At the end of the day, value and your value proposition comes down to money!
If you aren’t helping your clients save it or make it, you are going to have a harder time making the sales that you need to keep your business afloat.
In too many cases, we find ourselves trying to keep up with the ill-fated mindset that we need to talk about the activities we do and the actions we take and not the value that we create.
But it is like that old saying, “you don’t want the drill, you want the hole.”
Here are a couple of ways to help identify your value.
1. How do you tangibly improve a client’s ability to save money?
What do they do more effectively when you are done? Spend less on sales and marketing? Cut time to market? Don’t enter unprofitable markets?
2. How do you tangibly improve your client’s ability to make money?
Does your client make more money through better customer acquisition? More opportunities?
3. How does your service or product help your clients use their time more effectively?
Time is money, so how are you helping them use the time more effectively. Because if they spend their time on low value things, they can’t spend it on high value things.