Category: Convert Prospects into Clients (Sales)

In last weeks’ blog, I announced that I’m writing a new book. (Gulp!) One of the working titles is The Ultimate Value Proposition. While this may not end up being the final title of the book, it certainly will be the main thrust.

Being different or unique can help you grab the attention of some prospects. But “what makes you different” is NOT what makes you compelling – moving a prospect to take action. Being unique or different is NOT what will win you a new client.

Expanding on what I started last week, below are the 5 elements of a value proposition designed to win new business. This is by no means an exhaustive list, I think you’ll see that these elements are all interrelated and important.

Tell me if you’ve ever experienced this…

You’ve connected with your new prospect. You believe you can bring real value to -them. They seem to agree. But then… crickets. They keep putting you off. Or worse, they stop returning your emails or phone calls without a word of explanation. You don’t want to be a pest, but “What the heck?”

What went wrong? Why didn’t your prospect follow your recommendations?

Could it be that your prospect didn’t have a sense of urgency to act? And you didn’t help them?

You got connected with a prospect. Yay! You even had a phone call or in-person meeting with them. Double Yay! Then what? Crickets! They stop returning your phone calls. What happened?

You probably didn’t create a compelling reason to take action now.

Have you ever asked a prospective client, “What is the cost (or risk) of not addressing this issue?”

If your prospects are not returning your messages or your referrals seem to go nowhere, then perhaps you are not providing them with a compelling reason why they should respond.

On May 23rd I’ll be hosting a complimentary webinar designed to help you develop and communicate a compelling value proposition. While there are many things to consider in developing a compelling message, today I’d like to address 6 critical elements that should be present whenever you talk about your value.

Have you ever received a sales call from someone who was so inept that as they were bumbling through their poorly prepared opening, you were thinking…
1. “Why did I answer this call from a number I didn’t recognize? and / or
2. “This person either needs a new career or needs to work for someone who can train them.”

I probably get a couple of these calls a week. I got one today that compelled me to write this piece for you.

Make this part of your business-building checklist. Refer to it often, because we all fall into bad habits. Are you guilty of these mistakes that could be costing you?

“On my honor, I will do my best, to do my duty to God and my country and to obey the Scout Law…” So begins the Boy Scout “Oath” “Pledge” “Law” or “Promise” (depending on who you ask and what you read).

The word promise is a big word, because with that word comes the concept of commitment. In this article, I want to show you three places where using the word promise will help you attract more clients and grow your business.

Here’s a great piece from Julie LIttlechild with Absolute Engagement. Totally reinforces what I’ve been teaching for over 20 years.

I think you’re going to like this article I just read on Horsesmouth. Using the research and writings of Robert Cialdini, Dan Richards shows how the use of just one word might make a huge difference in how you qualify prospects and increase your ability to set appointments and covert prospects into new clients. Follow this link to the entire article: