Posts Tagged ‘value proposition’
What 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 More
Unique 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 More
Do 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 More
Why You Have To Always Sell Three Things
What you do is all about customer context, how you sell is all about customer buying habits. But at some point: you do have to talk about yourself. Once your prospects are moving through that buyer’s journey, they will want to know what to expect when working with you. They already know – at least…Read More
Which piece of the pie are you?
Your client’s desire to buy from you hopefully knows no bounds. But the thing that does have limits is budget. Your clients can make more money, or move money around, but there is only a finite and specific amount of it available at any one time. It is a set pie. Which piece of that…Read More
How will your clients replace you?
Not all competitors are direct competitors. You are not only competing against people whose business cards have the same words as yours does. Your clients could also find a whole new option or direction that eliminates their need to hire you at all. Understand how you can be replaced. Replacement competition There are various ways…Read More
Competitive Advantage: Know Thyself
This saying from ancient Greek, “know thyself”, is often used as a warning against boastfulness. That’s good advice when it comes to describing your competitive advantage. You don’t want a value proposition that merely says you are better than the competition. Indeed, you don’t want a value proposition that talks about your competition at all. …Read More
Five Sales Truths To Have Loyal Clients
We are all sales people. Not according to our job titles or our job descriptions. But the reality is: we all have to be finding and bringing new clients to our businesses. Whether you are the business owner or sales person specifically, if you play any role in developing new business, these five truths apply…Read More
Selling Peace of Mind
A comment I have heard in at least four different conversations over the past couple of months: “I sell peace of mind”. The four people who said this were: an attorney, a beauty salon owner, an auto mechanic, and a doggy day care owner. But they all sell the same thing… or do they? What…Read More
Be The Best Option – A Case Study
People have options. The content in this blog is about finding ways to always be the best option. To be the best option, you must be targeting the right clients and then solving their particular problems. I saw this happen recently with a CPA firm. The problem They were serving anyone. Everybody needs to file…Read More