Category: Communicate Your Value

524 professionals responded to our most recent study related to Value Propositions.

44% said they did not have a well-defined value proposition. Hmm… If they don’t have a clear value proposition, can you imagine what their prospects think?

I would wager my entire retirement stash that of the 56% who said they did have a clearly-defined Value Proposition, half or more would not have a compelling, client-centered way to communicate their value.

What about you? Could your Value Prop use some CPR, before it flatlines completely? Click to find out.

My entry into marketing was in 1980, when I wrote and marketed a book about airline careers by placing small ads in the back of various publications.   I learned the principles of direct-response marketing…

Marketing experts are always talking about how we must have a Unique Value Proposition, or Unique Selling Proposition, look different in the marketplace, or accentuate what makes us distinct.

Indeed… sometimes we need to define and accentuate our differentiation to catch the attention of our prospects and others who are important to our business.

But differentiation, distinction or uniqueness isn’t the end game.

The end game is moving someone to take action… to respond to our email or voice mail… to grant us an appointment (phone or in person)… to do business with us… and to follow our recommendations.

Every part of your value proposition should be built for two purposes – that continually work together…

Have you ever done some that generated multiple benefits at once? Maybe not just for yourself but other people as well?

Here’s how one small business owner created a positive situation out of a negative review on social media, all while helping his business and his community at the same time.

Tis the season for many social events, where you’ll be spending time with friends, close family, distant relatives, neighbors, and – yes – total strangers.

Many of these people might make great clients for you. Many others may never become clients, but might have the ability to refer and introduce you to others.

Let’s say you’re at a holiday party or other social event and someone asks, “What do you do?” How do you respond? Do you whip out your best elevator speech? Do you pretend you don’t want to talk about the great value you bring to your clients?

Are you blowing an opportunity?

I was having lunch with a financial professional last Friday and discovered that he has a “hole in his WHY.”

Meaning… he didn’t talk about his WHY is as powerful and effective way as possible. Therefore, he was missing opportunities to create strong engagement with prospects and clients.

I asked him to tell me what he told his prospects and clients about WHY he did what he did… WHY he believed in his work.