Talk Value

Is your product or solution to 'expensive' according to your customer?

Do you give away your product for Free?

Are you Truly 'in' or 'running' "a business"? If you answered Yes to either of the first 2 questions, you have reason to dwell in deep thought on the 3rd.

Because, If your 'Brand' is highly valued, recognized and or you have the authority in your sector, then you 'Should' be talking about the value you bring to your clients... OR Better yet your clients see evidence in the universe of the obvious value from discussions with other clients or public content.

We buy Nike, Marriott, Gucci, and Lambos for perceived or actual value in our lives or business, NOT because of the price point. We buy First Class to get on and off the plane first... In other words for the value it brings to our travel.

So, how do you talk about value??

One way and a fan favorite is through conversation about the customers "Dream Outcome" that they can accomplish by using a product or solution. Blend in honest discussion about the likelihood of achieving it and when ... then you have something to put together some realistic answers to.

See, Alex Hormozi lays it out in one of his books like this.

(Dream Outcome x Perceived Likelihood of Achievement) divided by (Time Delay x Effort & Sacrifice) = VALUE

Better stated like this ...IF I could achieve this amazing dream outcome with 100% likelihood of accomplishing it and get it Instantly while not having to do anything that would the best VALUE thing for me. .. Sign me up right ??

So as individuals and as businesses we should ALWAYS be thinking "What value do we bring to the table??" Or "Are we a good value"

SO now what ??

How do yo really implement this concept? Well like everything break it into smaller components.

1 Dream Outcome - (Visioning) In the most clear and descriptively specific way possible outline/diagram and clarify the Outcome expected by your prospect of you and your product/service. It must also be meaningful to your client, if it is not they will tell you quickly.

2 Perceived Likelihood of Achievement - (Reducing Risk) The more historic success and or authority you have, the more likely the Outcome you present will be achieved to perfection / expectation.

3 Time Delay - (How long) to see initial results as well as the final result, this IS 2 things. People value their time or their teams time more than almost anything else out there.

4 Effort & Sacrifice - (Costs and Inconveniences) that must be managed to achieve outcome. This is measured in both hard $s and soft #s of time or 'stress over the change' that is occurring.

SO, you STRIVE with every effort in your body and employee in your business to RAISE or INCREASE VALUE by increasing 1 and 2 while decreasing 3 and 4.

Price is never an issue in presence of Value !! .. If your leads or sales team are telling you the solution, product or widget you sell is to expensive ... I propose you may be talking to the wrong prospective customers OR you are not taking full advantage of the above Value Based conversation.. You pick !!

Personal Note : I am writing about this because it is NOT just a business thing it is also a human thing. I have been in the 'Change Manager' business for over 30 years .. Building and Implementing InfoTech solutions across multiple industries from Food and Beverage to Healthcare in both small and large sector business models. I have seen a thing or 2, and we ALL project a "Value" to those around us, not just in our businesses but in our day to day responsibilities.

References Note : Check out Alex Hormozi, Gary Vaynerchuk, Vusi Thembekwayo, Marquel Russell

I bid Peace and Freedom to all of you, I cannot thank you enough for reading this far. :-)