Posts Tagged ‘customer context’
How to make your business pass the So What test?
New year, new you, new resolutions, new goals. But all in the service of what, exactly? As you start the new year – or any new day – make sure you know why you do the things you do and why others should take interest. Make sure your business passes the so what test. What…
Read MoreIt’s easy to find out what your clients value
Value is a highly subjective attribute. It is about significance, worth, and usefulness. And each person makes these determinations in their way. When you are writing your value proposition, and are deciding what your clients want to accomplish, don’t forget to consider their personal needs. Personal Value When I train clients on writing their value…
Read MoreHello client, I’d like you to meet my value proposition.
You have your secret ingredient now, and you know why the scrambled eggs you offer your clients are worth going out for. That is half of your work complete. Because your restaurant (or whatever service you offer) is only as good as your clients decide it is. Now, to attract those clients whose favorite flavor…
Read MoreDo you know what you are selling?
Nobody goes to a restaurant for scrambled eggs. It is both easier and faster to make scrambled eggs at home. People go to a restaurant for everything else: the atmosphere, the service, not having to do the dishes. Chances are: your profession has a DIY option too. What makes the difference to buyers between DIY…
Read MoreWhat do your clients do after you leave the room?
There is no fadeout, no ending music, no rolling credits. After you leave the room, your clients’ lives go on, just like your life goes on. So what are your clients doing after you leave the room? And why should you care? Nobody wants to buy your product It’s a common refrain on this blog. …
Read MoreUnique Value Proposition or Unique Sales Proposition
What is the difference between a unique value proposition and a unique selling proposition? This question has come up several times in the last few months. And the truth: there are varying views on this. But the most common consensus is: A value proposition is about your client A selling proposition is about you Unique…
Read MoreNew Course: Why You Need Customer Profiles
In the video below I tell the story of a business who went after any client they could. “After all”, they told me: “We are a new business and we need to grow”. Find out how that went for them, and why building customer profiles saved their sanity, their success, and their business. And then,…
Read MoreDo you know what your clients want?
Your clients know what they want. To get what they want, they need something: you. You know what they need, which allows them to get what they want. (If this doesn’t sound familiar, see the link above). Now let’s make sure that you understand what your clients want. How Let’s start with how your clients…
Read MoreWhy you don’t want to sell quality
Look through the language you use to talk about your business. Consider your website, your pitches, your business cards, your brochures, the way you introduce yourself at events and in interviews. Now review all that language asking yourself a single question: what’s the alternative? “Quality” is not a quality message Imagine that you are about…
Read MoreLet’s talk about an entrepreneur’s biggest mistake
What is an entrepreneur’s biggest mistake? I was asked this question just the other day. And as much as I am not a fan of questions that require absolutes, I will still answer a question when it is posed. And the answer to this one is: thinking they know what their customer wants. One coin:…
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