All value is based on perception.
I was listening to Seth Godin’s podcast, Akimbo, this morning and one of the questions talked about not being able to sell something that didn’t have tangible value.
Which is false.
Every purchase we make and every sale that is made isn’t built on real value, but the perception of real value.
Why is that is so?
Depending on who you are or what your needs are, you are going to perceive the value of something to be entirely different than someone else.
What’s the value of a cup of coffee to someone that doesn’t drink coffee?
Maybe nothing.
But what about if the cup of coffee is with a potential new client that could alter the course of their business?
What about if the cup of coffee is when a breakup happens?
What about if it is cold outside?
Or, hot?
You see where this is going, right?
Now think about this in terms of the business-to-business market that a lot of us operate in:
What is valuable about my strategic services?
Depends on who you are.
For some clients, I have the ability to interpret events in a way that they don’t because I have a different perspective.
For other clients, I am able to create ideas and opportunities for them out of my creativity.
For some, it is just being able to call me when needed.
Again, you see where I am going?
One final example…
What about you?
What do you do?
Are you trying to sell or market your offering in a one-size fits all way?
Are you missing opportunities to express your value in a more meaningful manner?
Are you missing opportunities to reach different kinds of buyers or customers?
I’m sure you are because we hear all too often that you have to scale or you have to do things a certain way because everyone else is.
The truth is that your value is likely unique and the way that you should sell to your market is going to be slightly unique.
There are going to be turning points and ideas that you can point to, but each potential client or partner is going to view the value of your proposition in a much different way that others.