Loyal Customers

Loyal Customers

Loyal Customers are what happens when you keep your promises.

Your Value Proposition isn’t about you or what you do: it is about what your customer wants to get from working with you.

What is the promise you are making to your customers and how do you make sure you keep it? Whether you are entering a new market, setting new targets, or simply want to update how you talk about your business, The Promise workshop will give you a value proposition that is all about what people want to buy.

Ready to get started

A 3-part workshop, $2640 + $40 per person


Rebecca has a strong understanding of how prospects think, and is very helpful in helping us find the best way to reach our specific market

Jay Hobdy

Gotcha Security

Rebecca's ability to zero in on what is important to my customers has really helped me to understand how to help my customers better.

Jason Wade


More Resources

Why Do People Buy From You?

I ask this question of most of my clients when we start working together. Why you, and not the next guy? The answer will tell me what is important to the client. Then, as per my modus operandi,  I proceed to ask for proof, in order to test the assumptions made by the business owner.…

How to Differentiate

A business can choose one specific area, or a combination of areas in which to build its competitive advantage. See the Infographic below for ideas on where to focus your energies for effective Differentiation.   Next week I will explain the process I perform with my clients to help them identify their key differentiators. Subscribe…

Why You Should Focus on Differentiation

We all want to stand out. Our businesses need to stand out. It is not enough to be good at something, for a business to be successful it must have its own special approach and skills. What is Differentiation Differentiation is the process by which you make a product or service distinct from the competition.…

Fighting Against the Status Quo

When selling, too many businesses forget that status quo is an option for their clients. Just because a prospect is “shopping around”, looking at new solutions, that is no certainty that they will, in fact, make a purchase. Why a prospect does not buy Adopting a new product, service, contact person… is itself a cost, well…

What is a Budget Competitor

When making buying decisions, clients assign budgets to their needs. In a B2B environment, a budget is often assigned before the sales process begins.  What the budget tells At any moment in time, a budget is finite. A buyer determines how much, out of the available spend, can go towards solving the problems of the…

Product Competition vs Replacement Competition

Identifying competitors is not as simple as it seems. As I introduced in last week’s post: there are many reasons why a prospect may choose not to buy, and each of these is a form of competition. Another product that does the exact same thing may seem to be the same as a replacement, but…

4 Categories of Competitors Everyone Must Know

It is common to view one’s own business, service or product as unique. This is natural: the business founder has his or her own method, approach and passion. This is not always that obvious to clients, however; nor, and this is the harsh part, is it always relevant. When a prospect is making a purchasing…

What Happens After You Leave the Room?

And how can  you know? Defining your Solution is all about understanding that moment. You can hardly sell value to your clients if you don’t understand how their lives change thanks to your product or service. Almost all of my clients – whether for consulting work or training – request a work-through of Defining their…

How to Understand Sales Jargon

Nobody likes a conversation full of buzzwords. Do your clients and colleagues a favor and forego the sales jargon along with the industry jargon. What is Sales Jargon As we are focusing on your customers in this series, let’s look specifically at the sales jargon people use when speaking with prospects. There are so many…

How to Understand Your Jargon

To recap: the first step to problem solving selling – and better conversations with your prospects in general – is to remove industry jargon from your talking points. What is Jargon Some of these terms are easy, but others are less obvious. There are some perfectly common and everyday words that – when used within…

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