A lot of times we have a lot of really great reasons that our prospects should buy from us…from our POV that is.
But too often, we don’t really spend a great deal of time focusing on the value that we create for our customers.
Why?
Well, the simple answer is that we aren’t being empathetic to the needs of our clients because we are so focused on ourselves that we forget all about the pain that we want to alleviate for our customers.
And, that is a problem because if we aren’t focusing on our customers’ pain and how we can create valuable solutions to their issues, we are putting ourselves in a position to be easily knocked off by competition that is focused on the value they are creating for their customers.
So how can we make sure that we are focused on creating and expressing customer value?
1. Ask yourself “why?”
Why would we be a good fit for our prospects?
Why might a prospect be looking to change?
Why should a company do something different?
This list can grow as long as your arm. The key idea being that you need to always be focusing on why you are a better option than the status quo…and that means what is the value you are creating and how is that going to create meaningful change for your partners.
2. Put yourself in your prospects position:
Flip the tables on the situation.
If you were in your prospects’ shoes, what would be meaningful and important to you?
What would you want to see from a partner?
What would you be feeling if you were dealing with such challenging situations?
Now, once you have embraced that…how does that change your viewpoint?
3. Reflect on your successes and your failures and use that to help yourself become better:
It can be pretty easy for any of us to wash off failures as someone else’s fault.
By the same token, it can also be pretty easy for us to forget that our successes require a team of people.
Both of these are good excuses for us to look at what we have done and ask ourselves how this can be important to our clients and prospects.
And, use this information to have conversations with your buyers.