to BUY into what YOU
are selling – whether it’s a product, a service, an idea, or even yourself.
Read Brett’s full bio here… J. Brett Abbey