How Valuable Are You In The Eyes & Minds Of Your Prospects And Clients?

[Quick Invite:?Next week, I'm hosting a webcast titled?"Stealth Selling"?where I'll reveal a value-driven, friction-less model designed specifically for advisors and consultants to engage, attract, and win high-value clients.?You can Register HERE. ?Even if you can't attend live, be sure to still register so you can get access to?"The Shortest Distance Blueprint"?PDF to help you easily and quickly communicate your value to any prospective client.]

Now, on to the article...

A number of years I had an epiphany that changed the game for myself and my clients.?

I realized that value - in the strictest sense - is not created by us as the expert, solution provider, or thought leader.?

Instead "value" is not actually manifested in the way we need or want it to be until it is acknowledged and perceived by our prospects and clients.

In other words,?value (like beauty) is in the eye of the beholder.

With that realization, I developed a model I call?The Value Spectrum. In essence, this is a visual representation of the different levels of value that an advisor, consultant, or the like can provide to clients.

Clck HERE To See The The Value Spectrum.

The model is relatively self-explanatory. On the lower left, we have lower transactional value being delivered all the way up to the upper right where transformational value is delivered.

Then along the way the labels you are likely to have also evolve from Vendor to Authority to ultimately what I refer to as the Preeminent Partner which isn't included in this version of the diagram.

Of course, many advisors and consultants already believe they are delivering value at the higher end of the spectrum - and indeed - perhaps they are. But that's not the key point.

The real issue is: where do your prospects and clients perceive you to be? How do they assess the value you believe you are delivering?

These questions can't be overstated.

To address these questions requires asking your clients for their feedback in regards to the value you provide and listening for key words like?"authority", "expert", "partner", "strategic", "transformation", etc.

If you're only hearing things like?"good service", "prompt", "helpful", "useful/reliable solution", that's a start, but you're not elevating yourself beyond the lower levels of the spectrum where commodity-thinking and competition are abundant.

This is not a judgement on your ability to do impactful work for your clients. Instead,?it's a potential judgement on your ability to communicate that impact to your prospects (before the sale) and to your clients (after the sale).?

I encourage all my clients to actively review how they are messaging and communicating their value into the marketplace to ensure they are properly and intentionally positioning themselves on the higher side of The Value Spectrum.

Let me know any questions, you can reach me at:?[email protected]?and I'll respond as my availability allows.

If you'd like to have a 30-minute Strategy Session to discuss where you are on The Value Spectrum, just let me know and we'll find a time.